Objective
(a) To encourage participants on taking continuous developmental actions to improve performance.
(b) To encourage participants to assess the performance of their subordinates and team members not just on achievement of targets but also on actions taken by them.

Content
Very early in his professional selling experience, Avinash Narula had two interesting experiences (first one in 1975 and the next in 1979), which convinced him that there was no short cut to achieving consistent higher sales. According to him, the key to achieving consistent higher sales is not to focus on targets or depend on clinching the big deal that you have been working on for six months. Now you must be thinking that Avinash must be from Mars where you probably get your salary without achieving targets or where you do not have bosses. Well, this is your opportunity to find out what you should be focusing on to achieve consistent higher sales, not in Mars but in your own territory.

The concept of "Building your pipeline" is based totally on Avinash's experience. He will explain the concept with interesting examples which actually taught Avinash what he should focus on. Throughout his professional career, Avinash has never focused on targets. In fact, you will find out that when he achieved a record breaking sales in 1976 and achieved market leadership for the product he was selling, he was not even aware what his sales numbers were till his boss informed him. So if you would like to automatically achieve your targets, find out what you should focus on.

Format
The seminar/training program will be highly interactive, that is, participants will be involved in discussion. The Trainer will use examples from his own experience as a business executive and entrepreneur to illustrate and strengthen understanding of the subject.