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Training and Development:
Kam Konsulting has a comprehensive range of services and capabilities to foster people development .Our people development services could be broadly categorized into Training, E. Learning and development of HR Tools.
Training. - We have a range of training programs for the first line managers and above, to develop managerial skills and competencies. Some of the very well received programs are listed below,
HNW Selling Skills
This program provides a step by step plan for understanding, attracting, servicing and retaining HNW clients. In addition to mastering high net worth selling skills, the participants also learn how to stay on the critical path of doing the right activities at the right time, and in the right way. This program also teaches the techniques you need to keep your pipeline full of high net worth prospects.
High net worth individual, HNW, is a person with large personal financial holdings. Traditionally the term used was millionaire, but in recent years the term high net worth individual has become synonymous with millionaire. As competition for HNWs share grows, creating the right sales environment is increasingly important. In the world of financial services, the rep himself is the product and it must be presented in as flattering a manner as possible. The financial advisory business is now an upscale, face-to-face relationship game in which everything the rep does and says has a strong impact on the customer satisfaction and the sales.
HNW clients weigh a lot of factors when choosing a financial advisor - cost of services is one of them, but it is far from the most important. Research has shown that low-cost considerations are rarely a decisive part of HNW clients when evaluating a prospective financial advisor. Instead, high-net-worth types are focused on the advisor's reputation, references, appearance, performance and last but not the least the quality of his relationship with the client. Yet another component of HNW selling is the attitude of the rep.
Research has shown that up to 90% of performance in selling comes from the "inner game." Self confidence, ability to overcome fear and keeping a positive attitude help the reps to stay on course and to reach full potential.
This two days intensive workshop deals with all the important aspects of HNW selling and provides the participant a deeper understanding of this peculiar but lucrative market of HNWs.
HNW Selling Skills ( Program Contents)
Introduction:
- Understanding HNW Sales Process
HNW Selling Skills:
- Twelve Commandments of HNW selling
- Overcoming HNW sales reluctance
- Getting Face to Face with customers
- Helping the customer know you, like you and trust you.
- Image /Appearance counts in HNW selling.
- Cross Selling
HNW Sales Planning Skills:
- Identifying the HNW Customers
- Myths about attracting and retaining the HNW customers
- Staying on Critical Path to Success
- Planning and Organizing Tips
Relationship Management Skills:
- Understanding the importance of relationships
- Customer Expectations
- Introduction to CRM
- Tips on Relationship Management
Mental Skills for HNW Selling:
- The role of the right attitude in selling
- How to develop the right attitude.
| Who should attend the Program: |
| This program is intended for Personal Bankers, Branch Managers, Sales Managers and all those involved in HNW Selling. |
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| Program duration/timings: 2 days (14 hrs) from 9.00 a.m. to 5.00 p.m. |
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About the Speaker: Khawaja Aamir Majeed is an M.B.A. from the IBA Karachi. He is the past Managing Director of Boehringer Mannheim Pakistan . He has twenty years experience in General Management, HR, Marketing and Sales with the leading blue chip multinationals like Glaxo, SK&F, Smith Kline and Beecham, Boehringer Mannheim and Roche. Currently he is working as a Management Consultant/Trainer. His focus is on optimization and development of human resources through training executives, organizational development & cultural change.
Star Performers
A Program to develop the right attitude for success
The objective of this program is to develop Star Performers through stimulating a positive change in Attitude, EQ & Performance by developing the whole being through Self Awareness.
Attitude is everything
The way we view the world mentally - is the most important determinant of success.
Our attitude towards a challenge can certainly make it easier to handle or impossible to deal with. Our attitude can calm us down, or stir us up.
One Harvard Business School study found there were four factors critical to sales success: information, intelligence, skill and attitude. When the factors were weighed for importance the information, intelligence and skills together added up to just seven percent of sales effectiveness. Could it be that ninety three percent of sales success comes from attitude?
Essentially there are two ways of looking at the world: optimistic and pessimistic. When you are optimistic and expect success you transmit a positive attitude. When you are pessimistic and expect failure, your attitude is usually negative.
