Digital Transformation in the PLM domain - distrib.pdf
Professional Development for Sales Teams
1. The Green Thumb Guide
Peter Rovick
PDR Professional Development
2. Which is Your Team?
Yielding fine wine Dying on the vine
or
3. Heard at HQ …
We have a World- We use the best Lead No training… I need my
Class sales force! Qualification models team out selling!
- Sales VP - Marketing - Sales Mgr. #1
Forecasts were due on Friday !@#$
We provide hands-on
- Sales Manager #2
reinforcement to lock-in skills
- Coach
We leverage and foster
ASTD competencies We continuously seek
- Training Mgr. #1 We provide a fully
and adopt best
integrated path for
practices!
personal development
4. Not Heard at HQ …
This is ‘sink or swim’. You call those ‘qualified’
Training us What happened to leads?!@*&
useless! development?
They don’t develop
What happened to ‘sharing’ ‘competencies’, they’re developing
and ‘adopting’ best practices? incompetence.
Our Coach …
My manager only manages UP ‘lives in a van down
by the river’
PDP … not I’m outta here after
helping Me. President’s Club … They talk ‘excellence’, but
foster mediocrity.
5. The Painful Truth?
Even if you are ‘crushing’ quota, is it sustainable?
Your results: ↓morale + ↓’team’ productivity + ↑client loss + ↑employee turnover
+ ↑overall net costs = infected culture (for years to come)
Instead: Shouldn’t your culture foster key competency growth to
promote sustained success?
↑employee growth and satisfaction ↑productivity ↑rewards (Y/Y)
+ ↑growth for individuals & teams + internal promotion(s)
6. Professional Development
• Procuring seeds
• Sowing the seeds
Assess / Plan and
• Initial Water & Care Reassess Design
• Ongoing Care
• Harvesting The Sequential Learning Cycle
• Bottling the wine
• Seasons 2, 3, 4 … Evaluate Implement
• Transplanting
7. Professional Development
• Procuring seeds Who requires more
time & attention?
• Sowing the seeds
• Initial Water & Care
• Ongoing Care
• Harvesting
• Bottling the wine
• Seasons 2, 3, 4 …
• Transplanting
“By failing to prepare, you are preparing to fail.” ― Benjamin Franklin
8. Sowing the Seeds
On-Boarding + Initial Activities:
The First 90 Days
9. Training
"The mediocre teacher tells. The good teacher explains. The superior
teacher demonstrates. The great teacher inspires." - William Arthur Ward
From Training to Adoption
• Prepare: Align with needs & goals
Assess / Plan and
• Deliver: Credible, real-world, engaging Reassess Design
• Facilitate: Involve, focus, motivate
Coaching
• Plan: Specific steps to adoption
• Integrate: Lock in new skills & knowledge Evaluate Implement
"You cannot teach a man anything. You can only help him discover it within himself." - Galileo
10. Not just Practice, Practice, Practice
Are you fostering mediocrity?
Adapt Skill
Best
Practices Module
Professional Development:
Tiered growth via cyclical
Revision
learning & application & Skill [X] Adoption
Evolution
Adapt Skill
Best
Practices Module
Adapt Skill Revision
Best
Practices Module &
Evolution Skill 3 Adoption
Ongoing Review &
Coaching Analysis
Skill 2
Revision
Adapt Skill & Adoption Ongoing Review &
Best Evolution Analysis
Module Coaching
Practices
Ongoing Review &
Skill 1
Revision
& Adoption Coaching Analysis
Evolution
Ongoing Review &
Coaching Analysis
11. Ongoing Care
• Variables:
– Soil: Surrounding Culture / Environment
– Fertilizer: Modular Training
– Water: Coaching & Mentoring
– Sun: Disciplined & Focused Practice
– Pruning: Review & Realignment
• Best Practices: Sharing and adopting
"The art of teaching is the art of assisting discovery."
- Mark Van Doren
12. Crop Threats
• Pests
– Lack of focus
– Lack of discipline
– Peers / ‘Team’ members
– Management
• Disease
– Employee morale
– Politics
– Infighting
• Drought
– Lack of professional development
• On mgmt. schedule but not within individual learning curves
13. Managers as Coaches
The top two reasons people leave their jobs are absence of training and
mentoring (leads to lack of fulfillment).
• Managers need to engage the talent instead of ‘managing’ it.
• While 70% of orgs. claim they coach
employees, most managers lack coaching skills.
• Only 11 percent of senior leaders actively coach
regularly.
• 43 percent of leaders were rated as ineffective as
coaches.
“People quit the boss, not the job.”
14. Process Highlight: Lead Qualification
Separating the wheat from the chaff …
Integrated with CRM
• Checklists & Scoring
• Specific criteria
• Tracking:
• Dissemination & Forwarding
• Measuring:
• Revenues, Profit, etc.
• Campaign ROI
• Source Quality