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Sales Transformation Kevin Purcell 2011 Sales 2.0 Conference Boston

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Kevin Purcell

This document discusses building and maintaining a winning sales team. It emphasizes hiring the right people, onboarding new employees effectively through training, setting clear expectations and maintaining momentum with strong leadership. It also stresses the importance of measuring performance, motivating top performers and rewarding success for long-term results. The overall message is that a successful sales team requires strategic focus on recruitment, development and accountability at all levels.

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Building and Maintaining a Winning Sales Team Kevin Purcell, Hewlett-Packard Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team Hiring Rewarding the right people for long-term success Recruit On-boarding Managing Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
People smart , results driven Helping companies Invest in their #1 Asset-Their People Human AnalyticsBenchmarking your best sales members 1. SELECT- a strong job fit by finding the best fit between a persons natural ability to do the job, the requirements of the job and the culture of the organization. 2. RETAIN- by improving job fit at the point of selection, providing managers with the insight to customize employee Coach to the Worlds Top CEOs development plans for high performing talent. 3. DEVELOP your key talent for long-term business results www.PIworldwide.com Info@PIworldwide.com 1-781-235-8872
Building and Maintaining a Winning Sales Team Hiring On-boarding Develop a streamlined program for new hires during their first three months of employment Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
What do the worlds most effective salespeople do that you dont? How to Effectively Sell in Todays Environment Transforming a Sales Organization 1. Greatly increase the number of appointments you make with qualified and eager prospects while actually reducing the amount of time you spend prospecting. 2. Turn your current prospecting model into a full and almost automatic New Business Development campaign. Coach to the Worlds Top CEOs 3. Elegantly work with and talk to gatekeepers so that they actually become allies in your sales process. Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 SellingThroughCuriosity.com Support@barryrhein.com (866) 966-2233
Building and Maintaining a Winning Sales Team Hiring On-boarding Set clear expectations for the individual Measuring Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team Hiring On-boarding Create and maintain momentum with strong leadership Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
You want resultsfaster! Helping companies go from GREAT to MASTERY for exponential results. Strategic Acceleration Methodology 1. CLARITY Strategic Clarity is the ability to know where you really are right now and smartly document the vision you really, really want to achieve. 2. FOCUS The problem lies with distractions. Lifes fast. You must focus on High Leverage Activities that truly Coach to the Worlds Top CEOs produce the RESULTS you want. 3. EXECUTION You have to take action the right action to achieve exceptional RESULTS. Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 www.tonyjeary.com mastery@tonyjeary.com 1-877-2 INSPIRe
Building and Maintaining a Winning Sales Team Hiring Develop a culture of accountability On-boarding Managing Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
How will you create a lasting impact? Helping clients deliver exceptional growth through a unique return on their relationships Strategic Relationship Planning (SRP) The systematic transformation of an individual, team or organization's most valuable business relationships. Intended to redefine ROI as a Return on 1. Involvement 2. Influence Coach to the Worlds Top CEOs 3. Integration 4. Image Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 RelationshipEconomics.NET info@relationshipeconomics.net 404-419-2115
Building and Maintaining a Winning Sales Team Hiring Rewarding On-boarding Indentify top performers Managing Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

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Sales Transformation Kevin Purcell 2011 Sales 2.0 Conference Boston

  • 1. Building and Maintaining a Winning Sales Team Kevin Purcell, Hewlett-Packard Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  • 2. Building and Maintaining a Winning Sales Team Hiring Rewarding the right people for long-term success Recruit On-boarding Managing Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  • 3. People smart , results driven Helping companies Invest in their #1 Asset-Their People Human AnalyticsBenchmarking your best sales members 1. SELECT- a strong job fit by finding the best fit between a persons natural ability to do the job, the requirements of the job and the culture of the organization. 2. RETAIN- by improving job fit at the point of selection, providing managers with the insight to customize employee Coach to the Worlds Top CEOs development plans for high performing talent. 3. DEVELOP your key talent for long-term business results www.PIworldwide.com Info@PIworldwide.com 1-781-235-8872
  • 4. Building and Maintaining a Winning Sales Team Hiring On-boarding Develop a streamlined program for new hires during their first three months of employment Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  • 5. What do the worlds most effective salespeople do that you dont? How to Effectively Sell in Todays Environment Transforming a Sales Organization 1. Greatly increase the number of appointments you make with qualified and eager prospects while actually reducing the amount of time you spend prospecting. 2. Turn your current prospecting model into a full and almost automatic New Business Development campaign. Coach to the Worlds Top CEOs 3. Elegantly work with and talk to gatekeepers so that they actually become allies in your sales process. Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 SellingThroughCuriosity.com Support@barryrhein.com (866) 966-2233
  • 6. Building and Maintaining a Winning Sales Team Hiring On-boarding Set clear expectations for the individual Measuring Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  • 7. Building and Maintaining a Winning Sales Team Hiring On-boarding Create and maintain momentum with strong leadership Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  • 8. You want resultsfaster! Helping companies go from GREAT to MASTERY for exponential results. Strategic Acceleration Methodology 1. CLARITY Strategic Clarity is the ability to know where you really are right now and smartly document the vision you really, really want to achieve. 2. FOCUS The problem lies with distractions. Lifes fast. You must focus on High Leverage Activities that truly Coach to the Worlds Top CEOs produce the RESULTS you want. 3. EXECUTION You have to take action the right action to achieve exceptional RESULTS. Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 www.tonyjeary.com mastery@tonyjeary.com 1-877-2 INSPIRe
  • 9. Building and Maintaining a Winning Sales Team Hiring Develop a culture of accountability On-boarding Managing Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  • 10. How will you create a lasting impact? Helping clients deliver exceptional growth through a unique return on their relationships Strategic Relationship Planning (SRP) The systematic transformation of an individual, team or organization's most valuable business relationships. Intended to redefine ROI as a Return on 1. Involvement 2. Influence Coach to the Worlds Top CEOs 3. Integration 4. Image Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 RelationshipEconomics.NET info@relationshipeconomics.net 404-419-2115
  • 11. Building and Maintaining a Winning Sales Team Hiring Rewarding On-boarding Indentify top performers Managing Measuring Motivating Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  • 12. Building and Maintaining a Winning Sales Team Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011