HR Pros: Making the Business Case for Leadership Development

Strong teams are comprised of strong individuals. Balancing the strengths of those individuals can be tricky, especially if roles and responsibilities are unclear or shared goals haven't been fully formed and communicated. But even strong teams can sometimes use a boost to work together more effectively. Join this presentation for a team diagnostic and do-it-yourself action plan you can implement right away.

Sales Managers manage sales... So who leads salespeople? Sadly, in many sales organizations, the answer is no one. But when a Sales Manager focuses on leading and developing and ennobling sellers, there is a profound impact on employee engagement, retention, sales productivity, customer satisfaction and both top line and bottom line results.

The popular 9-box model for classifying employees is a strategy I don't condone. Find out why and what you can do instead if you want to strategically segment talent and get more bang for your employee development buck.

Sales Managers get pulled in many different directions. Some respond by aligning themselves with upper management. Others take on the role of the sellers' champion. Some groups of Sales Managers band together to experience strength in numbers. The truth is, effective Sales Managers learn to represent and satisfy all their constituent groups. By doing so, they bridge the gaps and keep the sales operation running smoothly and in alignment with company goals. In this workshop, we'll identify the tell-tale signs of Sales Managers widening the gap and provide strategies for enabling them to be bridge-builders instead.

The employee survey came back with some concerning numbers. The managers with employees who are less engaged need to figure out how to turn it around... But where should they begin? How can you help them pinpoint the changes needed and to move away from externalizing the blame? Join me to talk about some practical support you can offer.

As a Sales Manager, you can make an even bigger impact when you learn how to cross-apply your selling skills. Needs assessment, proposing solutions and overcoming objections are all a part of sales coaching, too, so you've got a fine foundation to build on. It's simply a matter of shifting your delivery to meet the needs of your new customer (the salesperson!). Join me to find out how to make the shift that will make an even bigger impact on sales.

Can't live with 'em, can't live without 'em. But something's gotta give because other employees are having a hard time interacting with your technically gifted experts who aren't exactly "people persons." Let's talk about some strategies for supporting the team and developing interpersonal skills to keep the peace.

Don't make a decision and budget for sales training in 2018 before listening in to hear what NOT to do in preparing and delivering sales training in your organization. Avoid costly mistakes, wasted selling time and poor ROI. You'll receive a checklist to evaluate sales training programs and sales trainers, along with a list of the most common mistakes sales organizations make.

Fascinating finds from observations of and interviews with 7 types of problem employees... You've probably got at least 1 in your organization. This workshop is for managers and business partners who aren't quite sure what to do next with the renegades, chronic complainers, inconsistent performers and others that make your job more challenging. Join me for a different perspective, one that comes directly from these problem employees.

Buyer research tells us precisely what buyers want. Employee engagement studies clearly indicate what employees are looking for. The evidence is indisputable... But Sales Managers are mired in reports and forecasts and updates that force them to do just the opposite of what buyers and sales pros need from them. Join me to get the business case for putting people before paperwork on the job.