Expand Asia\'s Sales Coaching assists under-performers in your sales team that may be at risk, helping them develop sales plans, activities and attitudes that facilitate success and address the potential difficulties regarding behavioral change.

1. Expand Asia
Professional Technology Sales Training & Coaching
Assistance in building high performance technology sales teams in Asia.

2. Technology Sales Training & Coaching in
Asia – Executive Overview
P rof e ssion a l Te c h n ology S a le s Tra in in g Every course we deliver is tailored for your individual
organisation, taking into account your company's
There are a myriad of sales training companies offering individual products and / or services as well as your
prescriptive courses that promise to “fix” your teams unique market situation, and uses the elements of
sales performance, but as any sales professional that many sales training methodologies to address the key
has undergone multiple training sessions will tell you, issues you are experiencing, maximise the capabilities
British Telecom Global Services to be effective you need to combine the best points of of your sales team and achieve the best results for your
different methodologies that work in each individual business.
sales situation.
Expand ensured that communication was In our experience, sales training courses that require
consistent and concise. They followed up As a specialist consultancy focused on the technology you to modify your business to fall in line with the new
on all issues that were raised and fulfilled sector, and with over 20 years professional technology training processes often introduce such complex and
the requirements of their position to a sales management experience under our belts with disruptive change that they fail to become
standard higher than I have come to leading technology companies, our approach is that implemented and, as a result, fail to deliver.
expect and or experience in the past few there is no “one size fits all” prescription to sales
years. Expand has a significant basket of education and improvement. On the other hand, tailored sales training positions the
education and content of the training at the right level
competencies, developed from many and
Of course, it is obvious that a global for your sales team; it also ensures that the training is
varied backgrounds, and their built around you and your business processes and
telecommunication software company facing 12 month
enthusiasm to complete the job and the custom market situation and not the other way around.
sales cycles and a multi-million dollar project value
associated tasks is a refreshing change experiences an entirely different sales process to a This reduces disruption; the defined sales information
from some of the less professional local desktop solutions integrator. quickly snaps into your existing business, which means
people I have dealt with in this industry. it can be deployed quickly, reducing your time to value,
ensuring sales revenues are improved quickly which is
Global Programme Director good news for the management team.
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3. C on su lta tive & C ommu n ic a tive P re -Tra in in g Me e tin g
There are many key differentiators when working with Prior to training we meet with your management team
Expand Asia compared to working with other sales to understand your company, your market
training organisations. One of these is our focus on circumstances and gather background information.
communication and problem solving in classes, This meeting normally takes two to three hours and will
employing a consultative and discussion filled provide us with the information we need prior to the
approach with your sales team. course starting. This can happen a day or a week
before we start training with your team.
There are no books to read or long drawn out sessions
in front of PowerPoint slides. It is our job to impart the S tra te gy - Tra in in g Da y On e
information that your sales team can utilise quickly to
deliver results. A white board and note taking is all that We discuss general sales and business development
is required. strategy with your team, facilitating a discussion that is
designed to uncover key issues and define and impart
The “nuggets” of relevant foundation information from information to improve on your general sales strategy
a number of existing sales courses including SPIN, and market position.
Strategic, TAS, Basic, SAS and basic sales strategy
experience including channel development, S tra te gy - Tra in in g Da y Two
AECID (Spanish Technical Agency) relationship building, crossing the chasm, good to
great and other information is seamlessly combined Working with your team we will “dig into” your
Expand Asia has shown a high level of with information on sales tactics ranging from the use individual client sales processes from introduction to
commitment and expertise throughout of NLP, consultative selling, listening skills and close of the sale, helping to define and address the
the process, having satisfactorily met the negotiation skills over a three day period – to impart sticking points that clog up your sales funnel and build
expectations of AECID by delivering all of the most relevant information quickly and effectively, solutions to get your funnel flowing faster.
the services agreed upon at the initial whereby actively increasing the effectiveness and
signing of the contract. Although the capability of your team. Ta c tic s - Tra in in g Da y Th re e
initial contract has come to an end,
S pe c if ic Te c h n ology F oc u s
AECID has chosen to extend the By this point we have an in depth understanding of
contract [twice] until the beginning of your strategy and your sales process; we work with the
Our market is technology; we recruit for technology individuals in your team to help develop the tactics that
2012 due to the beneficial and well- companies, we train technology companies and we can be applied in individual sales situations using your
suited nature of the course. help develop technology leadership all over Asia. As a existing deals as case studies. As a result, your team
result, we have senior level experience, understanding will depart the training with actionable information and
Country Coordinator and market awareness of the hardware, software and insight that can be applied to furthering your existing
consultancy services business far in advance of any sales pipeline, increasing your win rate and freeing up
generalist trainer. This means that we speak your stuck deals.
language and we understand your issues from the
perspective of technology sales professionals. P ost Tra in in g F ollow Up
Tra in in g Option s After the training, we will relay our insights and
recommendations to your management team,
We can arrange training off-site or on-site depending providing a breakdown of the information gleaned from
on what suits your business best. Mobile phones are each of the three days. This will be accompanied by a
required to be switched off during the training and no brief management report detailing our
laptops are allowed in the training room. Training is recommendations.
broken down into three five-hour sessions, which are
delivered over three days.
