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Accelerating Sales Performance

Tim Mooney, Regional Vice President, Practice Leader; Mark Urban, Ph.D., Senior Consultant, Talent Management
Are you losing too many of your best performers?
Are you spending too much time on your underperformers?
Are your sales leaders frustrated with performance issues?

Your salesforce is the lifeblood of your organization. The more revenue they bring in, the more your organization can grow.

THE PROBLEM
•20% of the sales force bring in over 60% of the revenue
•On average, only 53% of sales reps make quota
•Good hiring practices translates into 13% higher quota attainment

THE SOLUTION
•Hire better sales people who can be successful in the highly competitive and ever-evolving marketplace
•Assess whether your existing salesforce has the skills to be successful now and in the future
•We can help with all of this!

As the talent and career management experts within ManpowerGroup, Right Management works with over 80% of the Fortune 500 and has experience in aligning organizations’ talent strategy with their business strategy to accelerate performance.
Jun 21 2012
51 mins
Accelerating Sales Performance
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    Follow us on Twitter @LifesizeHD and use the hashtag #AskLS to ask questions.
  • IRM is leading the debate on risk culture. Drawing upon the wealth of practical experience and expert knowledge across the institute, we have developed guidance for organisations wanting a greater understanding of their own risk culture and practical tools that can be applied to drive change.

    As seen in the business press every day, embedding risk management into an organisation to the extent that it reliably makes a difference is a difficult task. To achieve this, boards must keep how to manage risks high on their agenda, and to continue asking themselves, whether they have the right culture, people and processes.

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  • With over half of companies not feeling well enough prepared for an IT disaster according to recent research, Ian Daly of Plan B Disaster Recovery will be sharing his best practices on how to build a DR solution you can trust. In this webinar we’ll cover:

    - What counts as an IT disaster?
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    In this webinar, Lucas and Mark will be discussing how to ensure that in today’s interconnected business, all unforeseen IT eventualities are mitigated before the crucial BCP test. Here’s how:

    - Establish a strong Quality Assurance process that drives consistency across your organisation
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    This session is essential for not only understanding the practicalities of safeguarding the resiliency of your IT but also how to develop underlying controls to prevent new ways of working spiralling into business continuity failure.
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    - The Crisis Management Simulation
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    In this Webinar we will explore the challenges associated with ITDR testing, how to overcome them and the pointers to the issues in the underlying programme.
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  • Channel
  • Channel profile
  • Volatility in the Oil & Gas Industry: The Impact on Talent and Workforce Recorded: Mar 18 2015 61 mins
    Tony Rogers, Ph.D, Senior Consultant and Rebekah Kowalski, VP Sales Enablement and Solution Integration, Right Management
    Precipitous drops in oil processes and prices have resulted in declines in drilling and exploration, causing a round of layoffs to be announced by those hit hardest in the downturn. Earnings are down for companies that have made record profits in recent years, forcing them to decommission rigs and sharply cut investments in exploration and production.

    Challenges related to commodity price shifts coupled with the impending retirement of senior leaders and skilled workers is forcing smart organizations to consider how they weather the downturn while still investing in talent development. How can leaders prevent the creation of supply gaps that will hinder their ability to take advantage of longer term energy innovation and sector growth?

    Join us for our upcoming webinar, "Volatility in the Oil & Gas Industry: The Impact on Talent and Workforce" to learn about talent strategies to help you be successful in the short term while creating long term opportunity for your organization. We’ll discuss:

    + Talent strategies for balancing short term pressures with long term growth potential
    + Using career development and outplacement as workforce strategies
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    Our thought leaders have over 30 years of experience building and delivering innovative talent strategies, development programs and outplacement services across the globe. Join us to hear them share their insights and recommendations for your organization.
  • High Potential Talent: Identifying and Turning Potential into Reality Recorded: Sep 18 2014 58 mins
    Bram Lowsky, Group EVP, Americas, Right Management & Margaret-Ann Cole, SVP, Northeast Consulting Practice, Right Management
    In a recent study completed by Right Management, few organizations report feeling confident in their leadership pipeline. Only 13% cite they have ample talent to cover their future needs.

    In what ManpowerGroup has termed the Human Age, talent is getting unprecedented recognition as a key determinant of business success. High potential talent is a critical component to the overall talent strategy and affects future business growth and transformation.

    Join us as we share insights and best practices on identifying, assessing and developing your high potential talent.
    • Understand how organizations are prioritizing talent identification and development investments.
    • Learn what companies are doing to develop the talent they need and recognize the skillsets they currently lack.
    • Uncover key actions needed to improve leader pipeline and talent management strategy.
    • How you measure the impact on both the individual and the organization.

