Michael Morgan

Senior Sales Specialist

Michael’s career path has spanned across multiple industries, specifically in Sales and Sales training with many high profile companies that include, but not limited to: Coca Cola, Jack Daniels, RIM, Blackberry Singapore, Vodafone, Singtel Singapore, Novartis, Merck Sharp & Dohme, Macquarie Bank, Commonwealth Bank, Westpac, St George Bank, Barclays Bank, AMP, J P Morgan, PwC, SITA Australia, Hewlett Packard, Epson, Microsoft, Qantas Airlines, Merrill Lynch, 5 star Hotel industry, Aristocrat, Gaming and Leisure, NSW Local Government, Premiers Cabinet, Chandler Macleod Group, Ross Julia Ross, Morgan and Banks, People Bank, Volvo car Australia, Jeep, Audi, The Prime Minister of Malaysia and the Consulate of Malaysia in Sydney.

Transitioning and Running High Performance Sales Teams is his specialty and passion, and he strongly believes that this must run in parallel with the Executive teams to develop their cognitive environmental and people skills, as by doing so, this enhances career growth and bottom-line results.

Michael’s extensive and wide-ranging experiences allow him industry knowledge very few are able to tap into. His valuable training methodologies involve transforming Sales teams from their habitual learnt behaviors to being able to utilise and apply current selling techniques and strategies by up skilling and implementing new soft/life skills.

EXPERIENCE

15 years Sales Management, running Sales teams from 5 up to 250 BDMs
Over 20 years of Soft Skills training and Program Development
Over 20 years of Cold Face Sales and Sales Training
Experienced Leader and Change Implementer across a variety of industry sectors
Respected team player and facilitator of change programs and strategic initiatives
Master facilitator, top of class at Mercuri International (Swedish based training and consulting firm)

FORMAL SALES SKILLS

Stakeholder Engagement
Critical Thinking Skills
Sales and Sales management
Running efficient productive Sales teams
Managing Sales targets
Key account management
Communication skills
Project Management skills
Creativity and Problem-Solving skills
Negotiation Skills
Development of Bespoke Training Programs
Development of Training Materials
Excellent Written and Verbal skills
Sales and Sales Management coaching
Facilitation and Presentation skills
Business Process Improvement
Sales restructuring capabilities
All DiSC Profiling and Debriefs
Proficient hunting sills
Closing skills

KEY AREAS OF EXPERTISE

Sales Capability Assessments
As a Senior Sales Manager and training professional, Michael has completed Capability Assessments for individuals and teams for the past 20 years. He utilises a range of assessment tools and skills to perform this, starting his assessment process through the observation of the BDM’s engagement and orgnaisational skills. He then heads infield to identify soft skills and potential product knowledge gaps, followed by comprehensive psychometric analysis using DISC profiling to build out a capability matrix to determine the type of development required for each individual.

Michael us DISC Certified and Accredited, and as conducted numerous assessments and debriefs around Sales preferences to empower every Salesperson through the use of their strengths and challenges. This insight is also used in the ongoing Sales coaching process and professional improvement.

Infield Sales Coaching
As a passionate Salesperson, Michael loves being infield selling and building the A team. He has spent time in-field coaching and training in-store across South East Asia, Europe, the United States and Australia.

He has a strong Sales coaching performance track record across numerous industries and believes in the principles of infield Sales coaching needs to be the same across industries. That is, ensuring that once the Salesperson knows their product, the focus then need to be on their soft skill capability in order to engage and build rapport with their client.

Michael lives what he teaches, and that is in order for a Salesperson to grow in confidence and change techniques that work for them, they need to demonstrate soft skill ability first. You will find Micha regularly infield with Sales teams demonstrating how these newly acquired skills and techniques work.

In a recent training session with a Sales team in the Print Industry, Michael says “I found they were struggling to increase not only their order value, but also their Sales revenue and generate new business. The average Sales value was $850, with no new business. In one quarter I worked with the team infield on a combination of activities, including cold calling, this activity alone generated 71 new leads per week. Of those 71 leads the average conversion was 29, the order value increased to just over $4k and increased Sales revenue by $120,000 in that quarter. I worked closely with them on their personal introductions, USP, rapport and engagement building. I worked with the team to move away from transactional selling techniques to relationship building skills and the Sales continued to increase”.