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4. Example of the issues we may solve during
training with your sales team
S ales S t r at eg y
• Understanding if your strategy is in line with your sales teams skill levels
• Understanding if your general strategy is right for the market conditions
• Team feedback on general strategy that you would never have received directly
• Quick wins that improve your competitive advantage within days
• Competitive bombs, twists and turns that can turn the table on your competitors
• Development of innovative winning strategies for growing your market
• Development of a working “smart” balanced strategy that doesn’t burn out reps and best
utilises your available resources
S ales P r o ces s
• A common language and level of understanding of sales cycle processes in your team
• General understanding of the process required from opening to closing a sale
• Qualification rules and processes to guide a customer along a sales process
• Help getting out of the endless non expiring trials and demos to a client
• How your processes can be modified to set the competition up to fail early
• Getting your sales team to put you in pole position from the first sales call
VEDA
• Defining a consultative process focused on value creation for the client
"I would certainly recommend any • Using value creation to get your customers to speed up the sales cycle
business looking to establish itself in
Asia to seriously consider working S ales T act ics
with Expand to facilitate quick and
• Developing better listening skills to quickly identify buying signals and qualify a deal
stable growth, especially those in the • Using body language, NLP and white board presentation skills to communicate effectively
banking & finance and • Negotiation tactics and skills that build value and increase revenues for your company
telecommunications technology • Developing a team selling behaviour that breeds success by sharing information
sector.” • Presenting a compelling storey to get buy in and support for your company
CEO Cambodia
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5. Ongoing Technology Sales Leadership Coaching
Effective coaching programmes must link to the organisation's sales model and
address individual sales manager coaching challenges. Programmes must be tailored
to the sales manager, their team and the go-to-market strategy of the organisation
which makes us ideally positioned to provide ongoing sales and leadership coaching to
your team once we have delivered initial sales training.
Left to their own devices, sales managers may skew their coaching efforts toward the
very best and the very worst reps on their team. They engage with poor reps because
they feel they must in order to meet territory goals, and they work with their best reps
because it’s normally more enjoyable. A study by the Sales Executive Council has
shown that coaching the weakest and the strongest performers in the sales
organisation just doesn’t pay off. You'd think that coaching the lowest performers
would pay off because they have nowhere to go but up. However, that's often not true,
particularly for the bottom 20%.
The real payoff from sales coaching lies among the middle 60% — your core
performers that may not be meeting target but are delivering consistently. For this
group, quality sales and leadership coaching can improve performance significantly. In
fact, even moderate improvement in this group can result in a 10% percent increase in
performance across your sales force, which is often the difference between achieving
targets or not.
Here at Expand Asia, we do not position ourselves as all knowing “Gurus” that can tell
you how to run your business, nor do we claim to have all the answers. What we do
have is in depth experience of technology sales and a wealth of real world experience -
we speak your language. Here are some of the benefits that ongoing sales coaching will
deliver to your business:
We can help identify skills gaps and focus on ongoing learning to improve the skills that
your team may be lacking in whilst helping you develop your strengths and start using
them to gain competitive advantage.
We provide external impartial advice without being emotionally invested in political or
personal issues. Coaching can normally help you focus on the most important issues
and cut through the noise that’s clouding your thinking.
When we coach, we are interested only in your success. An external coach brings a
fresh perspective on people and events in the organisation without being on the factory
floor. This means that they can notice patterns and make connections that are not
apparent to those on the inside of the organisation.
We can facilitate communication within your organisation. People sometimes feel more
comfortable discussing sensitive information or personal concerns with an external
coach than with their line manager.
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6. The Expand Asia Sales Training Process
Training impact studies confirm that the knowledge gained at a seminar or workshop
significantly fades away within just a few days of finishing the course. This isn't at all
surprising as people learn most when there is ‘transferability’ meaning they can apply
the teaching immediately to real situations in their own lives, this is why Expand Asia
never use classroom materials, PowerPoint or books in our sales training. We use
simple discussion, facilitation, NLP, EFT and coaching combined with note taking to
deliver each module of sales strategy, process & tactics. Our training sessions are
dynamic meetings where information is imparted, insights are uncovered and solutions
are defined by the sales team with the trainer acting as facilitator. As such, they focus
on insight and work to find those sales ‘eureka’ moments of self-realization.
