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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  • Since December last year, the U.S. Federal Reserve has started the process of the much-talked about tapering, thanks to some positive data coming out from the U.S. How much headwinds will Asia experience due to the monetary policy normalization in the U.S. and will China see a more pronounced slowdown as data have been indicating? How much should we read on the tapering and China's slowdown, and what does it mean for investors in 2014?

    Gain insights from our experts.
    - The challenges Central Banks are facing globally as they need to rein in on loose monetary policy.
    - Will Asian currencies manage to hold their ground in a rising U.S. interest rate environment?
    - How well prepared are the Asian economies and is de-coupling from the West a reality or a myth.
    - China RMB Internationalization, India Rupee outlook with Mid-year elections, SEA currencies outlook.

    Speakers:
    Patrick Teng, Founder and Chief Dealer at Six Capital
    Dominic Schnider, Head of FX in APAC and commodities globally at UBS Wealth Management

    Moderator: Anthony Capozzoli, Faculty of the University of Chicago’s Program on Financial Mathematics at the Chicago and Singapore campuses
  • The growth of Cloud services presents a perfect opportunity for organisations of all sizes to meet the continuing demand to resume operations quicker and more efficiently when a disaster scenario occurs. Many organisations have improved their resiliency through new ways of delivering IT Services such as virtualisation, but their backup and recovery for the purpose of DR has, in almost all cases, stood still.
    As we move more and more to Cloud-based services and evaluate these against current DR methodology, it begins to highlight the gaps that exist between business expectation and what IT can actually deliver. These gaps in time will cost the business in terms of lost revenues and reputation, and whilst it is difficult to count the cost of your reputation being tarnished, counting the cost of lost revenues is much easier to measure.
    Cloud services can be cost-effectively utilised to leverage existing IT investments to meet business continuity objectives, such as achieving quicker business resumption. But what is the cost of not implementing ‘DRaaS’ and failing to match your BC strategy with your current IT infrastructure?
  • The BCI's annual Horizon Scan report, in partnership with BSI, was published in March and revealed that it is the IT-related threats that are continuing to provide the greatest concern for organizations, ranking above other threats such as natural disasters, security incidents and industrial disputes. Three quarters (77%) of business leaders fear the possibility of an unplanned IT and telecoms outage and 73% worry about the possibility of a cyber-attack or data breach. The report also identifies long-term trends, with 73% seeing the use of the internet for malicious attacks as a major threat that needs to be closely monitored, with 63% feeling the same way about the influence of social media. In this webinar, the report's author - Andrew Scott - will discuss the findings in greater depth along with BSI's Lorna Anderson.
  • Mega-trends will not affect your organisation in the same way as a disaster, but they can have a far greater long term strategic impact. Some of these mega-trends will not come to fruition until 2050, and so it's easy to understand why many organisations choose to ignore them in favour of more immediate operational business issues. We at PwC believe that by continuing to ignore them, you leave your organisation exposed to strategic issues and that there are practical solutions that you can implement now to make your organisation more resilient.
  • Are we missing some of the basic building blocks as we aim to deliver a truly resilient technology landscape?

    IT has evolved significantly over the last thirty years. An organisations services in the 70's were often hosted on single pieces of infrastructure with limited connections to other systems. This configuration made disaster recovery and resilience relatively simple. Today, even a moderately sized organisation has services with many connections, both internal and external, and hosts across multiple platforms.

    To be able to build effective resilience or recovery capability an end to end approach has to be taken, which is often contrary to structure of the technology organisation. This in turn puts the availability of services at risk. Failure to respond to this challenge means that organisations are leaving themselves open to significant costs and eroding client relations.