    We look forward to having you join us!
  • Career Development: Are you building a program or a culture? Recorded: May 21 2014 60 mins
    Katherine Ponds, RVP, Career Management Practice Leader, John Sinclair and Mike Jason, Right Management
    In most companies, the bulk of the workforce is starved for career development attention. There are programs for top executives, for onboarding new hires, for nurturing high potentials, even remedial plans to lift the lagging performers. But the middle layer of consistently performers who make the organizational engine run, day in and day out, typically get scant attention when it comes to their career aspirations and options.

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  • They Gain, You Retain - Creating a Culture of Career Development Recorded: Apr 16 2013 61 mins
    Margaret-Ann Cole, Northeast Practice Lead, Career Management, Right Management
    As leaders, you are all being challenged to find new ways of engaging your employees to drive productivity and meet business goals. Unleashing your employees' potential will be the most important competitive edge to drive future success and growth.
    +Do your managers develop their people and drive the talent pipeline by having effective career discussions with their employees?
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  • How Well Do You Really Know Your Talent? Recorded: Feb 26 2013 58 mins
    Nicole Pulito, Ph.D., Lisa Raab, MSEd
    The Leadership Pipeline Challenge
    +In a recent poll of more than 700 U.S. employees, eighty-six percent said they plan to actively look for a new position in 2013
    +Right Management surveyed 411 employees in the U.S. and Canada and found that two-thirds are either unsatisfied or somewhat unsatisfied with their current job.
    +More than one in two employers is convinced other companies are seeking to hire away their top people.
    Keynote Presentation
    +Your ability to identify, retain and develop high potential employees is the most important remaining differentiator in business today.
    +In order to best identify, retain and develop your top talent, you have to know with certainty who your top talent is.
    +The use of valid and business focused assessment processes is the best way to understand the potential of your current talent. You will learn the most effective approaches to assessing talent in order to more accurately identify those with the highest potential for future success.
    +You will learn what other organizations are doing to assess and develop their future high potential leaders

    ManpowerGroup is the world leader at identifying workforce trends and creating innovative workforce solutions to address critical business challenges

    Right Management is a global leader in talent management workforce solutions who designs and delivers solutions to align talent strategy with business strategy. Our consultants are experts at working with organizations to define their unique talent requirements based on business objectives, assessing their current bench strength and creating developmental solutions to maximize human potential.
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    Tim Mooney and Mark Urban, PhD - Right Management, Steve Johnson - Next Level Sales Consulting
    Many organizations are finding that product or solution selling can only take you so far and that value selling is the competitive advantage needed to succeed in today’s economy. If your sales team sold value instead of product, what could that do for your organization and your bottom line?

    Right Management and Next Level Sales Consulting – along with guest speaker Kevin Morrissey from Enterprise Fleet Management -- are pleased to offer you this complimentary briefing to discuss:
    +Why leading organizations are positioning their sales force to sell value, as opposed to products or solutions
    +How organizations can select and develop sales staff who can sell value
    +The critical role of senior leaders in driving the transformation to sell value
    +What specific skills are needed to sell value and how this process worked at Enterprise Fleet Management

    Right Management has experience in working with leading organizations to transform their sales force by identifying what it takes to be successful and assessing against those requirements.

    We partner with thought leaders like Next Level Sales Consulting to design high-impact sales force development programs.
    The Next Level Sales Consulting has worked with industry leading organizations that are committed to improving their sales and customer service capabilities. We have successfully improved the skills and behaviors of over 100,000 sales professionals and managers and increased the key metrics that matter most to our clients.

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  • The Global Business Leader: What It Takes to Win in a Borderless World Recorded: Dec 13 2012 46 mins
    Ron Sims, Ed.D., RVP, Talent Management Practice Leader, Right Management
    Leading in a global environment is challenging and cultural differences become more important factors in understanding leadership and providing effective initiatives to support intercultural work assignments.

    Right Management and Tucker International partnered to complete a groundbreaking study of nearly 2,000 leaders from 13 nationalities to learn more about:
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    • The behaviors that are most strongly predictive of leadership success in intercultural environments

    As a trusted partner, Right management is uniquely positioned in this area, with global resources and local knowledge of leadership development in the countries in which you operate.
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    Michael Haid, Senior VP of Talent Management, Right Management
    While 1 in 2 organizations rank talent management as a top priority, only 12% of major organizations have a fully implemented talent management strategy, as found by our study of 628 senior managers and human resource professionals throughout North America.
    Join us on this webinar to discuss:
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    +Best practices for building a talent management strategy.
    +The 5 key components of integrating your talent management strategy with your business strategy.
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    Traci Clayton, Ph.D. - Talent Management Consultant & Victoria Spinzig - VP, Business Development
    +Do your clinical and administrative leaders have an adversarial relationship, rather than a partnership?
    +Are your service line leadership teams struggling to be effective as clinical leaders and business leaders?
    +Are your nurse leaders spending too much time managing unit drama and not enough time leading their teams?

