Cove leading your sales team to peak performance
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Leading a team requires patience, skills, and the ability to build a system for everybody to be successful. How's your system?
Cove leading your sales team to peak performance
- 1. LEADING YOUR SALES TEAM TO PEAK PERFORMANCE Dionne Mischler CEO, Inside Sales by Design AA-ISP OC Chapter President in/DionneMischler DionneMischler
- 6. CopyrightInsideSalesbyDesign2014-2017 BrightTalk Webinar: Managing v. Leading and Why Theyre Different https://drive.google.com/file/d/0ByDUCNdii43zempadmxJSHpGbEk/view
- 8. WHAT SALES TRAINING ISNT 1. Sales training is NOT product training 2. Sales training is NOT learning to use your systems 3. Sales training is NOT company orientation
- 9. WHAT SALES TRAINING IS 1. Sales training is getting your team comfortable with your UVP 2. Sales training is getting your team ready to have a conversation 3. Sales training is creating an environment of learning for your team
- 10. BASIC BUILDING BLOCKS OF SUCCESS ALIGNMENT Job Description Hiring/Networkin g Onboarding /Training 1:1s Team Meetings Shadowing Communicatio n ExpectationsOr what I call your Sales Infrastructure CopyrightInsideSalesbyDesign2014-2017
- 11. CopyrightInsideSalesbyDesign2014-2017 Goal Purpose Perspective Clarity Execute Purpose | Perspective | Clarity | Execute
- 12. BY THE NUMBERS CopyrightInsideSalesbyDesign2014-2017 #1 Top Challenge for Sales Leaders Training and Development _% Managers Account for employees variance in engagement 70%
- 16. WHOS AT YOUR TABLE? CopyrightInsideSalesbyDesign2014-2017 Confident Cool Studious Lone Wolf Trouble Maker
- 18. THE BASIC TABLE STAKE = CONSISTENCY 1:1 Example Agenda By the numbers: goal to quota attainment Activity metrics review What went well this week? What didnt go well? What should you work on next week? What do you need me to do? CopyrightInsideSalesbyDesign2014-2017
- 19. NEXT STEPS AND RESOURCES Why did you decide to become a Sales Leader? Examine these motivations very carefully Grade yourself What do you need to start doing? What do you need to stop doing? What type of Leader do you want/need to be for your team? What actions are you taking to make this happen? Create your overall Training, Coaching and 1:1 Calendar What are the three adjectives youve come up with? CopyrightInsideSalesbyDesign2014-2017
- 20. WRAPPING UP Culture starts and ends with the leadership Build out your Sales Infrastructure Identify your Ideal Candidate Profile (whos at your table) Create and implement your SALES Onboarding and Training Program Identify and share (numerous times) the expectations OVER communicate and provide feedback (more than once)
- 22. WHO AM I? CopyrightInsideSalesbyDesign2014-2017 Professional 20 years in Sales and Technology Built first official Inside Sales team in 2007 Today, CEO &Founder of Inside Sales by Design President of AA-ISP OC Chapter since 2009 Personal Born and raised in the Chicago Suburbs living in OC Married 11 years; Mother to 2 children Passionate about Inside Sales and Education
- 23. CopyrightInsideSalesbyDesign2014-2017 Dionne Mischler Founder, Inside Sales by Design AA-ISP OC Chapter President in/DionneMischler Dionne.Mischler@InsideSalesbyDesign.com @DionneMischler