Sales Force Engagement is a primary key to driving sale rep productivity and maximizing results, the best sales organizations know this. Jon Birdsong, CEO Co-Founder of WideAngle discusses how smart sales leaders leveraging new tools and running smart engagement programs to get the maximum results and loyalty out of their sales teams.
Growth Strategy Execution by Peggy KlingelPeggy Klingel
Executing growth strategies requires strong communication and leadership throughout the process. This presentation reviews some of the key steps needed to successfully implement a strategy change. This is helpful information for change management, growth and turnaround initiatives. It includes insights on leadership, team building, strategy execution, sales, revenue generation and market strategy.
Leadership Principles for High Impact Results by Peggy KlingelPeggy Klingel
Strong leadership is needed to drive results. With effective team building and communication a compelling vision can make all the difference in motivating teams to achieve challenging turnaround, startup or change management strategies. Successful leaders coach, develop and motivate team members to perform at their best.
6 Top Tips For Retaining Nonprofit TalentBloomerang
Finding the right talent is a challenge for nonprofits both big and small. But once you have the right people on board, how do you keep them engaged and in place? Ritu Sharma and Jacqueline Breslin will share some practical tips, tools and resources.
Give More Feedback to Enhance ProductivityHilary Potts
High performing teams are feedback-rich environments. Unfortunately, in many organizations, employees want feedback from their managers, but say they don’t receive enough of it. Here are tips to provide more positive and constructive feedback to your colleagues.
Join HR manager at BambooHR, Adriana Clark and senior manager of customer success and support at Northpass, Paula Naba, as they explore the onboarding factors that help new hires form deep connections with your organization, their coworkers, and their future career.
Growth Strategy Execution by Peggy KlingelPeggy Klingel
Executing growth strategies requires strong communication and leadership throughout the process. This presentation reviews some of the key steps needed to successfully implement a strategy change. This is helpful information for change management, growth and turnaround initiatives. It includes insights on leadership, team building, strategy execution, sales, revenue generation and market strategy.
Leadership Principles for High Impact Results by Peggy KlingelPeggy Klingel
Strong leadership is needed to drive results. With effective team building and communication a compelling vision can make all the difference in motivating teams to achieve challenging turnaround, startup or change management strategies. Successful leaders coach, develop and motivate team members to perform at their best.
6 Top Tips For Retaining Nonprofit TalentBloomerang
Finding the right talent is a challenge for nonprofits both big and small. But once you have the right people on board, how do you keep them engaged and in place? Ritu Sharma and Jacqueline Breslin will share some practical tips, tools and resources.
Give More Feedback to Enhance ProductivityHilary Potts
High performing teams are feedback-rich environments. Unfortunately, in many organizations, employees want feedback from their managers, but say they don’t receive enough of it. Here are tips to provide more positive and constructive feedback to your colleagues.
Join HR manager at BambooHR, Adriana Clark and senior manager of customer success and support at Northpass, Paula Naba, as they explore the onboarding factors that help new hires form deep connections with your organization, their coworkers, and their future career.
Sink or Swim? Supporting the Transition to New ManagerBizLibrary
“Managers on the front line are critical to sustaining quality, service, innovation, and financial performance.” Becoming a Manager, Linda Hill, Professor, Harvard Business School How important are frontline managers? When it comes to the key areas of reaching goals, achieving productivity, and engaging employees, management’s answer is “very.”
78% - Achieving a high level of customer satisfaction*
76% - Achieving a high level of productivity*
73% - Achieving a high level of employee engagement*
This one-hour webinar is best suited to people who need to develop specific strategies and tactics to help new managers succeed. A crucial element to success is training as your newly promoted managers transition to roles that require new, and frequently unfamiliar, skills and competencies.In this webinar we'll discuss:
The four changes a new leader faces
How to help new managers balance roles, results and relationships
How to create a development plan for your new managers and supervisors
* “Frontline Managers: Are They Given the Leadership Tools to Succeed?” Harvard Business Review Analytic Services, 2014.
www.bizlibrary.com
5 Ways to Prepare Your Organization for a Successful 2020BizLibrary
It’s that time of year again, time to start planning for next year!
As we approach the final months of 2019, it’s helpful to use this year’s successes to create a plan for next year and beyond. But, that can be easier said than done. With an abundance of opinions from leadership and staff and data collected from research, it’s overwhelming trying to prioritize what needs to be done. And when things get overwhelming, it often leads to nothing taking priority.
You don’t have to figure out this plan alone! Join Libby Mullen from BizLibrary and JD Conway from BambooHR as they discuss five strategies every company should use. These strategies come from simple concepts that you can easily implement at your organization to put you on the path to success.
During this webinar you’ll learn:
- Why culture is an important factor for any successful company, and how to align culture to company goals.
