Effective Sales Management Enhanced by AI

Lead, motivate and develop your sales team using modern tools and proven leadership principles

ABOUT THE PROGRAMME:

Sales leaders today are facing unprecedented challenges. Beyond delivering sales KPIs in an increasingly competitive landscape, they are expected to lead diverse teams spanning generations, manage remote and hybrid workforces, and adopt fast-evolving digital tools.

This two-day programme equips sales leaders with practical techniques to coach, motivate, and develop their teams—augmented with the power of AI tools for decision-making, coaching, and team engagement. Participants will learn how to integrate AI-driven insights with timeless leadership strategies to create agile, high-performing sales teams.

WHAT YOU WILL LEARN:

Through their own real-life situations, case studies, role plays, story-telling, and small group discussions, sales leaders will be able to:
Integrate AI-driven insights into sales planning, coaching, and team performance monitoring
Focus on the five critical activities that continuously improve sales effectiveness
Translate winning sales strategies into clear, measurable actions
Adapt leadership styles to manage cross-generational sales teams effectively
Leverage emotional intelligence and AI tools to lead with empathy and precision
Coach their team to peak sales performance
Bring about a thinking and winning culture in the team

WHO WILL BENEFIT:

Sales directors and managers
Business development leaders
Technical sales managers
Sales supervisors and assistant sales managers

The trainer will speak to every participant and their direct superior prior to the actual training session to understand his/her challenges, needs, expectations and to get at least two real-life cases to be used during the training.

DETAILED TRAINING SCHEDULE AND CONTENTS
TIME	DAY ONE	DAY TWO
0900	Set the Tone and Expectations	Review of Day One Key Learning
0915	Case Study: The Business Case: Market shifts and our response Key challenges and changes that sales leaders must make Evolving from sales person to manager The 20/80/40 rule and its implications *Group Activity: A typical day in a sales leader’s life*	Case Study: Understand Own Leadership Style: The common leadership styles Your preferred leadership style based on EQ Strengths and weaknesses How relevant is your style now? Determine areas to change *Individual Activity: Determine own EQ personality*
1030	COFFEE BREAK
1045	Case Study: Set, Lead and Manage Changes and Expectations: Influence and reinforce acceptable behaviours and vice versa Sales leadership framework Set clear expectations and link to performance measures and rewards Motivating diverse teams Using AI to identify performance patterns *Experiential Activity: Card Decking*	Case Study and Role Play: Effective Sales Leadership at Work: Styles that work and when to use them Adapt leadership style to lead Gen X, Y, Z and millennials effectively How to lead experienced and new sales team members? Use of the buddy system How to conduct remote leadership effectively? Using AI to track engagement and performance *Role Play: How to enhance own sales leadership effectiveness? Practice the different sales leadership styles.*
1200	Top Five Competencies Required: What makes an effective sales leader? How to acquire the top five competencies, including digital fluency and AI literacy? *Group Discussion: The top 5 competencies required*
1300	LUNCH
1400	Case Study: Making the Team Better *Group Discussion: Five areas to focus on to boost sales effectiveness?*	Case Study and Role Play: Peak Performance Sales Coaching: Why coach? Do we coach performers or non-performers? NORMS in coaching How to coach using GROW ME and project management principles Ask and listen How to conduct physical and remote coaching? Curb-side coaching Integrating AI tools for performance analysis and coaching plans *Role Play: Coaching in action*
1500	Case Study: Developing Sales Strategies: Leverage on your strengths to seize where the market is Align sales to marketing strategies, including digital marketing Use of DATA and AI to spot trends and opportunities Get team members involved *Case Study: Develop winning sales strategies for own team*
1530	COFFEE BREAK
1545	Case Study: Developing Sales Strategies…….Continued: How to communicate and cascade? Translate sales strategies into actions Accountability and ownership	Case Study and Role Play: Peak Performance Sales Coaching: Curb-site coaching and how to do it? How to get non-sales staff support?
1645		Summary and Individual Action Plan Trainer guides participants to develop a personalized action plan to apply the competencies acquired.
1730	END OF DAY ONE	END OF DAY TWO

PATRICK NG

Executive MBA (Bath, UK)
B.Sc. (Hons), University of Malaya
Diploma in Marketing, Chartered Institute of Marketing, UK and Chartered Marketer
Associate of Harvard Business School Alumni Club of Malaysia
HRD Corp Accredited Trainer [TTT/0263 and ID 17020]

With over 22 years of corporate leadership experience across three global multinationals –including roles from Sales Executive to County CEO –and an additional 22 years as a regional trainer and consultant, Patrick brings a rare depth of practical and international expertise to every engagement.

His training experience spans Sales, HR, and General Management across Southeast Asia, China, India and Europe, equipping him with the ability to tackle complex organisational challenges with real-world, actionable solutions—not just theory.

Unlike conventional trainers, Patrick integrates live, real-time business cases from participants into his sessions, making learning immediately relevant and results driven. This distinctive approach has earned him a 60% repeat client rate, driven primarily by referrals and long-term partnerships.

With the advent of AI, he has proactively learnt AI technologies and seamlessly integrated AI-driven tools and insights into his sales and marketing strategies to enhance personalisation, optimise lead generation, and close sales. Additionally, he has incorporated AI insights and applications into his training programmes to maintain their relevance and impact in today’s AI-driven business environment.

As a coach, he has supported senior executives in accelerating their careers and helped individuals achieve ambitious personal milestones—including mentoring both his children to become practicing specialist doctors in London, having graduated from the University of Cambridge. His coaching philosophy blends discipline, clarity, and strategy—principles he has applied consistently in both business and life.

In an era where certifications often outshine real capability, Patrick stands out by offering authentic, time-tested expertise and real-world experience that drive tangible transformation. Do collaborate with him to elevate your team’s potential and performance.

Duration	Two days (0900 to 1730)
Fee	Local Delegates: F2F – RM3,375 per person (inclusive of 8% SST) , Virtual – RM1,944 per person (inclusive of 8% SST)
Fee	Foreign Delegates: US$1,100 per person (inclusive of 8% SST)
Enquiries	+603-78652282
Email	info@pkmh.com or pkmh.training@yahoo.com