When initially engaged by our clients, they will often explain that they need SPIN sales
training, or Strategic Selling training or another type of sales training where a book has
recently been consumed by a member of the management team. When a customer tells
us that they need a specific training foundation, our answer is ‘why’? After questioning,
it becomes clear that the customer doesn’t want a sales process enforced upon them;
what they need is real world, workable solutions that match their exact real world
business issues. That is where our process excels in its effectiveness. The business problem, the solution goal and the skills and understanding of
how to achieve the goal now exist within the sales team. By focusing on
Our approach is simple and easily digested. We split each day into three sections, each existing business issues, your team walk away with highly relevant, real
lasting between 90 and 120 minutes. world, actionable solutions that can be implemented in your business
instantly.
The first session of the day will consist of group discussion facilitated by the trainer
using NLP and EFT techniques to hone in on the core business issues for the module. Quickly Implemented & Less Disruptive
The aim during the first session is for the trainer to define the key issues that need to
be addressed and then prioritise them based on their level of impact on the business. Our approach of using group coaching with NLP / EFT is much more effective
Everyone gets an opportunity to discuss the issues as they see them during this at modifying behaviour than straight sales training. When delivered in
session. The outcome results in a list of key concerns that need to be addressed. For conjunction with education that targets skills gaps using a wide range of
example, the first session may uncover that the “sales team has no sales leads”. sales disciplines delivered as insights and case studies, the education
becomes directly relevant to your existing circumstances and business
The second session of the day sees the trainer to use coaching techniques to facilitate issues. Because people learn most effectively by ‘doing’ your time to value
discussion around the potential solutions to each major issue. An emphasis is placed and return on your training investment is faster because each delegate can
on refocusing the sales team to adopt a ‘solution’ thinking mentality rather than a quickly apply what they have learnt when they leave the class.
‘problem’ solving one. The trainer’s role during this session is to identify all of the
actionable goals that must be achieved. For example, the sales problem of “no sales Due to its relevance and effect on subconscious thought behavioural change
leads” now has an actionable goal of “generate X number of well-qualified leads for our occurs almost instantly. What’s more is that your sales team has effectively
products by X date”. defined the changes required (with our help); they buy into the change
process and help ensure its implementation and success.
The third session requires the trainer to use coaching techniques to help your team find
the solutions to assist them in meeting the goals. When there is a skills gap, the trainer
will impart the relevant information to help your team increase their skill set. The trainer As a result, implementing the required behaviour, process and leadership
will use their experience, real world examples, theory and knowledge of multiple sales changes in the business is non-disruptive as it has been engineered with an
methodologies to deliver the skills required to actually meet your sales objectives. In in-depth understanding of your existing processes, resources and market
our example, the problem of “no leads” and the goal of “X number of qualified leads for situation.
our products by X date” may require the trainer to educate the team on active referral
selling and elements of customer centric selling to generate more quality leads and
referrals.
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7. Real World Experience Relaxed and Fun Atmosphere Huawei Networks
Our experience isn’t just academic; our Let’s face it, when someone mentions The sales coaching we have
team has real world experience working sales training, the first reaction that most received from Expand Asia and
inside some of the world’s leading sales people have is for the eyes to roll their team has led to us gleaning a
technology companies in sales leadership and for them to question exactly why new level of understanding of our
positions. This means that your trainer they are spending time in a classroom customers and what makes them
would have held the position of and not in the field with customers. buy.
technology sales executive, Sales
Manager, VP of sales, CEO and possibly Of course, it is an industry understanding When I was told an outside agency
Chairman of the Board for a number of that 80% of revenue is generated by would be delivering sales coaching
technology companies. 20% of the reps and so the benefits of to our team, I was highly sceptical;
sales training are proven. However why now I am a complete convert.
Our trainers’ pedigree is invaluable as it make training formal, prescriptive and
helps sales teams better understand what potentially boring when the most The way he delivers training with
is going on in the minds of the senior effective education is always engaging, insight, real world experience and
executives in your business, helping to fun and of course highly relevant. funny stories makes the training
build empathy and understanding in your enjoyable and highly engaging.
business. Cast your mind back to your school
days; which teacher was the most Sales Director Middle East
It also means that we have a wealth of
effective? Was it the one imparting the
real world experience and case studies to
most information or the one that focused
share with your team that can quickly
on helping you succeed?
help improve performance.
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8. Contacting Us
Expand South East Asia Expand Asia Hong Kong Expand Asia Australia
Building 26, Street 302 Rooms 1402-1403, 14/F, Building 12 Harnett Lane Bowral
Phnom Penh, Kowloon Building, P.O Box 2011 Bowral
BKK1 District, 555 Nathan Road, Mongkok, NSW Australia 2576
Kingdom of Cambodia Kowloon, Tel: + 61 2 8005 6962
Tel + 855 776 493 25 Hong Kong Email: info@expand-asia.com
Email: info@expand-asia.com Tel: +852 8191 6986
Email: info@expand-asia.com