Another example of Michael’s Sales coaching experience is within the Funeral Sector, he explains “I spent 8 months coaching and mentoring a Sales team for a cemetery. The belief system was deeply entrenched around Sales in this environment. I demonstrated the power of understanding who your customer is and the subtle shifts you can make in your soft skills. For this organisation there were two types of customers, those who were in bereavement and those who were future planning, which they had not fully understood. After working with this team in field and demonstrating the subtlety of engagement within the customer segments we lifted Sales revenue in the future planning customer segment to an overall quarterly increase Sales result lift of $1.7m.”.

Sales Targets & Performance
Michael also coaches power of Sales data tracking and measuring, assisting managers and leaders to analyse for trends and gaps in Sales performances within their team, with a focus on:

Sales Process Mapping
Customer Segmentation
Establishing Performance through Reverse Planning
Working with individuals and teams to build out Territory Plans
Teaching people to Prospect and Account Manage, balancing the two imperatives in Sales
Sales Tracking: assisting Salespeople and teams to review their database

Michael adds, “I recently worked with a manufacturing and fit out business to increase their Sales and iron out the peaks and troughs inside of Sales throughout the year, which greatly impacted the cashflow of the business. The Sales team was based around Australia. After working with the company to implement Hubspot, I taught the manager and Sales team how to analyse their Sales data regarding an order vs Sale and how to move a prospect through the conversion pipeline to a Sale. Understanding the length of time from an order to a proposal, then to a contract was critical for each Sales rep to see so they could plan out the level of activity and understand the importance of forecasting”.

Sales Leadership
Sales is a fast-paced interactive environment with many mediums to influence, you need to be highly organised, know your numbers and remain accountable for always achieving those numbers. Michael has assisted managers and leaders to build their Sales strategies and plans over the years. Key to this engagement process is his ability to communicate effectively.

PROFESSIONAL MANAGEMENT

Navig8 pty ltd Sydney, NSW
Multi-Disciplined Management Consulting and Corporate Training Company
Sales and Training Director
Develop strategies for clients to ensure company growth through:
Process Improvements
Human Capital Development
Sales KPIs
Achievement of Targets
Internal Restructuring
Project Management work
Stakeholder Management at ‘C’ level

Michael says, “I have developed a strong and robust approach to partnering with clients to deliver genuine benefits based on a shared approached to the desired outcome. I recognise that organisations must work towards removing the blockages that inhibit success for the long-term sustainable future of the company and its people in the new desired business environment”.

More than FIVE THOUSAND Training Programs have been delivered by Michael, that include:

Business Strategy Sessions
Change Management Session
Team Building Sessions
Management Coaching Sessions

Michael’s consultancy work within companies has seen the following results for his clients:

Enhanced Sales Results
Exceeded Sales Targets
Improved Cultural Identity and Values
Development of Business Systems
Implementation of Communication and Interaction Platforms
Refining Decision Making Processes
Bolstering HR Capacity

Michael is also a Motivational Facilitator, a high energy Sales Leader, engaging soft skills trainer and change consultant. He says, “I love to work closely with all areas of the business to ensure projects can be smoothly implemented and the business transitions successfully to attain the desired financial outcomes. Throughout my career I have established and maintained close key alliance and partner relationships, ensuring value and expectations are met by both parties”.

“I also enjoy leading, mentoring, and managing Sales teams to focus on outcomes throughout the change process. In particular, I thrive when coaching and developing team members with the aim of creating opportunities to develop and utilise their Sales skills to meet both the organisation’s strategic change requirements and their own professional development in the long term”.

SELECTED ACCOMPLISHMENTS

Driven significant process improvements in both the private and public sector organisations.
Led business and process improvement projects to proactively identify, analyse and improved upon the “existing business processes” within organisations for optimisation to meet new quotas or standards of quality.
Systematically reviewed and benchmarked processes to either modify or complement them with sub-processes or even eliminated them to achieve the goal of improvement.
Developed Sales strategies that can be measured and monitored or that enhance customer satisfaction, customer loyalty and increased productivity from the Sales team.
Development of training programs / training materials and outlines to enhance the soft skills of employees and their efficiencies to increase profit resulting in a higher and faster return on investment (ROI).
Developed and lead business strategies specific to organisational and Sales growth that generated revenue and process efficiencies that supported the development of internal capability.
Successful engagement of high-level stakeholders across C suite executives and Boards to ensure the business and people understood the direction and purpose of these improvements and impact on their peers in industries such as Insurance, Retail, Resources, Banking, Telecommunications, Pharmaceutical, Health Care and the Funeral industry.
Developed numerous Project Management and communication plans for companies such as Mitsubishi, Rockwood, SITA, Axis Specialty Group, Macquarie Bank.
Developed and implemented Change Management Plans across multiple departments, cultures and markets in most industries in 4 countries.
Analysis of what were the most tangible areas for improvement to implement change successfully and reduce chaos through the change process.
Successfully worked with, C suite executives and Boards to transition individuals, teams, and organisations using change management methods to re-direct the use of resources, business process, or other modes of operation that can significantly reshape the company or organisation.

