SALES OPERATING SYSTEM

• Building a Repeatable, Measurable & Scalable Sales Engine

 

PROGRAM OVERVIEW

Seminar Sales Operating System (S.O.S) adalah sebuah program seminar praktikal intensif 1-hari dirangka khusus untuk membantu SME business owners membina sebuah sistem pengurusan jualan (sales management system) yang berstruktur dan scalable.

Banyak perniagaan berstatus SMEs berhadapan dengan inconsistent sales performance, unclear sales processes, weak sales monitoring, and overdependence on individual sales staff. Program ini memfokus untuk membantu business owners create a proper Sales Operating System (SOS) yang membolehkan sales activities, pipeline management, team accountability, forecasting, and performance monitoring to operate systematically.

Peserta akan didedahkan bagaimana untuk menstrukturkan their sales process, monitor sales teams effectively, establish measurable KPIs, implement sales dashboards, and create actionable sales management routines yang akan meningkatkan revenue consistency and operational control.

Seminar ini tersangat berorientasikan practicality. Para peserta  akan menerima templates, scorecards, dashboard samples, tracking systems, and implementation tools yang boleh diaplikasikan secara terus ke dalam perniagaan masing-masing.

 

JOM TERUS MENDAFTAR SEKARANG!

TERHAD 100 orang usahawan sahaja

 

OBJEKTIF PROGRAM

Menjelang akhir seminar ini, peserta akan dapat:

1. Memahami struktur Sales Operating System (SOS)
2. Mereka bentuk a repeatable sales process untuk bisnes mereka
3. Membangunkan a proper sales pipeline management framework
4. Menetapkan practical sales KPIs and reporting structures
5. Membina sales dashboards untuk decision-making process
6. Implement accountability systems for sales teams
7. Merangka a 90-day sales action and improvement plan

 

Peserta akan meninggalkan seminar ini dengan:

• A complete Sales Operating System framework
• Defined sales processes and sales stages
• Sales monitoring structure and routines
• Sales KPI scorecards and dashboard templates
• Sales activity tracking systems
• Team accountability mechanisms
• Forecasting and pipeline management tools
• A 90-day implementation roadmap

 

PROGRAM METHODOLOGY

Seminar ini menggunakan pendekatan yang sangat praktikal (highly practical) dan berfokuskan pelaksanaan (implementation-focused).

• Interactive presentations
• Real SME case studies
• Templates and frameworks
• Dashboard walkthroughs (layan.je)
• Guided implementation exercises
• Peer discussions

 

SIAPA YANG HARUS HADIR

Seminar ini sesuai untuk kumpulan peserta dari kategori berikut:

• SME Business Owners
• Sales Managers
• Business Development Leaders
• Entrepreneurs with Sales Teams
• Companies experiencing inconsistent monthly sales
• SMEs planning to scale operations systematically

 

PROGRAM MODULES

Sesi 1: PENGENALAN KEPADA SALES OPERATING SYSTEM

Time: 9:00 AM – 9:30 AM

Persoalan-persoalan Yang Bakal Dijawab:

• What is a Sales Operating System (SOS)?
• Mengapa SMEs struggle with sales inconsistency?
• Apakah sales management common mistakes in SMEs?
• Components of a scalable sales system.
• Relationship between Sales, Marketing & Operations.

 

Key Learning Points:

• Sales should operate through systems, not dependency on individuals.
• Structure creates predictability and scalability.
• Monitoring activities is more important than monitoring excuses.

 

Sesi 2: MEMBANGUNKAN THE SALES FOUNDATION

Time: 9:30 AM – 10:00 AM

Topics Covered:

• Ideal Customer Profile (ICP)
• Customer segmentation
• Value proposition development
• Sales goals and target setting
• Sales territory planning

 

Workshop Activities:

Participants will complete:

• ICP Canvas
• Customer Segmentation Sheet
• Sales Target Planning Template

 

Tools & Templates Provided:

• ICP Template
• Customer Mapping Sheet
• Sales Goals Worksheet

 

Sesi 3: DESIGNING THE SALES PROCESS

Time: 10:30 AM – 11:30 AM

Topics Covered:

• Designing a repeatable sales process
• Sales stages and pipeline development
• Lead qualification systems
• Proposal and closing workflows
• Customer onboarding process

 

Key Concepts:

A proper sales process reduces:

• Dependency on individual salespeople
• Pipeline leakages
• Poor conversion rates
• Revenue unpredictability

 

Workshop Activities:

Participants build:

• Sales Process Map
• Pipeline Structure
• Lead Qualification Checklist

 

Templates Provided:

• Sales Pipeline Template
• Lead Tracking Sheet
• Sales Process SOP
• Proposal Monitoring Tracker

 

Sesi 4: SALES ORGANIZATION & TEAM STRUCTURE

Time: 11:30 AM – 1:00 PM

Topics Covered:

• Sales team structures for SMEs
• Role clarity and accountability
• Hunter vs Farmer roles
• Territory and account ownership
• Capacity planning for sales teams

 

Discussion Areas:

• Managing underperforming sales staff
• Setting expectations and standards
• Eliminating role confusion

 

Templates Provided:

• Sales Team Structure Template
• Sales Role KPI Matrix
• Account Ownership Tracker