- How continually supporting your employees throughout the employee journey makes it easier to plan for the future.
- A five-part game plan that will guide you to organizational success in 2020.
How to Gain Leadership Buy-In for Your Training ProgramBizLibrary
Leadership support is critical to the success of a training program, but many HR and L&D departments are challenged in building that bridge and actually gaining the support that is necessary. In this session, Katie Miller from BizLibrary will look at why leadership buy-in is critical and introduce a 10-step program to make it happen.
Addressing Mental Health in the WorkplaceBizLibrary
Let’s face it: Work can be stressful. In fact, the Attitudes in the American Workplace VII report found that 80% of workers feel stress on the job, and nearly half say they need help in learning how to manage stress. Although the conversation around mental health is becoming less stigmatized, it’s still a difficult topic to discuss in the workplace. In addition to the red tape and legal concerns, leaders may not feel comfortable advising others because they, themselves, are also grappling with mental health concerns.
This complimentary Training Industry webinar, sponsored by BizLibrary, will empower human resources (HR) and learning and development (L&D) professionals to effectively and ethically address and support employees’ mental health and well-being on an individual and organizational scale.
This interactive webinar will provide actionable insights on:
The main causes and negative effects of stress at work.
Strategies for how HR and L&D can stop the stigma around discussing mental health.
Techniques for managing stress and anxiety.
Crawl, Walk, Run: Scaling Candidate Engagement for Every OrganizationBambooHR
Join JD Conway of BambooHR and Chad Roudebush of Jobvite as they break down scalable candidate engagement strategies you can use in your organization whether you’re a team of five or one hundred.
Training Program of Dreams: If You Market It, They Will ComeBizLibrary
“I don’t know where to begin…. I’m not the expert. I don’t have enough time. I’ve tried this before.” Sound familiar? While marketing your training program can seem like a daunting task for HR and L&D professionals, it is actually much simpler than you might imagine. During this session, you will learn how to overcome these common challenges and understand the effect marketing has on your overall training program success.
This session’s key learning objectives:
-How to build excitement around your training program and drive utilization through a marketing strategy
-Examples you can use to measure the success of your marketing efforts
-An easy process to create simple resources that anyone can produce without marketing experience
Leadership Communication - Developing People and Delivering ResultsSudhakar I. Prabu
1) Leadership Communication skills (3 Day workshop)
The program enhances adaptability in communication situations and versatility in communications delivery. Articulate clearly and impactfully, be responsive, engage with people, build consensus, motivate people to act, and drive business value.
2) Developing People and Delivering Results (3 Day Workshop)
The program enhances leadership versatility and executing strategy effectively through people. Engage and channelize people to perform to their full potential; turn ideas into results, seamlessly execute strategy through people. \
3) Leadership Thinking and Innovation (2 Day workshop)
The program enables out-of-the-box thinking and develops range of creative solutions and act accordingly. Find new solutions to old problems, identify new opportunities, grow faster, gain competitive advantage, and reach new heights.
How to Turn Times of Change and Uncertainty into Positive OpportunitiesBizLibrary
Gone are the days of someone working for one company for their entire career. According to the Bureau of Labor Statistics, the average person will change jobs 12 times before retiring. This increase in employee turnover can often be attributed to times of change and uncertainty in the workplace, like layoffs, restructuring, mergers and acquisitions, etc. Change in the workplace is inevitable, but it doesn't have to be seen as negative, and it certainly doesn't have to become a reason for talented employees to leave your company.
Join Daniel Binkholder and Derek Smith from BizLibrary as they discuss how times of change and uncertainty can become opportunities to move your workforce in the right direction. They'll explain how learning and development is key to alleviating some of the stress that change and uncertainty brings to employees and their organizations.
During this webinar, you'll learn:
- Why not being prepare during times of change and uncertainty is creating higher turnover
- How to use L&D successfully during times of change and uncertainty
- The proper ways to communicate to keep a strong workforce during times of change and uncertainty
Unnati is a leading Coaching/Consulting/Training organization. Our years of experience in getting measurable Results in development of Leadership, improvement in Productivity & Quality of Life, Achievement of quantum Growth of business Performance with thousands of Entrepreneurs, Owner Managers, Corporates, Teenagers and Ambituous Home makers helps us deliver unique customized solutions.
From Peer to Leader: How to Develop Your First-Time ManagersBizLibrary
The transition from individual contributor to manager can be a daunting task. A survey by CEB, now Gartner, revealed that more than 50% of new managers fail. Balancing new responsibilities while learning how to lead former peers is a common challenge that most first-time managers struggle to overcome.