MICHAEL MORGAN CASE STUDIES

2018-2020
Manufacturing & Construction Company

Built Sales Revenue from $7,032m to $25,351m in Sales growth.
Ran a two-day bespoke soft skills Sales training program.
Followed by infield coaching of Sales team and managers for 9 months across all states.
Sales mentoring and coaching of both MD to manage their company and their Sales team moving forward.

2017-2018
Printing Business

Increased Sales growth by 41%.
Ran a 2-day interactive state of the art Sales training programs.
Followed by infield Coaching of Sales team and managers for 8 months NSW.
New lead generation on average of 71 per week.
Transitioned the average sale from $1000 to $20K and multiple Sales of $100K during this period.
On average we converted 29 sale of the 71 leads per week.

2016-2017
Pharmaceuticals

Ran skills gap analysis and stake holder core competencies assessments.
Ran a two-day bespoke soft skills Sales training program.
Sales mentoring and coaching of the team leaders and state managers across all states.
Infield Coaching of Sales team for 12 months.
Sales uplift over a 6-month period regained 50% market share from their competitor.

2015-2016
Building Industry Product Supplier

Infield observation of Sales team and management, then delivered a gap analysis and activity Sales plan.
Followed by infield Coaching of Sales team for 12 months across all states.
Sales mentoring and coaching of the state managers across all states.
Identified 12 new business opportunities within one month. 1st deal signed off, value $200K
$2.4m in Sales from the remaining 11 opportunities.

2014- 2015
Cemetery

Lifted Sales revenue in the future planning customer segment to maximise plot usage:
Completed a strategic change initiative and companywide communication plan.
Presented to board members and was signed off.
Closed an additional $1.7million in revenue on average every quarter.
Ran infield Coaching of Sales team tailored to specific religious requirement of the cemetery.
Sales mentoring and coaching of all team leaders to address new Sales techniques.
Mentored the MD through the change process.

Multiple Financial Institutions (All of the major Banks)

Infield observation of Sales team, development of bespoke Sales training program and coaching platform.
Two-day bespoke appointment setting training program (cold calling).
Hands on training sessions with Sales teams, typically hunting groups of 20 reps in each group.
Day two of the training program we go live- 3 hours sessions of calling to prospects in the training rooms.
20 Sales reps set 125 appointments by the time they completed the two-day program x 2

Michael adds, “these are just a few of the markets I have experience in, and I have successfully worked with some of the nicest and most resilient Executives of the top 500 companies in Australia”, including:

Epoch Australia
Soft Skills Corporate Training Company
Director – Master Facilitator & Trainer – 1999 – 2006
Epoch was created in Australia in 1999 to help Executives move their business lives in the right direction and to transform poorly performing Sales teams into a high performing cohesive unit.

“I sold and delivered training programs to the corporate market within the top 500 companies and mid-tier industries. Our key focus was training and specializing in soft skills Sales and leadership training development programs. I have developed the skills and materials learnt at Mercuri International to deliver highly engaging and effective Sales programs that delivered revenue to our clients. I developed bespoke training programs from scratch, creating engaging workbooks and training material as well as conducting training programs on a weekly basis”.

Sales and Management Training Programs facilitated by Michael include:

Strategic Consultative Sales training.
Communication and Influencing skills (one day and two-day programs).
Cold Calling/Appointment Setting (two-day program).
Presentation skills (two-day program).
Negotiations skills (one day and two-day programs).
Retail Sales training program (one day and two-day programs).
Sales process mapping.
BDM activity planning and management.
Strategic Facilitation.
Project management.
Loyalty and Relationship training.
Group Team Building programs.

TRAINING

Michael was trained Mercuri International (a Swedish based training company in Stockholm) who specialized in Sales and leadership training development. For four years he learnt the art of developing training programs from scratch, creating engaging workbooks and training material as well as conducting the training programs.

The Mercuri International training is specialised and has provided Michael with the much sought after skillset of being able to develop and conduct the tailored Sales and Management Training Programs, which include:

Strategic Consultative Sales training.
Communication and Influencing skills (one day and two-day programs).
Cold Calling/Appointment Setting (two-day program).
Presentation skills (two-day program).
Negotiation skills (one day and two-day programs).
Retail Sales training program (one day and two-day programs).
Sales process mapping.
BDM activity planning and management.
Strategic Facilitation.
Project management.
Loyalty and Relationship training.
Group Team Building programs.