 

Sesi 5: SALES TEAM MONITORING & COACHING

Time: 2:30 PM – 3:15 PM

Topics Covered:

• What SME owners should monitor daily
• Leading vs lagging indicators
• Sales activity monitoring systems
• Sales coaching frameworks
• Accountability meeting structures

 

Sales Monitoring Guidance

a. Daily Monitoring

Business owners should monitor:

• Calls made
• Follow-ups completed
• Meetings conducted
• Quotations sent
• Pipeline updates
• New leads generated

 

b. Weekly Monitoring

Review:

• Pipeline movement
• Conversion progress
• Sales activity consistency
• Sales target achievement
• Problem accounts
• Forecast accuracy

 

c. Monthly Monitoring

Analyze:

• Revenue trends
• Team productivity
• Closing ratios
• Collection performance
• Customer retention
• Individual salesperson performance

 

Coaching Framework Introduced:

• 1-on-1 coaching model
• Performance review structure
• Problem-solving discussions
• Commitment tracking

 

Templates Provided:

• Daily Sales Activity Tracker
• Weekly Pipeline Review Sheet
• Coaching Session Form
• Sales Meeting Agenda Template

 

Sesi 6: SALES PERFORMANCE DASHBOARDS & KPIs

Time: 3:15 PM – 4:30 PM

Topics Covered:

• Building practical SME sales dashboards
• KPI frameworks for sales teams
• Forecasting and reporting systems
• Visual performance management
• Dashboard interpretation

 

SALES KPI FRAMEWORK

Leading Indicators (Activities)

These are activities that drive future sales results.

Examples:

• Number of calls made/ conversation
• Meetings conducted
• Follow-ups completed
• Quotations issued
• New leads generated
• Opportunities created

 

Lagging Indicators (Results)

These reflect actual outcomes.

Examples:

• Revenue achieved
• Gross profit
• Closing ratio
• Average deal size
• Collection rate
• Customer retention rate

 

SALES DASHBOARD COMPONENTS

a. Individual Salesperson Dashboard

Should include:

• Monthly target
• Actual sales achieved
• Pipeline value
• Activity score
• Closing ratio
• Forecast value

 

b. Team Dashboard

Should include:

• Team revenue
• Total opportunities
• Win rate
• Lead conversion
• Revenue trend
• Sales forecast

 

c. Management Dashboard

Should include:

• Sales by product/service
• Sales by territory
• Customer acquisition trends
• Sales productivity ratios
• Collection performance
• Overall pipeline health

 

RECOMMENDED SALES KPIs FOR SMEs

Category	KPI	Type
Activity	Messaging/ Conversation	Leading
Activity	Meetings Conducted	Leading
Activity	Follow-Ups Completed	Leading
Pipeline	Opportunities Created	Leading
Pipeline	Pipeline Value	Leading
Conversion	Closing Ratio	Lagging
Revenue	Sales Revenue	Lagging
Revenue	Gross Profit	Lagging
Productivity	Revenue per Salesperson	Lagging
Collection	Collection Rate	Lagging

Layan.je: DASHBOARD TOOLS RECOMMENDED

 

Sesi 7: BUILDING THE 90-DAY SALES ACTION PLAN

Time: 5:00 PM – 5:30 PM

Topics Covered:

• Prioritizing sales improvements
• Building implementation timelines
• Assigning ownership and accountability
• Setting measurable milestones

 

Workshop Activity:

Participants complete:

• 90-Day Sales Action Plan
• KPI Implementation Roadmap
• Sales Improvement Priorities

 

Templates Provided:

• 90-Day Action Plan
• KPI Rollout Checklist
• Sales Accountability Planner

 

SYARAT-SYARAT LAIN

• Pendaftaran yang telah diterima dan disahkan TIDAK BOLEH dipindahmilik kepada peserta lain TANPA KEBENARAN BERTULIS dari pihak Tuan Sahar Sahad;
• Pendaftaran yang telah diterima dan disahkan TIDAK BOLEH dibatalkan dan pembayaran yang telah diterima TIDAK AKAN DIKEMBALIKAN.
• Bayi dan kanak-kanak atau pasangan (tidak berdaftar) tidak dibenarkan untuk bersama-sama dengan peserta di sepanjang program berlangsung.
• Pihak Tuan Sahar Sahad berhak untuk melarang rakaman audio atau rakaman visual oleh peserta di sepanjang program berlangsung.
• Setiap kebenaran yang diberikan kepada peserta untuk rakaman audio atau rakaman visual di dalam sesi terpilih adalah bertujuan sebagai rujukan peribadi masing-masing sahaja.
• Para peserta TIDAK DIBENARKAN untuk berkongsi rakaman audio atau rakaman visual yang diambil di sepanjang program ke dalam mana-mana platfom media sosial TANPA KEBENARAN BERTULIS dari pihak Tuan Sahar Sahad;
• Yuran tertera TIDAK TERMASUK kos perjalanan untuk tiba ke lokasi yang perlu ditanggung oleh peserta program sendiri.
• Yuran TIDAK akan dipulangkan sebahagian atau sepenuhnya jika peserta gagal hadir semasa waktu pendaftaran pada hari program. Tiada tuntutan untuk program gantian akan dilayan.