This document describes Porter Henry & Company's sales training and consulting services. It outlines their philosophy of collaborative, learner-centered training. It also details their comprehensive curriculum covering sales, sales management, leadership and other topics. Their services include needs assessment, customized training solutions, and competency-based interventions. Testimonials and profiles of leadership are provided.
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LRCorp1
1. Whichever is your sea,
the first thing one has to do is
Learn the Ropes.
2. OBJECTIVE
Improving sales productivity.
o Increase sales revenue
o Acquire more customers
o Penetrate strategic accounts
o Develop high-performing sales managers
3. OUR PHILOSOPHY
Our philosophy is to collaborate with our clients to
offer solutions that best meet their specific needs.
Highly interactive, learner-centered training
experiences
Practical, tactical training with "Monday morning
applicability"
Blended learning options available for many courses
The most comprehensive sales and sales
management training curricula available to meet
almost any need
4. Since 1945
Porter Henry & Company has been
recognized as a leader in:
Sales Training
Account Development
Sales Management Development
Sales Consulting
Sales Process Improvement
Customer Service Training
5. Each Sailsman has to learn the
ropes before he can become a good
Navigator
Every Good Navigator has to learn
new skills to be a great Captain.
WHY TRAINING ?
6. Our services include the following.
Assessment
centre
&
need
mapping
OUR SEVICES
Creating
training
solutions
&
engagement
tools
Customization
as per industry
and level
Pedagogy
&
skill
development
7. ASSESSMENT CENTRE
Assessment
Centre
Used for a
variety of
HR
Decisions
Standard
Procedure
of
Evaluation
Allows to
demonstrate
Skill,
Behavior,
Knowledge
Pooling of
Judgment
Statically
methods.
Evaluate
Candidates
Skill & Will
Exercises,
situational
and Job
Simulation
s
Simulation
of Future
Job
situations
Measure
Job
Competency
Multiple Competencies, Multiple Observers,
Multiple participants, multiple exercises,
Multiple simulations and multiple
observations.
8. Competency
Based
Training
Intervention
MANAGEMENT
Planning and Managing
Resources
Delivering Results
Managing Individual
Performances
Leading A Team
Motivating and Energizing
Developing People
Managing Projects
SELF MANAGEMENT
Self Awareness
Integrity
Self Confidence
Learning Agility
Proactive Resilience
Flexibility &
Adaptability
Training
Intervention
Competency
Based
COMPETENCY BASED TRAINING
INTERVENTIONS
LEADERSHIP
Strategic Thinking
Vision
Direction & Purpose
Inspiring
Commitment
Leading Change
PERSONAL DELIVERY
Communication &
Influence
Building relationships
Quality & Standards
Thinking & Deciding
11. INTELLIGENT TRAINING
INTERVENTIONS IN SALES
Sales Leadership ( Captains)
Recruiting Stars
Field Coaching
Ultimate Sales Leadership
Sales Performance
Management
Motivational Sales
Meetings
Sales Manager (Navigators)
Selling to Major Accounts,
Value Added Negotiations
Tendering
Strategic Multi Level Selling
CRM
Strategic Business
Development
Sales Person (Sails Men)
Prospecting, Consultative
Selling, Presenting
Compete in Market,
Negotiate,
Implement Strategy
Territory Management,
Selling to Multi Level
14. Kamal Malhotra : Founder and Chief Engagement Officer
Internationally certified Content & Delivery Expert.
30 years of Sales Management, Marketing and Sales training experience at international
companies and writing software for BFSI .
Hinditron Group, Onward Novell, Prometric and New Horizons, Door Training,
Wadhawan Institute, Porter Henry Inc. & Business Training Solutions Pte.
MA and Masters in International Business
Vinayak Vaidya (COO)
CXO and senior management positions in IT Industry, a leading Bank.
Specialization: International Business, Payment Systems, International
Trade Finance, Software and Engineering Services, Networks, ERP, Product
sales and Marketing, Quality, Internet Applications, Telecom Systems,
General Management.
40+ year’s professional experience
Companies: Idea For Life LLC. Skillnet Inc.; Chrysalis; Onward Technologies
Ltd.; Bank of India
Education: First Class Degree in Electrical and Electronics Engineering; Post
Graduate in Materials Management.
The Promoters
15. Dr Anjana Grewal
30 years of line + business experience in FMCG - with Colgate- Palmolive, Financial &
Retail Services - ANZ Grindlays Bank & Sunlife Insurance.
Anjana has earned degrees in Chemical Engineering, B. Chem Engr from UDCT;
Masters in Management from J Bajaj Institute [ Mktg + Finance+ advanced OR] , and a
Ph.D in Customer Lifetime Value from JBIMS [ all Bombay Univ].
Dr Vivek M Damle
25 years of industry experience. Earned M. Tech and Ph. D [ from Univ of Illinois -
Urbana/Champaign] in agronomy.
Managing Director of SkillNet Inc, a Cupertino , CA based retail infotech group.
Head of India Development Centre ; at Bombay.
Advisory Panel -I
16. Dr Rajesh Ingle
Over 18 years of work experience in different industrries with top organisation in respective sectors in
Pharmaceuticals(Cipla), Print Media(Indian Express), Lifestyle (Raymond), IT(Aptech), Foods and
Grocery (Wadhawan Holdings) and Real Estate in Sales and Marketing
Holds a PhD in Brand Valuation from JBIMS Mumbai (2005 Batch) and has proffesionally worked on
valuation of brands like Jumpin, Nutrine, Sofit, Cinthol(Godrej), Taj group of Hotels, Pritish Nandy
Communications Etc.
Imparting education to PG students in Management since past 9 years as a visiting faculty. Some of the
Institute include SIBM,NMIMS,MICA in India and UFM,URL and UNIS in Central America.
