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Enhance Our Ability to Grow. 2024 Sales Enablement Proposal.
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Re-cap - Selling Machine Sales Development Journey.
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Establish a consistent operating cadence Measure sales performance and business results through standard key performance indicators Provide our sales organization a full lifecycle development process.
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4. Sales Onboarding. Selection. PPG Onboarding. Skills Assessment.
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On-boarding Compulsory Courses. Advanced Selling Courses.
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2024 Asia Pacific Approach APPLICATION – IMPACT – RESULTS SBU Relevant Contents SBU Customized Business Case Simulation Modular approach / Flexibility to Adopt.
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2024 Asia Pacific Approach. One PPG Selling Machine | PPG Confidential Information.
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2- 2 (Option One Invested Tool) Must Win Opportunity Analysis Workshop Morning: Case Study 60 Minutes Must Win Opportunity Analysis One Opportunity Owner Present the opportunity • Manager' s Coaching • Conclude action plan Concepts Refresh and Practice 120 Minutes Must Win Opportunity Analysis One • Discuss and clarify questions about the Opportunity Analysis Tool • Practice Afternoon: 13:00-17:00 Case Study 60 Minutes Must Win Opportunity Analysis Two • Opportunity Owner Present the opportunity • Manager' s Coaching • Conclude action plan Concepts Refresh and Practice 90 Minutes Must Win Opportunity Analysis Two • Discuss and clarify questions about the Opportunity Analysis Tool • Practice Group Practice + Coaching 90 Minutes Opportunity Strategy Group Analysis • Divided into small groups to analyze the delegated Must Win Opportunity follow the analysis process • Debrief and Takeaway.
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2-3 Sales War Room Simulation One- Must Win Opportunity Strategy Morning: Case Study 40 Minutes Must Win Opportunity Business Case • How complex of the Must Win Opportunity? • Who are in the buying process? • What' s your competition positioning • What are the strengths and warnings ? Group Discussion 40 Minutes SBU' s Priorities and Solutions • Discuss and clarify PPG each BUS Priorities and solutions Practice + Reflection 45 Minutes + 20 Minutes Simulation Round One Group Discussion 30 Minutes Key Decision Makers; Needs; Influence and Preference • Discuss and identify the decision makers in Must-win Opportunity for their Influence power, organizational and personal needs and Preference • How to leverage those who support us? • How to sell Value to them to change the perception? Afternoon: Practice + Reflection 45 Minutes + 20 Minutes Simulation Round Two Group Discussion 30 Minutes Competition and Forecast • Discuss and identify blind spots in competition • Strengths and Warnings identified Practice + Reflection 60 Minutes + 20 Minutes Simulation Round Three Group Discussion 45 Minutes Strategize for the Must Win Opportunity • Discuss the actions for leveraging Strengths and mitigate/delete Warnings How your Unique Strengths may help you move the deal forward Apply + Showcase of Results 90 Minutes Must Win Opportunity Action Plan • Document the identified Must Win Opportunity Questions to the case owner based on the •Coaching Checklist." • Review and establish consensus on the best action plan. • Present the results to all participants.
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