This program gives the audience deep insight into how and why certain attitudes are formed and how they can be changed. Through a series of tests, exercises , insightful lectures and group discussions the participants learn about - importance of attitude to gain success and happiness in life - ways and means to change attitude from negative to positive and how to use positive attitude as a tool to overcome difficulties , face challenges and develop a winning habit.
High EQ - the hallmark of star performers.
Daniel Goleman in his research, including a review of internal studies by nearly 200 large organizations has shown that EQ is twice as important as IQ plus technical skills combined. Goleman says, 'the higher you go in the organization the more important these qualities are for success. When it comes to Leadership they are almost everything.'
'EQ' (Emotional Quotient - the measure of Emotional Intelligence) - as defined by Goleman, is the capacity for recognizing our own feelings and those of others for motivating ourselves and managing emotions well in ourselves and in our relationships.
There are five major elements of Emotional Intelligence- self-awareness, self control, empathy, motivation and social skills. Based on the five major elements twenty five different competencies are developed - the level of development in each of the competencies collectively determines the Emotional Intelligence of any person.
EQ, unlike IQ which remain fixed through out the lifetime, can change with learning and experience.
At the core of Emotional Intelligence is self-awareness. It is this, one major element, on which the development of all other elements depends.
Effortless Peak Performance
In this final and conclusive part of the program the participants learn about ways and means to develop the mental momentum to reach the state of effortless peak performance -Flow Zone. In this zone tasks seem effortless, tasks flow. This is the zone of excellence, achievement and mastery. When you are in flow zone you feel positive, focused and energized. This is the secret of 'Star Performers '.
Who should attend the Program: This program is intended for managers and above, from all functional areas.
Program dration/timings: 3 days (21 hrs) from 9.00 a.m. to 5.00 p.m.
About the Speaker: Khawaja Aamir Majeed is an M.B.A. from the IBA Karachi. He is the past Managing Director of Boehringer Mannheim Pakistan . He has twenty years experience in General Management, HR, Marketing and Sales with the leading blue chip multinationals like Glaxo, SK&F, Smith Kline and Beecham, Boehringer Mannheim and Roche. Currently he is working as a Management Consultant/Trainer. His focus is on optimization and development of human resources through training executives, organizational development & cultural change.
Effective Team Leadership
Team leaders need to have the necessary tools and competencies for handling team management with confidence. Effective team management is about directing, organizing and energizing your employees to peak performance and developing your team members.
Team Leader Course will help participants to develop the skills needed to lead a team in accomplishing its goals. Participants will learn a variety of techniques for managing, energizing, and developing the team.
Learning Objectives:
After successfully completing this program, the participants will be able to:
. Understand their role as a team leader.
. Understand the most appropriate style of Leadership and learn how to establish and maintain trust and respect
. Better organize themselves and the team, and set right priorities for themselves and the team.
. Effectively coach their team members in a more planned and organized way.
. Will be able to recognize, reward, and motivate employees toward continued and improved performance
. Effectively lead meetings and use them as opportunities to communicate, solve problems, and make decisions
. Successfully solve the conflicts
. Learn the importance of customer service
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Program duration/timings: 2 days (14 hrs) from 9.00 a.m. to 5.00 p.m.
About the Speaker: Khawaja Aamir Majeed is an M.B.A. from the IBA Karachi. He is the past Managing Director of Boehringer Mannheim Pakistan . He has twenty years experience in General Management, HR, Marketing and Sales with the leading blue chip multinationals like Glaxo, SK&F, Smith Kline and Beecham, Boehringer Mannheim and Roche. Currently he is working as a Management Consultant/Trainer. His focus is on optimization and development of human resources through training executives, organizational development & cultural change.
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CONTENTS |
DURATION |
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Role of the Team Leader |
- What is expected from a good team Leader
-Key competencies of the team leader
- Key team productivity drivers |
3 hrs |
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How to Manage Resources |
-Prioritizing decisions,
80/20 principal of decision making, tips on time mgt., managing team's time, tips on team's time mgt. |
3 hrs |
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How to run Team Meetings |
-How to use s meetings to keep the team focused and motivated develops the team, identify critical issues and problems, and develop strategies.
