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Novotel New Delhi Aerocity
Build Tomorrow’s Sales Leaders
A simulation-driven workshopfor Regional & Zonal Sales Heads
17-18 September, 2018
GMR Hospitality District, Aerocity, New Delhi
Novotel New Delhi Aerocity
enParadigmTM
“enParadigm interventions have brought about behavioural and thought-level changes in our managers. Their performance and engagement levels have gone up noticeably. They now
emphasize more on margins and don't demand discounts. They focus on all the key drivers for business like average selling price, product mix, gross margin, and expense management and
they don't lose time working on the insignificant ones.”
– Shyamakant Giri, Country Manager, Abbott PPD India
enParadigmTM
Designed to Drive Impact
Engage With Real-World Sales Challenges Using Digital Simulation
Understand Impact of Business Decisions on Sales
• Learn by doing – Drive sales of a virtual company• Compete with teams, participants from across industry segments• Plan growth strategy, develop ASMs, set targets, and delegate
• Understand the cause-effect relationship between decisions and results• Debrief your simulation results, with experts in business-learning• Experts with extensive domain experience and a global perspective
enParadigmTM
Program Key TakeawaysenParadigmTM
Obtain a Sales Head perspective of
business
Gain a strategic view on business, category
performance, and business profitability
Drive product mix and
profitability
Drive the right product mix to maximize
profits while hitting targets
Manage teams
remotely
Communicate for results and drive motivation
across a geographically dispersed team
Manage channel partner
relationships
Build a strong channel network, plan for channel
profitability
Understand the financial impact of
their decisions
Understand how sales decisions impact your
financial outcomes to ensure sustainable growth
Program Structure
Simulation-based workshop
Inputs from HR, top management, and
individual participants
Gamified, online retention modules
First contact
End of engagement
10 Sep – 14 Sep 17-18 Sep 24 Sep – 19 Oct
enParadigmTM
We start with inputs from each company's business and HR leaders to understand desired outcomes from the program. We also get in touch with every participant and their reporting manager to elicit specific needs and improve chances of post-program support for the participants’ plans.
Participants emerge from the program with not just insight, but also a concrete, time-bound action plan to implement back at work. We also have a 4-week retention module of gamified, online exercises that fit into their busy workdays and reinforce their learnings from the workshop.
Teams analyze previous results, discuss departmental
conflicts, and take business decisions
Cross-functional teams of up to 5 participants
Periodicresults
Teams repeat this cycle over many business periods, each with it’s own set of challenges and concepts.
Debrief with facilitator
Conceptsessions
Tools and frameworks around:
- Distributor appointment and management
- Planning and managing sales force
- Optimizing schemes and promotions
- Forecasting and inventory management
- Commercial impact of sales decisions
- Situational Leadership
Customer decisions
Competing teams
Learning and insights
Participants leave with:
Time-bound action plan
The workshop is a team-based, competitive learning process and is driven by a realistic business simulation. Design, software development, delivery, and support are all done in-house by our experts ensuring a seamless and engaging experience for participants.
What Happens in the WorkshopenParadigmTM
Session PlanenParadigmTM
Simulation is interspersed with concept sessions and debriefs, so participants can learn and validate their insights in real-time within the program.
Introduction & demo over breakfast
Creation of sales plan for a virtual company
Module 1: Basics of finance
Simulation: Month 1
Understanding cash flow & P&L
Understanding profitability & ROI
Module 2: Planning for growth
Simulation: Month 2
Driving channel growth and market penetration
Simulation: Month 3
Managing a sales team: Employee value proposition
Quarterly review with Business Head/CEO
Networking Dinner
Breakfast
Module 3: Customer segmentation and management
Aligning business lines to consumer preferences
Simulation: Month 4
Product mix and performance analysis of schemes
Simulation: Month 5
Inventory management & planning
Module 4: Leading for success
Simulation: Month 6
Remote management of teams & effective communication
across platforms
Ensuring sustained growth & their long-term drivers
Takeaways & action items at work
Workshop recap, review, and feedback
17 September: Day 1 18 September: Day 2
Day 1: 8 am to 8 pm | Day 2: 8.30 am to 6.30 pmProgram timings:
Program FacilitatorsenParadigmTM
John CherianAn alumnus of IIM Ahmedabad, John recognised the importance of
a continuous learning culture for organizations in the digital age.
With an aim to deliver highly relevant learning systems oriented
towards business impact, he co-founded enParadigm in 2010.
Using enParadigm’s proprietary channel sales and other simulation
platforms, he has consulted and trained sales and senior leadership
teams from 100+ companies - Asian Paints, Raymond, Philips, PI
Industries, Hafele, to name a few.
When not preparing CXOs and Business Heads to face the
challenges of the digital age, he can be found spending time with
his family or adding dog-eared books to his sizeable collection of
management literature.
Sreenivas NagappaSreenivas Nagappa brings an extensive array of expertise from a
career of over 35 years in various sales and General Management
roles. He spent over 22 years at Unilever in various channel sales
and business roles to drive Oral and Laundry businesses across
India and Asia. His last corporate stint was as the CEO of Office
Depot Reliance Supply Solutions, before which he was the Global
Head of Strategy and B2B Marketing at Essel Propack Ltd.
He is an ICF accredited Professional Coach and has an MBA from
IIM Ahmedabad. He has worked extensively with companies such
as Godrej Consumer Products, Honeywell, Mahindra and Mahindra,
to help them create a continuous learning culture to build
tomorrow’s business leaders.
Investment Criteria
INR 30,000 Standard Investment (Inclusive of food)
INR 28,000 Early Bird Investment (For payment received before Monday, September 3, 2018)
INR 28,000 Group Investment (Minimum 3 participants)
INR 26,000 Early Bird + Group Investment
NoteExisting enParadigm customers and their referrals, will get an additional discount of INR 2,000 per participant
Terms & Conditions
- Limited seats available. - Participant registration will be confirmed after eligibility verification of participant profile & receipt of the investment
amount- 18% GST will be charged in addition to the applicable investment- In case of cancellations, a cancellation fee of INR 20,000 per participant is applicable. We do not provide cash
refunds – a credit note, valid for 6 months, will be issued for the balance amount- For an immersive learning experience participants are advised to stay at the Waterstones Hotel, Andheri East,
Mumbai, for the duration of the workshop
Program InvestmentenParadigmTM
enParadigmTM
Among Our 400+ Clients
For registrations and queries, please speak to
Monalisa Guha, +91 99865 20899, [email protected] Taranjit Kalsi, +91 70453 79378, [email protected]
