Sales Transformation Kevin Purcell 2011 Sales 2.0 Conference Boston

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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

Published in: Business, Technology
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Sales Transformation Kevin Purcell 2011 Sales 2.0 Conference Boston

  1. 1. Building and Maintaining a Winning Sales Team Kevin Purcell, Hewlett-PackardSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  2. 2. Building and Maintaining a Winning Sales Team Hiring Rewarding the right people for long-term success Recruit On-boarding Managing Measuring MotivatingSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  3. 3. People smart , results driven Helping companies Invest in their #1 Asset-Their People 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 Coach to the World’s Top CEO’s development plans for high performing talent. 3. DEVELOP – your key talent for long-term business results www.PIworldwide.com Info@PIworldwide.com 1-781-235-8872
  4. 4. Building and Maintaining a Winning Sales Team Hiring On-boarding Develop a streamlined program for new hires during their first three months of employmentSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  5. 5. What do the world’s most effectivesalespeople do that you don’t? How to Effectively Sell in Today’s Environment Transforming a Sales Organization 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. Coach to the World’s Top CEO’s 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 SellingThroughCuriosity.com Support@barryrhein.com (866) 966-2233
  6. 6. Building and Maintaining a Winning Sales Team Hiring On-boarding Set clear expectations for the individual MeasuringSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  7. 7. Building and Maintaining a Winning Sales Team Hiring On-boarding Create and maintain momentum with strong leadership Measuring MotivatingSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  8. 8. You want results…faster! Helping companies go from GREAT to MASTERY for exponential results. 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 Coach to the World’s Top CEO’s produce the RESULTS you want. 3. EXECUTION – You have to take action — the right action to achieve exceptional RESULTS. Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 www.tonyjeary.com mastery@tonyjeary.com 1-877-2 INSPIRe
  9. 9. Building and Maintaining a Winning Sales Team Hiring Develop a culture of accountability On-boarding Managing Measuring MotivatingSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  10. 10. How will you create a lasting impact? Helping clients deliver exceptional growth through a unique return on their relationships Strategic Relationship Planning™ (SRP) The systematic transformation of an individual, team or organizations most valuable business relationships. Intended to redefine ROI as a Return on 1. Involvement ™ 2. Influence ™ Coach to the World’s Top CEO’s 3. Integration ™ 4. Image ™ Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011 RelationshipEconomics.NET info@relationshipeconomics.net 404-419-2115
  11. 11. Building and Maintaining a Winning Sales Team Hiring Rewarding On-boarding Indentify top performers Managing Measuring MotivatingSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
  12. 12. Building and Maintaining a Winning Sales TeamSales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

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