Grow With

Right Talent
MINICLASS PAKAR.ID x TGAS

Facilitator Profile
Nanang Hernawan

Nanang

25+ years experience of Sales &

Distribution roles. Expert as sales
capability for consumer goods
products in Indonesia. Depth
exposure in managing distribution
for multi industries in Indonesia.

Januarius Gunawan

Januar
Well experience in managing sales,
distribution, trade marketing, and
capability development during his tenure in
several world class companies with
various industries. Previously, he was the
Senior VP of Surya Lintas Nusantara, a
world class club P&G distributor in Greater
Jakarta, GM of Ops. Dev. Western
Indonesia for Nokia Mobile, & several key
roles in Sales Training, Key Account
Mgmt. and Open Trade Dist. in Johnson &
Johnson & Mead Johnson.
 Common Character of Good Salesperson

Strong Interaction & Passionate About Ambitious & Highly Trustworthy Positive Thinking
Communication Skill The Objective Competitive

Yet TODAY, Everything Goes The Opposite Way

Getting Right Talent

Recruitment Process
Preparation

• Right Profiling
• Sourcing Method (internal & external)

Selection Process

• Test & Interview

• Being Firm on Criteria

Hiring

• Job Tandem
• Sign off User & Candidates

Job Interview – STAR Approach

SITUATION TASK ACTION RESULT

 Why People Leave?

1. Supervisory Skill

2. Unclear Career
Path

3. Compensation &
Benefit

On Boarding
Process
The process of integrating new
employees into the organization, of
preparing them to succeed at their
job, and to become fully engaged,
productive members of the
organization
Benefits

STRATEGIC ENHANCE IMPROVE EMPLOYEE

PERFORMANCE MORALE RETENTION

Get clarity around expectation

What important to learn

Objective :
From Whom to learn it

Process
Procedure
Ask about : Change
Organization
On boarding Infrastructure

Employment Who, What,

Passcode Workstation HR Issues Company System Access
Form Identity Where

• Payroll • Access Code • Office • Position • Org • Company • Email

• Benefit • Identity • Furniture • Training Structure Website • Internet
• Pay Card • Computer Schedule • Employee • History • Telp Key
Schedule • Supplier • Dress code Directory • Corporate code
• Working • Employee culture,
hour Manual vision,
• Office Tour values

Learning & Development

Training Begins and Ends with BUSINESS RESULT
 Analyze Your
Business Result

• Analyze The Issues

• KNOWLEDGE, SKILLS,
ATTITUDE
• Product
• Business Process
• Systemic Issue:
• Digital Literacy
• New Procedures

The Four Stages of Learning

0 1%
Unconscious Incompetence.
Leadership in context

Conscious Incompetence.
Leadership in context
Conscious Competence.
Leadership in context

Unconscious Competence.
Leadership in context
Learning in The
New Normal

Customize Your Sales & Training Procedures

• Call Procedure for Tele-
sales
• Phone Call
• WA Selling

• Video Call Procedures

• Zoom / Google
Hangout / Skype
• Time for Call
• Deck Presentation

• Online Catalog
• 1 Pager Selling
THANK YOU