Train the Trainer & SALES TRAINING ACROSS DIFFERENT CULTURAL GROUPS

Michael has developed and conducted comprehensive Train the Trainer Sales programs for internal trainers and Sales leaders. As well as nationally across Australia, Michael has conducted these programs throughout South East Asia as well, teaching both trainers and Sales teams the subtlety of changing their techniques within their cultural nuances to achieve greater results. This included:

Retail Sales Train the Trainer (five-day program)
Retail Sales in-store coaching program

After intensive research in stores in Thailand, Indonesia, Singapore and Australia, Michael developed and conducted the following train the training programs:

2 Day Wow…Sell! Training Program for the Lifestyle Stores
1 Day Wow…Sell! Training Program for the Modern and Traditional Channels
4 Hour Wow..Sell! Training Program for the Carriers
7 Day Wow…Sell! Train the Trainer Program
The Train the Trainer Program was rolled out to BlackBerry’s trainers who were based in India, Indonesia, Philippines, Malaysia, Thailand, and Singapore.
India, Singapore, and Indonesia trainers increased their Sales attendees results by 55% increment in their Sales performance.
BlackBerry Indonesia experienced a 13.4% Sales increase which were all directly attributed to Wow…Sell! across its channels.

Training Materials
Michael is an advocate for the use of visual design in training, to enhance the learning experience of workshop participnats and also ensure they retain what they have been taught. This allows for better information recollection, as well as the ability to apply the learnings in day to day tasks. Examples of the Visual Learning Material Michael has produced over the years, include:

publications

Michael’s talents knows no bounds, Full Training Program Suites he has developed, include:

1 -day Sales Leadership
2 -day Sales Management
2 -day Activity Management Skills
1 -day Team Building program
2 -day Communication Skills
2 -day Sales Training Skills
2 -day Negotiation Skills
3 -day Group Negotiation Skills
2 -day How to Structure a Presentation
2 -day Presentation Skills
2 -day Appointment Setting Skills (“Cold
Calling” The Art of Making Appointments)
2 -day State and Behavioral Change program – (The State Model)
2 -day NLP (Neuro Linguistic Programing) – Introductory Program only
1 -Day Dilts Ladder – The Llogical
Levels of Learning and Influence program
2 -day Framing Program for Master Coaches
2 -day Loyalty Cube Program (How to maximise the Share and Potential of business within your clients

Michael was formally trained for four years on how to Develop Soft Skills Training Material by Mercuri International.

EDUCATION AND CREDENTIALS

Bachelor Engineer in Hydraulics, Pneumatics, Diesel and Structural Engineering – Sydney, Cockatoo Dockyards and Garden Island
Mercuri International, Sydney and Stockholm where he spent 4 years being trained as an NLP master practitioner, keynote speaker and strategic facilitator.
4 years study of Psychology
4 years study in the development and creation of bespoke soft skills training programs (best in class)
5 years study of human behaviour and communication – Mercuri International Sydney/Stockholm
15 years study of Clare Graves World Views – The Graves Values Model
10 years study of Myers Briggs Type Indicator (MBTI)
15 years study of Robert Dilts Meta Programs “logical level of learning and influence”
10 years study of Determination Psychology (Willpower, Resolve, Purpose)
Certified NLP (Neuro Linguistic Programming) Master Practitioner “Advanced Behavioural Modelling (Wyatt L. Woodsmall, PhD)
Certified DDI Master Practitioner/Facilitator
Certified in DISC Behavioural Analysis
Mercuri International: Master NLP practitioner, Key Account Sales Manager.
Babor Skincare: Australia & Germany, National Sales Manager (Sales growth in Australia from $1m-$5m in 2 years)
Joico Hair Care products – Sales Manager then, National Sales Manager (Sales growth $14m-$45m in five years)
AMP – Top 10 Sales BDM in the company – initiated the use of their ‘saving and protection product offering’ to the market

Michael is a passionate, hard-working Leaders, he says “my career has placed me in many industries in which I needed to learn and study the landscape to be effective and efficient. My ability to learn industry knowledge at pace has never stopped me from achieving record Sales and smashing Sales targets with the teams I have worked with. No matter what industry I go to next, my journey and the roles I take are all about driving teams and Sales of which I love to do”. Michael is a true asset to the KONA Group.