- Tips on running meetings. |
3 hrs |
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Interviewing, Recruitment & Selection Techniques |
- Recruiting the best, steps involved in best recruitment practice, principles of structuring interviews around core competencies, conducting the interviews, closing the gap between recruitment and selection activities and skills and competencies required. |
3 hrs |
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Coaching & Training |
-Supervisor's role as a coach, the 'GROW' model of coaching, tips on coaching for managers. |
3 hrs |
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CRM -
Customer Relationship Management |
-Introduction to CRM, understanding customers, identifying valuable customers,
satisfying customer needs, retaining customers, strategies to improve retention, tips on implementing CRM process |
3 hrs |
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Leadership |
- Understanding leadership, leadership skills, and leadership styles. |
3 hrs |
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Team Motivation |
- Understanding motivation and basic motivational techniques |
3 hrs |
The Power of Optimism
A high performance sales program
Your business success hinges on having a sales force
that does not lose its edge when the going gets rough.
Extensive research has shown, the attribute that sets high achievers apart from the average person is their level of optimism. Optimists see themselves in control of events. They believe that adversity is short-lived and manageable and they can take action to overcome obstacles on the road to success. Optimists are more likely to be self-motivated, resourceful, assertive and decisive in challenging situations. They cope well with frequent frustration and stress.
Optimism is not new - but our understanding of its importance for high performance definitely is.
Traditional wisdom holds that there are two ingredients of success aptitude and motivation. Dr.Martin Seligman in his research of more than twenty years has shown that the traditional wisdom is incomplete without optimism which is the third and a very important ingredient for success. Optimism is a learned attribute, and one that can be shaped and nurtured to pay real dividends in a more resilient workforce. Further, research shows that optimists enjoy better health, take less time off work, are more adaptable in a changing environment, and perform at higher level.
Research, validated by more than 500 studies at over 100 universities around the world, has proven the importance of optimism. The famous test for optimism, SASQ, administered to over 400,000 prospective and current employees from over 75 companies in many different industries, confirms the benefits of optimistic employees.
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Insurance |
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- Optimistic sales agents outsell pessimistic agents by 37%
- Extremely optimistic sales agents outsell the extremely pessimistic agents by 88%
- Pessimistic agents are twice as likely as optimists to quit their jobs
- Extremely pessimistic agents are three times more likely to quit than extremely optimists
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Call Center/
Customer Service |
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- Top performing representatives were found to be 50% more optimistic than below average performers
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Automotive |
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- Optimistic sales agents outsell pessimistic agents by 20%
- Optimistic managers outsell the pessimistic managers by 27%
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Telecommunications |
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- Optimistic sales agents outsell pessimistic agents by 29%
- Extremely optimistic sales agents outsell the extreme pessimistic agents by 39%
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Office Products |
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- Optimistic sales agents outsell pessimistic agents by 19%
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Banking |
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- Top performing salespeople were found to be 25% more optimistic than below average performers
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Real Estate |
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- Optimistic sales agents outsell pessimistic agents by 33%
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About the Program: The focus of this high performance sales program is to help you develop a strong sales force, that is positive, resilient, and self motivated.
The program provides the participants
- In-depth understanding about optimism and its significance.
- The impact of optimism on performance.
- The ways and means to change from a pessimist to an optimist.
What to Expect from the program?
Organizational level
- Improved sales results.
- A forward looking and resilient sales force.
- Reduced employee turnover.
- More effective team work.
Personal level
- Improved performance.
- Increased ability to adapt to change and overcome difficulties.
- Greater persistence and commitment.
- Better health.
Who should attend the program? Sales, Marketing and Customer Service work force.
Program duration: One Day.
About the Speaker: Khawaja Aamir Majeed is an M.B.A. from the IBA Karachi. He is the past Managing Director of Boehringer Mannheim Pakistan . He has twenty years experience in General Management, HR, Marketing and Sales with the leading blue chip multinationals like Glaxo, SK&F, Smith Kline and Beecham, Boehringer Mannheim and Roche. Currently he is working as a Consultant/Trainer. His focus is on training and development of executives, organizational development & cultural change. |
