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

OBJECTIVE

Improving sales productivity.

o Increase sales revenue

o Acquire more customers

o Penetrate strategic accounts

oDevelop high-performing sales managers

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

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

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 ?

Our services include the following.

Assessment centre

& need

mapping

OUR SEVICES

Creating training

solutions&

engagement tools

Customization as per industry

and level

Pedagogy &

skilldevelopment

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.

Competency Based

Training Intervention

MANAGEMENTPlanning and Managing

ResourcesDelivering Results

Managing Individual Performances

Leading A TeamMotivating and Energizing

Developing PeopleManaging Projects

SELF MANAGEMENTSelf Awareness

IntegritySelf ConfidenceLearning Agility

Proactive ResilienceFlexibility & Adaptability

Tr

ain

ing

In

ter

ve

nti

on

Co

mp

ete

nc

y

Ba

se

d

COMPETENCY BASED TRAINING INTERVENTIONS

LEADERSHIPStrategic Thinking

VisionDirection & Purpose

InspiringCommitment

Leading Change

PERSONAL DELIVERYCommunication &

InfluenceBuilding relationships

Quality & StandardsThinking & Deciding

Confirmed Order

Need Analysis Research

Customization & Training

Outline

First Draft & Inputs

Final Cut & Approvals

Pilot ProgramFinal Program

Material

Train the Trainer

Production

CUSTOMIZATION

PEDAGOGY

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

OUR EXPERIENCE & CLIENTS

OUR EXPERIENCE & CLIENTS

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

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

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 NandyCommunications 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

50 Leading-edge off-the-shelf workshops

Custom

Developed

Training

Total

Consulting

Solution

Proprietary

Consulting

Processes

100% on Target

Training &

Results

50 Courses

Total Consultancy Solution.

Field Research

Change Management

Practical Real World Application

Train the Trainer

Training And Development

ROI

Measure Pre/Post

Behaviour

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

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

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.

Improve Relationships with Customers

Spectator

Vendor

Preferred Partner

Business

Consultant

Partner

Ally

Sales System Design

• Analysis,

• Planning,

• Problem-solving

• Operational uniformity and efficiency

• Eliminate errors and false starts

• Improve communications and performance

• Generate sales results

JJob 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

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.

Accountability(Navigators) The AccountAbility series consists of major strategies for

penetrating high-potential accounts. Each strategic program is a system in itself, consisting of PreworkshopAssignment, 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.

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.

Packaged Programs with Custom Elements

Selling Skills

SalesAbility IIRetail Selling SkillsIntroduction to Selling for Non-Sales Professionals

Advanced Sales Tactics

Achieving a Competitive EdgePresenting Value-Added BenefitsProspecting for New BusinessTerritory 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 SellingStrategic Business DevelopmentStrategic Multi-Level SellingTeam SellingValue-Added NegotiatingValue-Driven Selling

Packaged Programs with Custom Elements

Pharmaceutical Selling

o IMPACT Selling

oAdvanced Selling Skills

oCompetitive Selling

oHospital Selling

USP

Expert Trainers customization

Measurable improvement

80 % practical

Modular Approach

Economical

Monday morning applicability

Long Term Relationship

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.

Thank you