DH High performance Sales Team.pdf

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Author / Department

Building a High Performance Sales Team

Dan Holmes


Building a High Performance Sales Team

1. Discuss three areas in hiring that lead to high performance teams

1. Caliber

2. Technical Aptitude

3. Diversity

2. Share Specific experiences and lessons learned. How I organize my team.

3. Facilitate conversation on the topic of performance and best practices for hiring.


Caliber

Leaders of companies that go from good to great start not with “where” but with “who.” They start by getting the right people on the bus, the wrong people off the bus, and the right people in the right seats. And they stick with that discipline—first the people, then the direction—no matter how dire the circumstances. (Collins, 2001)


Technical Aptitude

How to become a “Trusted Advisor”


Diversity

Does diversity drive performance?


Maybe

The pros and cons of a diverse team must be managed in order to take

advantage of the strengths associated with a diverse work team. Without

appropriate management, there is no evidence that diversity in itself creates any

concrete performance advantages.

Forty years of diversity research concluded that there are no consistent main

effects of diversity on organizational performance”

(Jehn, Northcraft, & Neale, 1999, p. 742).


Diversity

Social Category Diversity Value Diversity Informational diversity


Seek Out Diverse Talent.

Diversity efforts in recruiting are

meant to create a diverse team in

the workplace, which is different from

a recruiting process that is diverse. It

becomes just like any other search

where specific requirements are

targeted to complement a team. So a

recruiting effort to build a diverse

team will be a targeted effort.

(Ruiz, 2013)


Lessons Learned: 1

Hire #1


Lessons Learned: 2

Hire #2


Lessons Learned: 3

Hire #3


Discussion

Questions?

DH High performance Sales Team.pdf

Documents

Transcript of DH High performance Sales Team.pdf