Managing leading how and why they’re different
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Are you tolerated as a manager? Or revered as a Leader? Read on to find out how to make the transition.
Managing leading how and why they’re different
- 1. MANAGING V. LEADING: HOW AND WHY THEY’RE DIFFERENT Dionne Mischler CEO, Inside Sales by Design AA-ISP OC Chapter President in/DionneMischler @DionneMischler
- 5. WHAT YOU’LL BE DOING Manage and Own Up Leading down Collaboratively work across departments Motivate your team Create and update process Train and Onboard Measure success and make adjustments Known by their peers in the industry and community CopyrightInsideSalesbyDesign2016
- 6. BY THE NUMBERS CopyrightInsideSalesbyDesign2016 #1 Top Challenge for Sales Leaders Training and Development _% Manager’s Account for employee’s variance in engagement 70% @DionneMischler
- 11. WHAT YOU’LL BE DOING Manage and Own Up Leading down Collaboratively work across departments Motivate your team Create and update process for your team Train and Onboard Measure success and make adjustments Known by their peers in the industry and community CopyrightInsideSalesbyDesign2016
- 12. THE BASIC TABLE STAKE 1:1 Example Agenda ▪ By the numbers: goal to quota attainment ▪ Activity metrics review ▪ What went well this week? ▪ What didn’t go well? ▪ What should you work on next week? ▪ What do you need me to do? @DionneMischler CopyrightInsideSalesbyDesign2016
- 13. NEXT STEPS AND RESOURCES Why did you decide to become a Sales Leader? Examine these motivations very carefully 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? CopyrightInsideSalesbyDesign2016 1. Jeffrie Story – Unleash your Sales DNA 2. WideAngle – 1:1 software and resource. www.wideangle.com 3. Ambition – connect your teams. www.ambition.com 4. Leisa Reid- Management Training http://employeemanagementconsulting.com/ @DionneMischler
- 14. RESOURCES CopyrightInsideSalesbyDesign2016 @DionneMischler https://blab.im/DionneMischler http://pminsidesales.usefedora.com/ OC Chapter: http://www.aa-isp.org/chapter.php?id=69
- 15. WHO AM I? CopyrightInsideSalesbyDesign2016 @DionneMischler Professional 17 years in Sales and Technology Built first official Inside Sales team in 2007 Today, 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 International Business & Business Administration degree from Carthage College Married 9 years; Mother to 2 children Passionate about Inside Sales and Education
- 16. CopyrightInsideSalesbyDesign2016 Dionne Mischler Founder, Inside Sales by Design AA-ISP OC Chapter President in/DionneMischler @DionneMischler Dionne.Mischler@InsideSalesbyDesign.com
Editor's Notes
- #3: Manager manages the process and doesn’t provide any more value. Leader makes changes for the better.
- #4: It’s not about you. It’s about making your team successful. How do you do that? What does a day to day look like?
- #5: It’s not about you. It’s about making your team successful. How do you do that? What does a day to day look like?
- #7: Why does that matter? AA-ISP Top Challenges Report & Trends from 2015 On-going Speed Industry & Product Focus Time as an issue: setting aside the time to properly train and focus Gallup - engagement The leader. Yep, I said it, it’s the leader of the group that can make or break success. Here’s why: according to a recent Gallup poll, Manager’s account for 70% of an employee’s variance in engagement. Wow. Also according to Gallup, an engaged workforce outperforms it’s less engaged counterparts by 147% per share. Staggering.
- #8: Dionne Here’s why being a good leader matters. People don’t leave bad companies, they leave bad managers. It’s about the people. If you’re a leader, you’re a “people” and it matters . Especially now when candidates and employees have access to information on you too. A colleagues company let go of an executive because of his conduct over the weekend that was on FB. Integrity matters, ethics matter. Your reputation will follow you or open doors. Our behavior and conduct matter and we’re constantly being observed – both consciously and subconsciously. Your team mimics your behavior. If you’re a leader who is never on time for the start of your meeting, guess what, your people aren’t either. How are you doing in being a good example? And showing your humanity? Again, take a look at the Strength ID Checklist. Know your people and your people should know each other.
- #9: Hire for you team and your culture….train skill. Make sure they’re able to ramp up and have the sales chops. Highly recommend an assessment before hiring. Jeffrie Story with Unleash your Sales DNA.
- #10: Gartner’s employee engagement….
- #11: Given all we just talked about, I encourage you to use think about your team in this way. Good leader takes these four pillars into account. And here’s why.
- #13: If you take nothing away, I encourage you at least start/continue your 1:1’s. And here’s how. This is the culmination of all these efforts so far. and our example 1:1 <CLICK> Take a look at your coursework, you’ll see these examples and other dashboard. It all comes together. <CLICK> Activities breed outcomes and data doesn’t lie. Alignment is super important here. Training your people to talk the talk and walk the walk is critical. Circle back to the sales playbook session – see how it all comes together? Having the data at your fingertips also helps in crafting your business case for money requests for sales tools. More to come on that in the next session.