Dr Kailash Godke
MBBS, MMS persuing PHD. Vast experience of 14 years in Healthcare Industries in brand
management, sales, marketing and business development. Launched 26 brands and managed more
than 50 brands.
Worked in various healthcare companies like Intas Pharmaceuticals Pvt. Ltd., Singhaniya Hospital,
Shreya Life Science Pvt. Ltd., Indchemie Health Speciality Ltd., Wellbert Pharmaceuticals Pvt. Ltd. and
Clearock Enterprises Private Ltd.,
Dr Godke currently is corporate consultant to various healthcare companies and also on Expert Panel
of Evalueserve Circle of Experts - USA and Medical Subcommittee of IDMA (Indian Drug Manufacturer
Associations). He is visiting faculty for Padmashree D.Y. Patil Institute of Business Management, IIBM
– (Pune) lectures at Excel Institute of Management (Thane) and at Dr. V.N. Bedekar Institute of
Management Studies (Thane).
He is also a freelancer trainer especially for Pharma Industry in subjects like medical science, product
knowledge, soft skills, sales and marketing.
Advisory Panel -II
17. 50 Leading-edge off-the-shelf workshops
Custom
Developed
Training
Total
Consulting
Solution
Proprietary
Consulting
Processes
100% on Target
Training &
Results
50
Courses
19. Corporate Structure
Our corporate structure promotes an entrepreneurial
spirit thorough out the firm, which encourages us to be
innovative, flexible, practical, responsive, and totally
focused on meeting our clients' business needs.
Head of Marketing and Communication
Head of Psychometrics and Need Analysis
Head of Content Customization
Head of various Soft Skills
Head of Delivery
20. Customization
All programs are customizable to meet clients'
specific needs
We can custom-develop programs from the ground
up
Total learning systems help institutionalize and
reinforce new skills and behaviors in the field
Flexible program delivery and pricing options
Our client survey indicates nearly 100% of clients see
us as a high quality, flexible firm that meets their
needs, and 100% say they would work with us again
21. Customer Approach
One common element in every client project
is our custom-design process.
Each client need, problem, or opportunity is
different and often unique.
Therefore, a custom-designed solution – one
that meets your needs and budget – provides
a workable plan to generate optimum results.
23. Sales System Design
• Analysis,
• Planning,
• Problem-solving
• Operational uniformity
and efficiency
• Eliminate errors and
false starts
• Improve
communications and
performance
• Generate sales results
J
Job Descriptions
Performance Standards
Performance Evaluation
Sales Summaries and Reports
Sales Planning
Coaching Records
Time Management
Recruiting and Selection
Sales Management
Competency Model
Onboarding Programs
J
Job Descriptions
Performance Evaluation
Call Frequency/Allocation
Sales Process
Customer and Prospect Records
Key Account Profiles
Key Account Action Plans
Sales Planning
Time and Territory Management
Sales Competency Model
OnboardingPrograms
FOR SALES MANAGERS
FOR SALES
REPRESENTATIVES
24. SalesAbility (SailsMen)
Each of the SalesAbility High-Impact Modules is an interactive
half-day workshop. The modules can be conducted
individually or in tandem by either client or Porter Henry
meeting leader. Similar to other SalesAbility programs, the
High-Impact Modules use multimedia and contain custom
components.
o Consultative Selling
o Achieving a competitive Edge
o Managing a Territory
o Implementing Account Strategy
o Presenting Value Added Benefits
o Selling to Multi Levels.
o Prospecting.
25. Accountability(Navigators)
The AccountAbility series consists of major strategies for
penetrating high-potential accounts. Each strategic
program is a system in itself, consisting of Preworkshop
Assignment, a fast-paced, intensive workshop, tools for
field use, and a manager’s guide to follow up/monitor
performance. The participants acquire the strategic
process, supporting tactics, and skills through
participation, practice and field application.
o Strategic Business Development
o Value Added Negotiating
o Strategic Multi Level Selling
o Team Selling
o Solution Selling.
26. Manageability (Captains)
Field coaching, sales leadership, and the ability to
manage sales performance are critical requirements
for every sales manager. ManageAbility meets the
challenge of developing these abilities with leading-
edge content, media, and field application in three
highly specialized programs. The workshops are
highly participative, reinforced with practice and
real-world application.
o Sales Leadership Program
o Field Coaching
o Managing Sales Performance
o Motivational Sales Meeting Program
o Recruiting and Selecting Stars.
27. Packaged Programs with Custom Elements
Selling Skills
SalesAbility II
Retail Selling Skills
Introduction to Selling for
Non-Sales Professionals
Advanced Sales Tactics
Achieving a Competitive Edge
Presenting Value-Added
Benefits
Prospecting for New Business
Territory Management
360-Degree Feedback
Coaching Activity Profile
(30 targeted behaviors)
Sales Leadership Profile
(40 targeted behaviors)
SCAN Salesperson Profile
(120 targeted behaviors
Account Development
Solution Selling
Strategic Business
Development
Strategic Multi-Level Selling
Team Selling
Value-Added Negotiating
Value-Driven Selling
28. Packaged Programs with Custom
Elements
Pharmaceutical Selling
o IMPACT Selling
o Advanced Selling Skills
o Competitive Selling
o Hospital Selling
30. One…Two…Three
Diagnosing: We will be interacting with your
company for one-four weeks to identify gaps. At the
end of this period, a curriculum and calendar for
intervention will be developed.
Training: We will conduct various programs over a
period of six-twelve months for different levels in the
sales hierarchy.
Monitoring: We will monitor learning and reinforce
on the job application of the participants to ensure
performance over the next three months.