Leading a team requires patience, skills, and the ability to build a system for everybody to be successful. How's your system?

1. LEADING YOUR
SALES TEAM TO
PEAK
PERFORMANCE
Dionne Mischler
CEO, Inside Sales by Design
AA-ISP OC Chapter President
in/DionneMischler
DionneMischler

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BrightTalk Webinar: Managing v. Leading and Why They’re Different
https://drive.google.com/file/d/0ByDUCNdii43zempadmxJSHpGbEk/view

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8. WHAT SALES TRAINING ISN’T
1. Sales training is NOT product training
2. Sales training is NOT learning to use your systems
3. Sales training is NOT company orientation

9. WHAT SALES TRAINING IS
1. Sales training is getting your team comfortable with your UVP
2. Sales training is getting your team ready to have a conversation
3. Sales training is creating an environment of learning for your team

10. BASIC
BUILDING
BLOCKS
OF
SUCCESS
ALIGNMENT Job Description
Hiring/Networkin
g
Onboarding
/Training
1:1’s
Team
Meetings
Shadowing
Communicatio
n
ExpectationsOr what I call your Sales Infrastructure™
CopyrightInsideSalesbyDesign2014-2017

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Goal
Purpose
Perspective
Clarity
Execute
Purpose | Perspective | Clarity | Execute™

12. BY THE NUMBERS
CopyrightInsideSalesbyDesign2014-2017
#1 Top Challenge for Sales Leaders
Training and Development
_% Manager’s Account for employee’s
variance in engagement
70%

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ght
Inside
Sales
by
Desig
n
2014-
2017

16. WHO’S AT YOUR TABLE?
CopyrightInsideSalesbyDesign2014-2017
Confident Cool Studious
Lone Wolf Trouble Maker

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18. THE BASIC TABLE STAKE = CONSISTENCY
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?
CopyrightInsideSalesbyDesign2014-2017

19. NEXT STEPS AND RESOURCES
 Why did you decide to become a Sales
Leader?
❖ Examine these motivations very carefully
 Grade yourself
❖ 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?
 Create your overall Training, Coaching and
1:1 Calendar
 What are the three adjectives you’ve come
up with?
CopyrightInsideSalesbyDesign2014-2017

20. WRAPPING UP
Culture starts and ends with the leadership
Build out your Sales Infrastructure
Identify your Ideal Candidate Profile (who’s at your table)
Create and implement your SALES Onboarding and Training Program
Identify and share (numerous times) the expectations
OVER communicate and provide feedback (more than once)

21. RESOURCES
Copyri
ght
Inside
Sales
by
Desig
n
2014-
2017

22. WHO AM I?
CopyrightInsideSalesbyDesign2014-2017
Professional
20 years in Sales and Technology
Built first official Inside Sales team in 2007
Today, CEO &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
Married 11 years; Mother to 2 children
Passionate about Inside Sales and Education

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Dionne Mischler
Founder, Inside Sales by Design
AA-ISP OC Chapter President
in/DionneMischler
Dionne.Mischler@InsideSalesbyDesign.com
@DionneMischler