During this webinar, Learning & Development Manager Libby Mullen will discuss this challenge and five others that new managers face. She’ll explain why management training is a crucial element to success as your newly promoted managers transition to roles that require new, and frequently unfamiliar, skills and competencies.
Key takeaways:
Identify key strengths and improve weaknesses of first-time managers
Improve the relationship of new managers and their employees through emotional intelligence development and coaching techniques
Create a training plan that builds confidence and increases productivity for your new managers
Unnati is a leading Coaching/Consulting/Training organization. Our years of experience in getting measurable Results in development of Leadership, improvement in Productivity & Quality of Life, Achievement of quantum Growth of business Performance with thousands of Entrepreneurs, Owner Managers, Corporates, Teenagers and Ambituous Home makers helps us deliver unique customized solutions.
Best Practices for Developing Your Emerging LeadersBizLibrary
In this webinar, Jeremy Lieb of BizLibrary will discuss the most effective ways to give your most promising workers the tools and skills they to advance their careers. You’ll learn how to approach leadership with an intelligent, forward-thinking outlook that will return excellent results and inspire others.
www.bizlibrary.com
How to Create a Culture That Fosters Employee Engagement | Webinar BizLibrary
Zombies are the walking dead. Disengaged employees are dead productivity-wise. Both are contagious and pose a risk to those among them. Additionally, disengaged employees cost organizations a lot of money. The frightening facts:
70% of employees are disengaged and actively disengaged.
Nearly 1/3 of employees think their managers fail to effectively communicate goals.
40% of employees say they don't receive regular, clear feedback on their performance from their manager.
(Sources: Gallup and Tower Perrins)
So, how can we overcome the walking dead and create a culture that fosters engagement. The cure? Your managers. In this webinar we'll discuss how to develop your managers and improve your organizational culture.
5 Ways to Improve Connection and Engagement with Remote TeamsBizLibrary
Remote work looks different for every organization. But no matter if this is the first time 100% of your employees are working remotely, you have a hybrid system made of office and front line workers, or if only a handful of employees work from home a few days a week, we’re all challenged with the same thing, creating meaningful connection with our remote teams. So how are we able to fill the human connection gap?
Join us for an open discussion centered around the five strategies BizLibrary has used to create connection and boost engagement among our newly remote teams. During this interactive webinar Director of Talent Development & Culture at BizLibrary, Libby Mullen, will explain simple ways to foster genuine conversations and bring your remote teams together.
Get ready to take notes and ask questions! During this engaging webinar, you’ll learn:
-The power of conversation - how to be a coach and care for employee well-being.
-The tools needed to foster more connection between all teams, regardless of their location.
-The balance of building trust and having fun to keep your employees engaged and productive.
Stop Waiting for Your Invitation: Drive Growth and Engage Strategically TodayBizLibrary
Enterprise growth requires executive leadership involvement when it comes to changing the culture, focus, or services an organization offers. To be successful, the growth strategy must focus on many things at once, including people. Every aspect of the organization has to work together, and here’s where HR’s role is crucial. Whether it’s a new product, or a shift in competitive focus, HR is intrinsic to helping the company stay competitive. HR’s role in driving the success of the organization includes a number of factors. HR must ensure the administrative function of the organization are handled, but must focus attention on the important role of sharing the culture and vision of the organization. Internal and external relationships will help shape the HR function, as well as your career.In order to drive enterprise growth and achieve optimal business results, HR and the leadership team must get on the same page and keep communications open. But, how can you do this? We will share proven tips and tricks to being a strategic executive who is action oriented and tech-savvy. We do this by defining a 5 step process to join the leadership team and have the career of your dreams today!
www.bizlibrary.com
Executive coaching
focused on your success
Private mentoring pairs you with a top CEO consultant and
advisor hand-picked to help you make better decisions, take
smart risks and move confidently in the right direction.
The old sales playbooks no longer work – the actors in your sales processes aren’t as reliable as you once thought. Watch this presentation from CEB to understand how star sellers are navigating this new dynamic by selling to different people in very different ways than tradition prescribes.
Matt Dixon - The Challenger Sale: Driving Sales Growth by Taking Control of t...InsideSales.com
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/matt-dixon
Session Overview
It isn’t what you sell but how you sell it- the sales process- that gives the buying experience. Matt Dixon explains the different kind of buying in today’s world and how that relates to the biggest driver in customer loyalty.
Matt then takes you through the five sales rep profiles found in a company and discusses how the Challenger sales rep is the most likely to win. Why? Find out how the Challenger sales rep profile successfully creates the right customer buying experience to win customer loyalty, and how to create a Challenger organization.
Sink or Swim? Supporting the Transition to New ManagerBizLibrary
“Managers on the front line are critical to sustaining quality, service, innovation, and financial performance.” Becoming a Manager, Linda Hill, Professor, Harvard Business School How important are frontline managers? When it comes to the key areas of reaching goals, achieving productivity, and engaging employees, management’s answer is “very.”
