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]

Patrick Ng brings 44 years of combined corporate, training and consulting experience, including senior leadership roles with Monsanto, Chevron, and Hilti, progressing from Sales Executive to Country CEO.

His work spans Sales Excellence, Leadership Development, and Change Management across South-East Asia, China, India, and Europe, equipping organisations with practical, commercially grounded solutions to complex performance challenges.

Unlike conventional trainers, Patrick integrates live, real-time business cases from participants directly into his sessions. This ensures immediate relevance, accelerates application, and drives measurable outcomes. As a result, over 60% of his engagements come from repeat clients, largely through referrals and long-term partnerships.

Patrick is cognizant of the critical role that sales managers and leaders play in leading their teams to consistently achieve their sales KPIs having trained many of them and being one himself.

Staying ahead of market shifts, Patrick has embedded AI-enabled tools and insights into his sales and leadership programmes to enhance personlisation, opportunity qualification, and conversion effectiveness.

Beyond training delivery, Patrick is also a seasoned coach who develops people for sustained, long-term performance. In addition to coaching senior executives, he has personally mentored individuals through one of the world’s most demanding development pathways—culminating in their qualification as specialist doctors in the UK after graduating from the University of Cambridge. This experience shapes his conviction that excellence is not accidental, but the result of structure, standards, and deliberate practice over time.

In an era where certifications often outshine real capability, Patrick stands apart through depth of experience, commercial realism, and proven results. Do collaborate with him to elevate your team’s potential and performance.

Duration	Two days (0900 to 1730)
Fee	F2F @ RM3,500 per person (inclusive of 8% SST) , Virtual @ RM2,500 per person (inclusive of 8% SST)
Enquiries	+603-78652282
Email	info@pkmh.com or pkmh.training@yahoo.com