Clark-Lead & Team Devel-2 - Leadership Team Development Norm Clark Senior Lecturer E-mail [email protected] Phone 979.847.9076 IDIS 330-Sales

Clark-Lead & Team Devel-2 - Leadership Team Development...

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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Leadership & Team Development Norm Clark Senior Lecturer E-mail: [email protected] Phone: 979.847.9076 IDIS 330-Sales Management
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Agenda Providing Direction Assessing Your Team Information Exchange Coaching
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Team Leadership How effectively are you leading your team to accomplishing their mission? Leadership is providing clear direction and expectations for your team… Then, coaching them on how to achieve them.
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center The first step in getting your [people] to do what you want’em to do, is to decide what you want’em to do .”-- Dave Kahle Then, 1. Communicate this to them 2. Give them the tools to do it 3. Give them the training to do it 4. Work with them to make it happen Providing Direction For Your Team…
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center High Performing Sales Organizations… Focus more on Sales-related Training than Product Training Focus on the Sales Process Work to Understand Clients’ Businesses and Decision Making Processes Develop Client-specific Business Propositions based on Customer Needs Analyses Provide Solutions
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Solution Model Problem Problem Problem Problem Problem Buyer Salesperson VP VP VP VP VP VP VP-Value Proposition
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Solution Model Problem Problem Problem Problem Problem Buyer Salesperson VP VP VP VP VP VP VP-Value Proposition
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Solution Model Problem Problem Problem Problem Problem Buyer Salesperson VP VP VP VP VP VP VP-Value Proposition
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Definition of Selling Selling should be centered on understanding your customers first. Then, deploying a common/replicable process to create and manage opportunities and manage key customer relationships.
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Answer These Questions Are your people performing as well as you would like for them to perform? Do you have the right people in the right positions? Have you effectively communicated their job responsibilities to them? Have you communicated DXP’s career path opportunities to them?
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© 2010 All Rights Reserved Texas A&M University Thomas and Joan Read Center Couple More Questions Have you provided the tools and training they need to do their jobs?
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