78% - Achieving a high level of customer satisfaction*
76% - Achieving a high level of productivity*
73% - Achieving a high level of employee engagement*
This one-hour webinar is best suited to people who need to develop specific strategies and tactics to help new managers succeed. A crucial element to success is training as your newly promoted managers transition to roles that require new, and frequently unfamiliar, skills and competencies.In this webinar we'll discuss:
The four changes a new leader faces
How to help new managers balance roles, results and relationships
How to create a development plan for your new managers and supervisors
* “Frontline Managers: Are They Given the Leadership Tools to Succeed?” Harvard Business Review Analytic Services, 2014.
www.bizlibrary.com
5 Ways to Prepare Your Organization for a Successful 2020BizLibrary
It’s that time of year again, time to start planning for next year!
As we approach the final months of 2019, it’s helpful to use this year’s successes to create a plan for next year and beyond. But, that can be easier said than done. With an abundance of opinions from leadership and staff and data collected from research, it’s overwhelming trying to prioritize what needs to be done. And when things get overwhelming, it often leads to nothing taking priority.
You don’t have to figure out this plan alone! Join Libby Mullen from BizLibrary and JD Conway from BambooHR as they discuss five strategies every company should use. These strategies come from simple concepts that you can easily implement at your organization to put you on the path to success.
During this webinar you’ll learn:
- Why culture is an important factor for any successful company, and how to align culture to company goals.
- How continually supporting your employees throughout the employee journey makes it easier to plan for the future.
- A five-part game plan that will guide you to organizational success in 2020.
How to Gain Leadership Buy-In for Your Training ProgramBizLibrary
Leadership support is critical to the success of a training program, but many HR and L&D departments are challenged in building that bridge and actually gaining the support that is necessary. In this session, Katie Miller from BizLibrary will look at why leadership buy-in is critical and introduce a 10-step program to make it happen.
Addressing Mental Health in the WorkplaceBizLibrary
Let’s face it: Work can be stressful. In fact, the Attitudes in the American Workplace VII report found that 80% of workers feel stress on the job, and nearly half say they need help in learning how to manage stress. Although the conversation around mental health is becoming less stigmatized, it’s still a difficult topic to discuss in the workplace. In addition to the red tape and legal concerns, leaders may not feel comfortable advising others because they, themselves, are also grappling with mental health concerns.
This complimentary Training Industry webinar, sponsored by BizLibrary, will empower human resources (HR) and learning and development (L&D) professionals to effectively and ethically address and support employees’ mental health and well-being on an individual and organizational scale.
This interactive webinar will provide actionable insights on:
The main causes and negative effects of stress at work.
Strategies for how HR and L&D can stop the stigma around discussing mental health.
Techniques for managing stress and anxiety.
Crawl, Walk, Run: Scaling Candidate Engagement for Every OrganizationBambooHR
Join JD Conway of BambooHR and Chad Roudebush of Jobvite as they break down scalable candidate engagement strategies you can use in your organization whether you’re a team of five or one hundred.
Training Program of Dreams: If You Market It, They Will ComeBizLibrary
“I don’t know where to begin…. I’m not the expert. I don’t have enough time. I’ve tried this before.” Sound familiar? While marketing your training program can seem like a daunting task for HR and L&D professionals, it is actually much simpler than you might imagine. During this session, you will learn how to overcome these common challenges and understand the effect marketing has on your overall training program success.
This session’s key learning objectives:
-How to build excitement around your training program and drive utilization through a marketing strategy
-Examples you can use to measure the success of your marketing efforts
-An easy process to create simple resources that anyone can produce without marketing experience
Leadership Communication - Developing People and Delivering ResultsSudhakar I. Prabu
1) Leadership Communication skills (3 Day workshop)
The program enhances adaptability in communication situations and versatility in communications delivery. Articulate clearly and impactfully, be responsive, engage with people, build consensus, motivate people to act, and drive business value.
2) Developing People and Delivering Results (3 Day Workshop)
The program enhances leadership versatility and executing strategy effectively through people. Engage and channelize people to perform to their full potential; turn ideas into results, seamlessly execute strategy through people. \
3) Leadership Thinking and Innovation (2 Day workshop)
The program enables out-of-the-box thinking and develops range of creative solutions and act accordingly. Find new solutions to old problems, identify new opportunities, grow faster, gain competitive advantage, and reach new heights.