    Join us on October to learn how we've helped other healthcare organizations increase effectiveness and how you can too!

    Pressures in health care for cost-containment, evidence based medicine/quality approaches, and a changing healthcare landscape make it essential that organizations fully develop clinical and administrative leaders and their teams, so they can drive effective clinical and business outcomes alike.

    +Physician leaders need to develop their leadership skills, not just their clinical skills
    +Nurse managers need tools for feedback & coaching others, to more effectively lead critical/future growth vs. manage current challenges
    +Administrative leaders need skills to build collaborative partnerships with clinical leaders & each other
    +Organizations need to fill the leadership pipeline and need accessible, effective processes for creating succession & development plans for the next generation of talent

    WHO SHOULD ATTEND?
    +Healthcare Executives looking to take leading edge leadership talent to the next level
    +Healthcare HR & OD leaders responsible for developing both clinical & administrative leaders and improving organizational effectiveness
    +Clinical and administrative leaders in the healthcare industry who are looking to develop their own leadership & relationship management skills, build cross-functional relationships & improve team effectiveness

    YOU WILL LEARN
    +Effective approaches for developing clinical leaders
    +High-impact development solutions for administrators
  • Accelerating Sales Performance Recorded: Sep 27 2012 55 mins
    Tim Mooney, Regional Vice President, Practice Leader; Mark Urban, Ph.D., Senior Consultant, Talent Management
    Are you losing too many of your best performers?
    Are you spending too much time on your underperformers?
    Are your sales leaders frustrated with performance issues?

    Your salesforce is the lifeblood of your organization. The more revenue they bring in, the more your organization can grow.

    THE PROBLEM
    •20% of the sales force bring in over 60% of the revenue
    •On average, only 53% of sales reps make quota
    •Good hiring practices translates into 13% higher quota attainment

    THE SOLUTION
    •Hire better sales people who can be successful in the highly competitive and ever-evolving marketplace
    •Assess whether your existing salesforce has the skills to be successful now and in the future
    •We can help with all of this!

    As the talent and career management experts within ManpowerGroup, Right Management works with over 80% of the Fortune 500 and has experience in aligning organizations’ talent strategy with their business strategy to accelerate performance.
  • Accelerating Sales Performance Recorded: Jun 21 2012 51 mins
    Tim Mooney, Regional Vice President, Practice Leader; Mark Urban, Ph.D., Senior Consultant, Talent Management
    Are you losing too many of your best performers?
    Are you spending too much time on your underperformers?
    Are your sales leaders frustrated with performance issues?

    Your salesforce is the lifeblood of your organization. The more revenue they bring in, the more your organization can grow.

    THE PROBLEM
    •20% of the sales force bring in over 60% of the revenue
    •On average, only 53% of sales reps make quota
    •Good hiring practices translates into 13% higher quota attainment

    THE SOLUTION
    •Hire better sales people who can be successful in the highly competitive and ever-evolving marketplace
    •Assess whether your existing salesforce has the skills to be successful now and in the future
    •We can help with all of this!

    As the talent and career management experts within ManpowerGroup, Right Management works with over 80% of the Fortune 500 and has experience in aligning organizations’ talent strategy with their business strategy to accelerate performance.
Monthly Webinars to Align Your Talent and Business Strategy
Right Management is a global leader in talent and career management workforce solutions within ManpowerGroup. The firm designs and delivers solutions to align talent strategy with business strategy. Expertise spans Talent Assessment, Leader Development, Organizational Effectiveness, Employee Engagement, and Workforce Transition and Outplacement. With offices in over 50 countries, Right Management partners with companies of all sizes–including more than 80% of the Fortune 500–to help grow and engage their talent, increase productivity and optimize business performance.

Our webinars connect you to leading experts who deliver the latest insights on topics to better align your talent strategy with your business strategy.

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  • Title: Accelerating Sales Performance
  • Live at: Jun 21 2012 5:00 pm
  • Presented by: Tim Mooney, Regional Vice President, Practice Leader; Mark Urban, Ph.D., Senior Consultant, Talent Management
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