More Related Content
Similar to DH High performance Sales Team.pdf (20)
DH High performance Sales Team.pdf
- 1. Restricted © Siemens Industry, Inc. 2014 All rights reserved.
Page 1 Author / Department
Building a High Performance
Sales Team
Dan Holmes
- 2. Restricted © Siemens Industry, Inc. 2014 All rights reserved.Page 2
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.
- 3. Restricted © Siemens Industry, Inc. 2014 All rights reserved.Page 3
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)
- 4. Restricted © Siemens Industry, Inc. 2014 All rights reserved.Page 4
Technical Aptitude
How to become a
“Trusted Advisor”
- 5. Restricted © Siemens Industry, Inc. 2014 All rights reserved.Page 5
Diversity
Does diversity drive performance?
- 6. Restricted © Siemens Industry, Inc. 2014 All rights reserved.Page 6
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).
- 7. Restricted © Siemens Industry, Inc. 2014 All rights reserved.Page 7
Diversity
Social Category Diversity Value Diversity Informational diversity
- 8. Restricted © Siemens Industry, Inc. 2014 All rights reserved.Page 8
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)