How to Turn Times of Change and Uncertainty into Positive OpportunitiesBizLibrary
Gone are the days of someone working for one company for their entire career. According to the Bureau of Labor Statistics, the average person will change jobs 12 times before retiring. This increase in employee turnover can often be attributed to times of change and uncertainty in the workplace, like layoffs, restructuring, mergers and acquisitions, etc. Change in the workplace is inevitable, but it doesn't have to be seen as negative, and it certainly doesn't have to become a reason for talented employees to leave your company.
Join Daniel Binkholder and Derek Smith from BizLibrary as they discuss how times of change and uncertainty can become opportunities to move your workforce in the right direction. They'll explain how learning and development is key to alleviating some of the stress that change and uncertainty brings to employees and their organizations.
During this webinar, you'll learn:
- Why not being prepare during times of change and uncertainty is creating higher turnover
- How to use L&D successfully during times of change and uncertainty
- The proper ways to communicate to keep a strong workforce during times of change and uncertainty
Unnati is a leading Coaching/Consulting/Training organization. Our years of experience in getting measurable Results in development of Leadership, improvement in Productivity & Quality of Life, Achievement of quantum Growth of business Performance with thousands of Entrepreneurs, Owner Managers, Corporates, Teenagers and Ambituous Home makers helps us deliver unique customized solutions.
From Peer to Leader: How to Develop Your First-Time ManagersBizLibrary
The transition from individual contributor to manager can be a daunting task. A survey by CEB, now Gartner, revealed that more than 50% of new managers fail. Balancing new responsibilities while learning how to lead former peers is a common challenge that most first-time managers struggle to overcome.
During this webinar, Learning & Development Manager Libby Mullen will discuss this challenge and five others that new managers face. She’ll explain why management training is a crucial element to success as your newly promoted managers transition to roles that require new, and frequently unfamiliar, skills and competencies.
Key takeaways:
Identify key strengths and improve weaknesses of first-time managers
Improve the relationship of new managers and their employees through emotional intelligence development and coaching techniques
Create a training plan that builds confidence and increases productivity for your new managers
Unnati is a leading Coaching/Consulting/Training organization. Our years of experience in getting measurable Results in development of Leadership, improvement in Productivity & Quality of Life, Achievement of quantum Growth of business Performance with thousands of Entrepreneurs, Owner Managers, Corporates, Teenagers and Ambituous Home makers helps us deliver unique customized solutions.
Best Practices for Developing Your Emerging LeadersBizLibrary
In this webinar, Jeremy Lieb of BizLibrary will discuss the most effective ways to give your most promising workers the tools and skills they to advance their careers. You’ll learn how to approach leadership with an intelligent, forward-thinking outlook that will return excellent results and inspire others.
www.bizlibrary.com
How to Create a Culture That Fosters Employee Engagement | Webinar BizLibrary
Zombies are the walking dead. Disengaged employees are dead productivity-wise. Both are contagious and pose a risk to those among them. Additionally, disengaged employees cost organizations a lot of money. The frightening facts:
70% of employees are disengaged and actively disengaged.
Nearly 1/3 of employees think their managers fail to effectively communicate goals.
40% of employees say they don't receive regular, clear feedback on their performance from their manager.
(Sources: Gallup and Tower Perrins)
So, how can we overcome the walking dead and create a culture that fosters engagement. The cure? Your managers. In this webinar we'll discuss how to develop your managers and improve your organizational culture.
5 Ways to Improve Connection and Engagement with Remote TeamsBizLibrary
Remote work looks different for every organization. But no matter if this is the first time 100% of your employees are working remotely, you have a hybrid system made of office and front line workers, or if only a handful of employees work from home a few days a week, we’re all challenged with the same thing, creating meaningful connection with our remote teams. So how are we able to fill the human connection gap?
Join us for an open discussion centered around the five strategies BizLibrary has used to create connection and boost engagement among our newly remote teams. During this interactive webinar Director of Talent Development & Culture at BizLibrary, Libby Mullen, will explain simple ways to foster genuine conversations and bring your remote teams together.
Get ready to take notes and ask questions! During this engaging webinar, you’ll learn:
-The power of conversation - how to be a coach and care for employee well-being.
-The tools needed to foster more connection between all teams, regardless of their location.
-The balance of building trust and having fun to keep your employees engaged and productive.
Stop Waiting for Your Invitation: Drive Growth and Engage Strategically TodayBizLibrary
Enterprise growth requires executive leadership involvement when it comes to changing the culture, focus, or services an organization offers. To be successful, the growth strategy must focus on many things at once, including people. Every aspect of the organization has to work together, and here’s where HR’s role is crucial. Whether it’s a new product, or a shift in competitive focus, HR is intrinsic to helping the company stay competitive. HR’s role in driving the success of the organization includes a number of factors. HR must ensure the administrative function of the organization are handled, but must focus attention on the important role of sharing the culture and vision of the organization. Internal and external relationships will help shape the HR function, as well as your career.In order to drive enterprise growth and achieve optimal business results, HR and the leadership team must get on the same page and keep communications open. But, how can you do this? We will share proven tips and tricks to being a strategic executive who is action oriented and tech-savvy. We do this by defining a 5 step process to join the leadership team and have the career of your dreams today!
www.bizlibrary.com
Executive coaching
focused on your success
Private mentoring pairs you with a top CEO consultant and
advisor hand-picked to help you make better decisions, take
smart risks and move confidently in the right direction.
