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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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Whichever is your sea, the first thing one has to do is Learn the Ropes.

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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

9

Confirmed Order Need Analysis Research Customization & Training Outline First Draft & Inputs Final Cut & Approvals Pilot Program Final Program Material Train the Trainer Production CUSTOMIZATION

10

PEDAGOGY

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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

12

OUR EXPERIENCE & CLIENTS

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OUR EXPERIENCE & CLIENTS

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

18

Total Consultancy Solution. Field Research Change Management Practical Real World Application Train the Trainer Training And Development ROI Measure Pre/Post Behaviour

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.

22

Improve Relationships with Customers Spectator Vendor Preferred Partner Business Consultant Partner Ally

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

29

USP  Expert Trainers customization  Measurable improvement  80 % practical  Modular Approach  Economical  Monday morning applicability  Long Term Relationship

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.

31

Thank you

More Related Content

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
  • 9. Confirmed Order Need Analysis Research Customization & Training Outline First Draft & Inputs Final Cut & Approvals Pilot Program Final Program Material Train the Trainer Production CUSTOMIZATION
  • 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
  • 12. OUR EXPERIENCE & CLIENTS
  • 13. OUR EXPERIENCE & CLIENTS
  • 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
  • 18. Total Consultancy Solution. Field Research Change Management Practical Real World Application Train the Trainer Training And Development ROI Measure Pre/Post Behaviour
  • 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
  • 29. USP  Expert Trainers customization  Measurable improvement  80 % practical  Modular Approach  Economical  Monday morning applicability  Long Term Relationship
  • 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.