    We aim to discuss this topic at length and will educate our viewers while hopefully leaving them with some practical pointers towards future strategy development.
  • Business Continuity is often seen as the preserve of large regulated corporates and it is sometimes hard to know where to start. Most organizations have limited time and resources and busy schedules. This webinar will show:
    - a time efficient and engaging way of working that includes an deeper understanding of dependencies and responsibilities and form a useful foundation for the work ahead
    - the process and method used, based on clients’ needs and requirements, as a simpler version of the BCM process
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    - that it is not rocket science and simple enough for everybody to use
    This webinar will guide the audience through each step of the methodology and also show examples how is has been used in different contexts depending on type of organization and focus area. It will describe how the preparations is done to achieve effect.
  • On Tuesday 18th March at 11am GMT, as part of Business Continuity Awareness Week, the BCI will host a flashblog (a bit like a flashmob but for bloggers so they don't have to leave their computers). Each blogger wrote a blog all with the same subject - 'counting the costs and benefits of business continuity, a perspective of ' Many different bloggers will be contributing, some working in BC and some just with an interest so the perspectives are varied and all the blogs and with all blogs posted at the same time no one can tell what anyone else has written. In this webinar, the organizer of the flashblog - Ken Simpson - discusses what people wrote and identifies themes and challenges that the industry may face in the future.
  • The costs of business continuity fall into two area: cost of having it and (of course) the cost of not having it. Working with many clients of all sectors and sizes we often see that organisations quantify the costs of implementing business continuity, but fail to win the investment argument with their senior management by quantifying the costs of not investing in effective business resiliency. In this webinar, Tony will set out the approach he takes to building a business case for making that investment.
  • Outsourcing parts of your business is a great way to reduce overheads and improve efficiencies. But do your homework first before deciding to take the plunge on an outsource partner. All too often due diligence stops at the signing of an SLA, whereas In reality there is no guarantee that your SLA partner will even be able to meet it. You need to dig under the hood and take a few extra precautionary steps to ensure delivery, else your business could suffer a common fate when you can least afford it. This webinar will cover the most common pitfalls in outsourcing as well as practical advice on building a robust suppler network.
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    - The importance of identifying risks to your supply chains
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    - How to audit supplier BCM plans
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  • The Business Case for Outplacement Apr 30 2014 5:30 pm UTC 60 mins
    Organizations around the world frequently right-size to realign talent. They need to be prepared for the possibility of change with competitive severance practices in place.

    By taking care of departing employees, future retention and recruitment initiatives become aligned with the overall talent strategy and can increase employee engagement. Engagement is the single biggest driver of productivity, which is at the core of organizational performance.

    Join us to learn more about how outplacement can be used effectively to improve employee engagement and employer brand, while mitigating risk over the long term. We will be joined by Brian Dixon of Littler, who will share his observations about compliance challenges in proposing and securing comprehensive and binding separation agreements from employees.

    During our session, you’ll learn how outplacement can:
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  • 21st Century Employee Engagement: Time for an Overhaul Recorded: Sep 17 2013 54 mins
    Long timelines. Survey fatigue. Questions about costs. Reports that go nowhere. We hear plenty of criticism about employee engagement programs. But are there any solutions? Right Management believes it's time to radically re-think employee engagement. Too many businesses have been winning the battle to conduct employee surveys – but lost the employee engagement war! Join us to learn more about new technologies available to help, how to create more alignment with business priorities and more!
  • Talent Management Challenges in Era of Uncertainty Recorded: Jun 6 2013 60 mins
    Lack of future leaders was cited as a top concern by an average of 25% of employers globally, as identified by our study of over 2,000 senior managers and human resource professionals from 14 countries. As we face a year of certain uncertainty, companies are streamlining talent investments and making precise decisions to accelerate the performance of high potential employees and leadership talent.
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  • How Well Do You Really Know Your Talent? Recorded: Feb 26 2013 58 mins
    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.
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    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.
  • Transforming the Sales Organization to Sell Value Recorded: Jan 31 2013 61 mins
    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.

    We hope you can join us!
  • The Global Business Leader: What It Takes to Win in a Borderless World Recorded: Dec 13 2012 46 mins
    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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    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.
  • The Struggle Over Talent Management Strategy: A North American Progress Report Recorded: Nov 9 2012 57 mins
    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.
  • Mission Critical Development for Clinical and Administrative Healthcare Leaders Recorded: Oct 18 2012 57 mins
    +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
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  • Accelerating Sales Performance Recorded: Sep 27 2012 55 mins
    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
    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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