The old sales playbooks no longer work – the actors in your sales processes aren’t as reliable as you once thought. Watch this presentation from CEB to understand how star sellers are navigating this new dynamic by selling to different people in very different ways than tradition prescribes.
Matt Dixon - The Challenger Sale: Driving Sales Growth by Taking Control of t...InsideSales.com
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/matt-dixon
Session Overview
It isn’t what you sell but how you sell it- the sales process- that gives the buying experience. Matt Dixon explains the different kind of buying in today’s world and how that relates to the biggest driver in customer loyalty.
Matt then takes you through the five sales rep profiles found in a company and discusses how the Challenger sales rep is the most likely to win. Why? Find out how the Challenger sales rep profile successfully creates the right customer buying experience to win customer loyalty, and how to create a Challenger organization.
The Challenger Sale: Commercial Teaching and Your Sales PresentationModicum
Stop Selling, Start Teaching
The Challenger Sale, a groundbreaking book from the Corporate Executive Board, blew our ideas about sales strategy wide open. After extensive research across a whole range of industries, CEB discovered that successful salespeople challenge their customers by not simply responding to their needs but actually redefining them. A good challenger provides insight, helps a customer avoid pitfalls, and offers products and services that the client doesn’t even know exist. This technique is called “Commercial Teaching,” and any teacher will tell you, it’s all about your presentation.
At Propoint, we’ve been in the business of building engaging presentations and other marketing and sales collateral for over a decade. We believe that companies can achieve better results with well-constructed and well-designed presentations. Applying the lessons of The Challenger Sale and Commercial Teaching to your presentation can add additional levels of insight and persuasiveness and is another step toward more memorable presentations.
The Challenger ™ Sale – How to take control of the sales processDennis Stoutjesdijk
The Challenger ™ Sale – How to take control of the sales process - CEB
The classic relationship building approach to solution selling has become obsolete. To be successful today, sales reps need to provide valuable new insights to their customers and they must challenge them with new perspectives. CEB’s Challenger Sale approach shows you how to open up new opportunities, create organisational capability and successfully take control of the sales process with the right stakeholders.
Inside Sales Virtual Summit - Access all of the live sessions here: http://www.insidesales.com/summit/register-2
Matt Dixon - Author of the Challenger Sales & Executive Director, Sales & Service Practice at CEB
LinkedIn Profile: www.linkedin.com/pub/matt-dixon/1/17a/8b2
The Challenger Sale Twitter: https://twitter.com/CEB_Challenger
Matt Dixon's Twitter: https://twitter.com/matthewxdixon
Purchase The Challenger Sale here: http://www.amazon.com/dp/1591844355/?tag=googhydr-20&hvadid=12861934284&hvpos=1t2&hvexid=&hvnetw=g&hvrand=13918257381288675219&hvpone=19.26&hvptwo=&hvqmt=b&hvdev=c&ref=pd_sl_4ltsmqgotn_b
Try InsideSales.com free for 10 days: PowerDialer™ — #1 Power Dialer Software for B2B Sales - http://www.insidesales.com/outbound_power_dialer.php
By reducing your net working capital, you release funds for investments and new growth opportunities. Beyond these effects, by reducing net working capital you also improve logistics processes, profitability and increase your stakeholders’ enterprise value.
How Sales Coaching Helps Maximize RevenueMindTickle
In this webinar, Nancy Maluso - Research Director at Sirius Decisions, Stephen Hallowell - VP Sales Enablement at MuleSoft and Mohit Garg - CRO and Co Founder at MindTickle discuss why Sales Coaching is imperative to a company's success and how it impacts revenue.
What causes employee engagement? How is the engagement in your country? Gallup shares all. See their presentation at the Human Capital Club in Feb 2015. For more information on the next Human Capital Club, email cynthiawihardja@actioncoach.com
How to Ignite Your Engagement Strategy with Goals and RecognitionShelly Myers
The majority of organizations out there recognize that employee engagement is important. Yet only 12 percent of responding companies in one recent survey reported they are happy with their organization’s current levels of engagement. It’s clear there’s room for many firms to improve their engagement strategy.
