Sales Transformation Kevin Purcell 2011 Sales 2.0 Conference Boston
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Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 Building and Maintaining a Winning Sales Team Kevin Purcell, Hewlett-Packard
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Sales Performance Management: How to Build and Maintain a Winning Sales Team In this session, Kevin Purcell, Sales Transformation Leader at Hewlett Packard, will outline how to define and implement a process for holding your sales organization accountable for the established measures of success. Kevin will discuss the key areas that affect sales performance including hiring, on-boarding, training, performance management, and recognition. Benefit from learning strategies on how you can: create a hiring profile and hire the behaviors to match it put new hires through on-boarding in less than 45 days – and shorten their time to revenue establish consistent metrics by role go beyond the numbers for recognition and truly impact sales performance Speaker: Kevin Purcell, ESSN Americas Sales Transformation Leader, Hewlett Packard
Transcript of Sales Transformation Kevin Purcell 2011 Sales 2.0 Conference Boston
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
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
On-boarding
Measuring
Motivating
Managing
RewardingRecruit the right people for long-term success
Coach to the World’s Top CEO’s
Helping companies Invest in their #1 Asset-Their People
People smart , results driven
www.PIworldwide.com
1-781-235-8872
Human Analytics…Benchmarking your best sales members
1.
SELECT-
a strong
job fit
by finding the best fit between a person’s 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 development plans for high performing talent.
3.
DEVELOP –
your key talent for long-term business results
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team
Develop a streamlined
program for new hires during their first three months of employment
On-boarding
Hiring
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011SellingThroughCuriosity.com
Transforming a Sales Organization
Coach to the World’s Top CEO’s
(866) [email protected]
How to Effectively Sell in Today’s Environment
What do the world’s most effective salespeople do that you don’t?
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.
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
Building and Maintaining a Winning Sales Team
Hiring
On-boarding
Measuring
Set clear expectations
for the individual
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team
Hiring
On-boarding
Measuring
Motivating
Create and maintain momentum with strong leadership
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011www.tonyjeary.com
You want results…faster!
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. Life’s fast. You must focus on High Leverage Activities that truly produce the RESULTS you want.
3.
EXECUTION –
You have to take action —
the right action to achieve exceptional RESULTS.
Coach to the World’s Top CEO’s
1-877-2 [email protected]
Helping companies go from GREAT to MASTERY for exponential results.
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team
Hiring
On-boarding
Measuring
Motivating
Develop a culture of accountability
Managing
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011RelationshipEconomics.NET
How will you create a
lasting impact?
Strategic Relationship Planning™
(SRP)
Coach to the World’s Top CEO’s
Helping clients deliver exceptional growth through a unique return on their relationships
Intended to redefine ROI as a Return on1.
Involvement
™2.
Influence
™3.
Integration
™4.
Image
™
The systematic transformation of an individual, team or organization's most valuable business relationships.
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team
Hiring
On-boarding
Measuring
Motivating
Managing
Rewarding
Indentify
top performers
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
Building and Maintaining a Winning Sales Team
