Post on 21-Feb-2017
transcript
UNLEASHINGFASTTOWARDS
SALES EXCELLENCE
FAST LOGISTICS CORPORATION
FORWARDINGTRUCKINGEXPRESSCOURIER
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Setting the Tone for Moving
Towards SALES EXCELLENCE
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PROGRAM RATIONALE
- Would you like to grow your sales significantly?
- Are you trying to find more clients?
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PROGRAM RATIONALE
- Are you frustrated finding the time to deliver your services?
- Do you feel like you have enough clients?
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PROGRAM RATIONALE
- How can I get more clients?
- How can I get better clients?
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PROGRAM RATIONALE
- How do I sell more to the clients I’ve got?
- Is there a right way to sell?
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HOUSE RULESAttendance
Attitude
Active Participation
Adaptation
Application
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WHAT IS EXPECTED FROM US?
House Rules
Attendance
- Be on time for sessions.- Maximize break periods.- Watch out for the “assembly music”.- Observe mobile phone etiquette.
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WHAT IS EXPECTED FROM US?
House Rules
Attitude- “I will be open to new lessons.”- “I will enjoy the company of my peers.”- “I will interact and get to know others.”- “I will respect the opinions of others.”
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WHAT IS EXPECTED FROM US?
House Rules
Active Participation
- Listen and observe.- Share insights and experiences.- Ask questions.- Get involved!
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WHAT IS EXPECTED FROM US?
House Rules
Application
- Practice lessons immediately.- Practice lessons back in the workplace.- Display changes in behavior.- Be role-models to others.
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PROGRAM OBJECTIVES
At the end of this program, we expect the participants to:
1. Gain clear understanding of the basic operational processes of the Fast Logistics’ supply chain services:
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PROGRAM OBJECTIVES
a. Sea Freightb. Air Freightc. Warehousingd. Truckinge. Forwardingf. Balikbayan Boxesg. Brokerage / Import & Exporth. Other Services
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PROGRAM OBJECTIVES
2. enhance our sales force’s selling competencies – from prospecting to closing
3. improve sales & marketing performance by hitting 101% of the year’s sales targets
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PROGRAM OBJECTIVES
4. synchronize FLC’s and FGEC’s efforts in planning and executing marketing plans and programs
5. realize and apply best practices
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PROGRAM OBJECTIVES
6. smooth-out hand-offs between or among other departments
7. apply E. C. C. I. Te. in our day-to-day sales & marketing
activities
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VISION
• To be the leading provider of value-adding supply chain solutions.
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MISSION
- Our Customers are our reason for existence. We commit to provide them with effective and efficient
products and services beyond their expectations.
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MISSION
- People are our best resource. We commit to develop our employees to become
professionals; to continuously mold and motivate them to excel and be innovative; and to create an environment that brings out
the best of our employees.
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VALUES
Teamwork: We move FAST as ONE
Innovation: We outdo ourselves each day
Commitment: We put our whole mind, heart, and strength in ALL we do
Customer Delight: We provide value-adding services beyond customer expectations
Excellence We choose to be the BEST, give our BEST, do our BEST
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ACTIVITY:A TEST OF
PARADIGM SHIFT
ATTITUDE
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UNDERSTANDINGWHAT “ATTITUDES”
REALLY MEAN
ATTITUDE
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ATTITUDE!
Is it a talent or a skill?
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Attitude is the way you choose to view your world. It’s a matter of outlook and is definitely a matter of choice.
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HOW MUCH DO YOU SEE OF AN ICEBERG?
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ONLY 10% OF ANY ICEBERG IS VISIBLE. THE REMAINING 90% IS BELOW SEA LEVEL.
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VISIBLEABOVE SEA LEVEL
INVISIBLEBELOW SEA LEVEL
90 %
10 %SEA LEVEL
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•The Iceberg phenomena is also applicable on human beings …
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KNOWLEDGE&
SKILLS
UNKNOWN TO OTHERS
KNOWN TO OTHERS
SEA LEVEL
ATTITUDE
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OUR WORK ATTITUDESPREDICT OUR
WORK PERFORMANCE
ATTITUDE
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THE ATTITUDE WHEEL:THE DIFFERENT
REALITIES IN THE WORKFIELD
ATTITUDE
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THE SELF-FULFILLING PROPHECY:WE SEE
WHAT WE WANT TO SEE
ATTITUDE
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WHAT MAKES YOUR LIFE 100% ?
Let each letter of the alphabetic has a value equals to it sequence of the alphabetical order:A B C D E F G H I J K L M N O P Q R S T U V W X Y Z
1 2 3 4 5 6 7 8 9 10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
S K I L L S19
11 9 1
212
19K N O W L E D G E
11
14
15
23
12 5 4 7 5
H A R D W O R K
8 1 12 4 2
315
18
11A T T I T U D E
1 20
20 9 2
021 4 5
=
=
=
=
829698
100
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WE ARE IN CONTROLOF OUR ATTITUDES!
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YOU ALONE ARE RESPONSIBLE FOR CULTIVATING THE
ATTITUDE THAT GETS THE RESULTS YOU WANT AND
DESERVE.
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THE RIGHTSALES ATTITUDE
ATTITUDE
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THE RIGHT SALES ATTITUDE
THE CAN DO ATTITUDE:
•You CAN DO everything, but not all at once.
•You CAN DO everything, if it’s important enough for you to do.
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THE RIGHT SALES ATTITUDE
THE CAN DO ATTITUDE:
•You CAN DO everything, but you may not be the best at everything.
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THE RIGHT SALES ATTITUDE
THE CAN DO ATTITUDE:
•You CAN DO everything, but there will be limitations.
•You CAN DO everything, but you’ll need help.
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ATTITUDE STRATEGIES
The CIA ModelC - control
I - influenceA - accept
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ATTITUDE STRATEGIES
C – Control
There’s only one thing you truly control, your CHOICES!
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ATTITUDE STRATEGIES
I - INFLUENCE
When you exercise your influence over the situation, you are much more likely to get good results.
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ATTITUDE STRATEGIES
A - ACCEPT
Even if you don’t get the results you’re looking for, you did your best.
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