A smart employee engagement strategy could include many different pieces, from fair compensation to career development opportunities. But two of the most important components are goal setting and recognition. Without these two elements working in sync, your organization won’t be able to move full speed ahead toward engagement.
Join Cassie Whitlock from BambooHR and Rob Snarskis from Quantum Workplace as they dive into effective goal setting and recognition strategies for your organization.
We’re In a Leadership Development Crisis – Now What?
According to the 2015 annual survey by Deloitte, only 18 percent of organizations hold their leaders accountable for identifying and developing successors. Does this ring true with your organization? In this upcoming spotlight webinar, Howard Prager, president of Advance Learning Group, will share what learning leaders can do to make impactful succession planning programs and where dollars should be invested to achieve the greatest return.
During this spotlight webinar attendee will hear:
What the problem is with leadership development.
Where you can get the biggest bang for your investment growing your leaders.
What the best organizations do to deliver effective leadership development.
How you can grow your talent to be the leaders your organization needs.
9 Best Practices for Global RecognitionO.C. Tanner
Global organizations face different challenges in recognizing their employees effectively. This SlideShare outlines nine best practices to help with global recognition strategies.
Finding and developing managers is one of the toughest challenges for growing organizations. In this webinar People leaders from Knotel and Hustle will explain how they attract and engage their managers.
Speakers:
Elliot Epstein, Head of People, Knotel
Kristin Hayward, Head of Recruiting, Hustle
Jack Altman, CEO, Lattice
Unnati is a leading Coaching/Consulting/Training organization. Our years of experience in getting measurable Results in development of Leadership, improvement in Productivity & Quality of Life, Achievement of quantum Growth of business Performance with thousands of Entrepreneurs, Owner Managers, Corporates, Teenagers and Ambituous Home makers helps us deliver unique customized solutions.
Unnati is a leading Coaching/Consulting/Training organization. Our years of experience in getting measurable Results in development of Leadership, improvement in Productivity & Quality of Life, Achievement of quantum Growth of business Performance with thousands of Entrepreneurs, Owner Managers, Corporates, Teenagers and Ambituous Home makers helps us deliver unique customized solutions.
How to coach people for maximum performanceRESULTS.com
In this 45-minute webinar, RESULTS.com President Stephen Lynch shares our proven best practices to help you coach and mentor your team members for maximum performance including:
The right way to set goals.
How to coach your A-Players.
How to confront and deal with poor performers.
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3. Event Program
• Opening Remarks: Kyle Tothill- Board Chair
TAG Sale Leadership Society
• Keynote: Jon Birdsong – CEO WideAngle
• Panel Discussion
–Ryan Radding - Salesforce
–Mary Ford Director - Dell Secureworks
–Eric Mercado - Force Marketing
4. 3 Strategies to Drive Sales
Force Engagement
How smart sales leaders leveraging new
tools and running smart engagement
programs to get the maximum results and
loyalty out of their sales teams.
5. • Works with 200 companies and over 500
managers on sales force engagement.
• Since June 1st I’ve done 320 discovery calls
listening to managers talk about their team
and company engagement.
• Dedicated my career in this discovery.
• Share best practices I’ve learned from
talking with managers as well as seeing it
first hand.
• CEO of WideAngle formerly Rivalry
Jon Birdsong
CEO, WideAngle
@WideAngleH
6. An engaged sales force is one in which the team
is absorbed by and enthusiastic about their work,
fully motivated to perform at the highest levels,
and consistently takes positive actions to further
the organization's reputation and interests.
@WideAngleH
What is an engaged Sale Force?
8. @WideAngleH
Resistant
Employee has not bought into team goals, he has
his own agenda. The player is selfish.
• Performs inconsistently
• Source of distraction
• Uncoachable
9. @WideAngleH
Reluctant
Employee is hesitant or afraid to commit to team
goals. Employee does enough when prodded but
cuts corners when he can get away with it.
• Negative voice
• Questions leadership
• Low self-confidence
10. @WideAngleH
Existent
Team goals have little significance. Employee
participates for other reasons. Employee does
what is asked; no more, no less.
● Shows no leadership
● Rarely contributes opinions or ideas
● Lone wolf
11. @WideAngleH
Compliant
Team goals are important. Employee will do whatever is
asked to complete the goal and agrees with team goals
and rules. The employee will do no more or no less.
● Shows little or no creativity
● Performs Adequately
● Culturally neutral
12. @WideAngleH
Committed
Team goals are of high importance and the employee is
willing to do whatever is necessary. The employee puts in
extra time and effort to help the team win.
● Consistently performer
● Actively contributes to the team
● Positive influence
13. @WideAngleH
Compelled
Team Goals are of the utmost importance. Employee is
totally invested. Employee feels a true sense of mission
and purpose. They seek and enjoy putting in extra time
and effort for the team’s accomplishments.
● Shows leadership
● Consistently outperforms
● Cultural icons
14. @WideAngleH
Why Do We Want an Engaged Sales Force?
Employee engagement drives individual
performance in an organization.
Employees with engaged employees
outperform those with an average workforce
What is the ROI?
15. @WideAngleH
Why Do We Want an Engaged Sales Force?
Engaged companies grow profits as much
as 3X faster than average
Highly engaged employees are 87% less
likely to leave the company
2X higher customer loyalty
2X higher productivity
16. @WideAngleH
Why Do We Want an Engaged Sales Force?
Drive Results!
-Long term, sustainable growth.
-Data Integrity.
-Rep development and mastery.
-Stable, tenured teams.
17. 3 Strategies to Effectively Drive
Sales Force Engagement
@WideAngleH
● Gamification
● Coaching
● Mentorship
18. Gamification
@WideAngleH
“Drive Desired Behavior Predictably”
Uses positive feedback to build rep motivation beyond results scorecarding
Increases the ability of reps by making seemingly difficult tasks simpler
through practice and team participation
Build status, competition, and reputation through peer to peer accountability
Defined time-periods for game-play, results, winners, resets. Quarterly or
monthly.
“Most attempts at gamification
currently miss the mark.
Successful and sustainable
gamification can convert
customers into fans, work into
fun, or make learning a joy.”
Brian Burke, VP Gartner
21. Define the Scoring System based on 5-7 Key
Metrics to Track
● Activity, not results, based
● Leading indicators of performance
● Weighted according to importance, difficulty,
and frequency (phone call vs. demos vs.
proposals sent)
● Activities that are routinely measured,
discussed and vitally important
@WideAngleH
Gamification -step 1
22. Build Your Teams
● Goals are individually tracked but team
totaled
● Designate a leader for each team, ideally a
highly compelled rep
● Report, with commentary, on a weekly or
biweekly basis
● Democratize results, real time if possible
@WideAngleH
Gamification -step2
23. Celebrate success in a meaningful way.
● The prize has to be substantial, and winners
have to be publicly celebrated.
● Leadership is highly visible and a primary
stakeholder
● Set aside time to discuss as an organizations
● Align winners with results, discuss lessons
learned
@WideAngleH
Gamification -step 3
24. Coaching
@WideAngleH
Coaching is challenging and supporting people in achieving
higher levels of performance while allowing them to bring out
the best in themselves and those around them
Emphasizes the development of individuals and improving their
performance gradually, which is a more practical approach than
telling people what to do, which is met with resistance
Unique one-on-one approach to each sales rep and not a one
size fits all approach
Not about managing results. Manage behaviors and technique
that lead to results.
“Tell me and I forget
Show me and I remember
Involve me, and I learn”
26. Set Your Cadence
● Weekly 1-on-1’s with direct manager
● Set company standards and best practices
● Establish a consistent agenda and follow it
● Set time to listen
@WideAngleH
Coaching -step1
27. Set Your Goals
● Individually tailored, regularly tracked goals
● One constructive feedback item per meeting
● Track goals to career trajectory and next step
@WideAngleH
Coaching -step2
28. @WideAngleH
Coaching -step3
Watch Your Game Film
● Listen to call recordings for coaching
opportunities
● Focus on behaviors, techniques and activity,
then results
29. Mentoring
@WideAngleH
“Mentorship is the very
meaningful art of
investing in another
person to help them
reach their potential”
Peter Drucker
“The transferring of perspective.”
Where a more experience, more knowledgeable person
guides a less experienced, less knowledgeable person
More than activities and behaviors, psychological
support, career guidance, role modeling
Long term, strategic, relationship, ideally that lasts a
lifetime
Not direct managers
31. Design Your Mentoring Program
● Gather Mentors and Make Connections
• Bring outsiders in OR skip levels.
• Must be coordinated and strategically put
together
• Managers must own this
• Connect participants based on mutual
experience or interests
@WideAngleH
Mentoring -step1
32. Guide
● Create action plans or templates to create
accountability
● Provide resources and best practices to
enable conversations
● Establish checkpoints where mentorships
report on their progress
@WideAngleH
Mentoring -step2
33. Measure
● Mentoring programs should be measured
and tracked on multiple levels
● Individual Learning, impact, and outcomes
● Outcomes for the organization and success
compared to set goals
@WideAngleH
Mentoring -step3
38. Panelists
• Ryan Radding, Area Vice President of Sales,
Salesforce
• Mary Ford Director Sales Strategy and
Operations, Dell Secureworks,
• Eric Mercado VP of Business Development,
Force Marketing
• Kyle Tothill- Board Chair TAG Sale
Leadership Society, Partner & Managing
Director, eHire
