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Sales Managers: 7 Sales Productivity Drivers You Might Be Missing

This presentation is about knowing what drives sales productivity and how to strategically pull the levers for a balanced and more predictable performance.

We’ll review the top 7 Sales Productivity Drivers and the interplay between them. You’ll be able to diagnose which ones you need to work on for improved sales performance.

Join me to identify which Sales Productivity Drivers need your attention and which ones can go on auto-pilot in your organization.
Recorded Jun 18 2019 44 mins
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Presented by
Deb Calvert, Sales Author, Speaker, Researcher, and Coach
Presentation preview: Sales Managers: 7 Sales Productivity Drivers You Might Be Missing

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  • Warning! These Habits & Traits Could Make You a Toxic Leader Dec 1 2020 4:00 pm UTC 45 mins
    Deb Calvert
    Check yourself before you wreck yourself!

    The habits and traits that make you so effective in your current role may not translate well in a next-level job... or maybe you've already taken that next-level job and can't figure out why things aren't working out. It may be time for a re-set. Tune in for this presentation to learn more about:

    -- the 12 classic career roadblocks and blindspots that can trip you up
    -- what works on the front line but doesn't work in management
    -- what managers need to leave behind when they become executives
    -- the impact of toxicity in supervisory and management level roles

    You'll also get access to a free tool with practical tips you can use right away if any of the toxic warning signs show up for you.
  • Succession Management: Don't Put So Much Stock in the 9-Box Model Nov 3 2020 4:00 pm UTC 45 mins
    Deb Calvert
    I don't like it. I don't think it works. And I have yet to hear a single example of its effective, objective application. The 9-Box Model for reviewing talent and for succession management is NOT all it's cracked up to be. If you're using the 9-box model, tune in for a contrarian opinion about:

    -- Ranking people as hi po/ hi per and using this in business decisions
    -- The unintended consequences of ranking people at all
    -- Why your 9-box model isn't really helping you develop bench strength
    -- The added dangers if your process isn't completely transparent

    And, yes, we'll also talk about alternatives that make more sense for effective succession management, talent development, retention, engagement, and other human capital needs inside your organization.
  • What You Can Do to Improve the Employee Experience in Your Workplace Oct 6 2020 3:00 pm UTC 45 mins
    Deb Calvert
    The war for talent is heating up. Employees have options, and they just aren't as loyal as they used to be. But there is something you can do, something that will improve your rates of retention and stabilize your workforce.

    It's all about creating a better employee experience. It doesn't have to be outrageously expensive or terribly time-consuming. You just need the secret sauce that will help you to:

    -- Boost employee engagement
    -- Create a workplace culture that fosters a sense of belonging
    -- Ennoble and enable employees

    That may sound like an elusive fantasy. But it's not. Tune in to find out how you (yes, YOU) can improve the employee experience in your workplace.
  • Introduction to Customer Experience for Every Organization Sep 1 2020 3:00 pm UTC 45 mins
    Deb Calvert
    Customer Experience (CX) is not a passing fad. It's THE business differentiator that will draw customers to you like moths to a flame. Or, if you ignore it, it's what will have your competitors eating your lunch everyday.

    This presentation is for small business owners, salespeople, and others who are seeking ways to become memorable and indispensable to buyers. We'll cover:

    -- The basics of CX: what it is any why it matters
    -- Research with buyers that explains why you want to get in on this!
    -- How to provide a relevant, meaningful, personalized experience
    -- Why superior customer service and low prices aren't enough anymore

    CX really does give you a competitive advantage. Don't get left behind!
  • How Much Is Too Much? Appreciation, Recognition, and Rewards Aug 4 2020 3:00 pm UTC 45 mins
    Deb Calvert
    I once had a boss who said "I give you a paycheck. That's all the recognition you need." He was missing the point. No one NEEDS recognition... But, studies show, most people do a better job when they get it!

    In this presentation, we'll cover:

    -- The basics of when, where, why and how to show gratitude and to recognize employees
    -- The risks of rewards (yes, they can backfire!)
    -- The business case for creating a culture of encouragement
    -- Myths about Millennials and what they expect
    -- What research says about employee recognition

    Don't worry. We're going to cover more than the kumbayah and fluffy stuff in this one!
  • Critical Thinking: an Essential Skill in Turbulent Times Jul 7 2020 3:00 pm UTC 45 mins
    Deb Calvert
    Logic. Reason. Rational thought. In the heat of the moment, in a volatile and turbulent time, sometimes these get lost. Emotions prevail and hasty actions create bigger problems that could have been prevented with a healthy dose of critical thinking. When you build this essential skill, you'll get better at:

    -- Evaluating options
    -- Solving problems
    -- Resolving conflict
    -- Making decisions
    -- Negotiating
    -- Influencing others

    Check out this presentation for a re-introduction to critical thinking. It's a core competency that is more important now than ever.
  • Soft Skills Are Hard! Becoming a Well-Rounded Leader Jun 2 2020 3:00 pm UTC 45 mins
    Deb Calvert
    Your technical expertise will only take you so far. In every job, there comes a time when the functional knowledge and experience just aren't enough to get the job done. That's why you need soft skills, too. Join me to learn about:

    -- What are "soft skills" any way and why do I need to work on this?
    -- The impact it can make when managers have strong soft skills
    -- How to develop soft skills (no matter what your personality type!)
    -- When and where your soft skills will come in handy

    Become a more well-rounded leader by developing yourself, not just your expertise.
  • Be the Manager that Everyone Wants to Work for May 5 2020 3:00 pm UTC 45 mins
    Deb Calvert
    What is it, really, that sets the best supervisors apart from the rest? And what would it take to BE that supervisor, the one that everyone wants to work for and never wants to leave?

    You can be that manager. It's easier than you think to engage, motivate, inspire, and win the hearts and minds of team members. In this presentation, you'll discover how to:

    -- Manage work AND lead people so you are more effective
    -- Do the little things that add up to strong employee engagement
    -- Reallocate your time to the tasks that have the right impact
    -- Leverage your strengths for connecting with people
    -- Access resources and training for ongoing skills development

    It all boils down to simple behavioral choices that anyone can make. The first choice is attending this presentation so you can get started right away!
  • How to Get the Most Out of Business Meeting Apr 7 2020 3:00 pm UTC 45 mins
    Deb Calvert
    Ugh. Another meeting.

    It doesn't have to be that way. Whether you're the one facilitating the meeting, setting the agenda, or simply attending, there are proactive steps you can take to make sure your time (and others' time!) is well spent. In this presentation, I'll show you how to:

    -- Create outcomes-based meetings and get things done
    -- Plan the perfect agenda in minutes
    -- Determine who should attend your meeting and which ones you really need to attend
    -- Engage every person attending every meeting
    -- Get what you need from the meetings you attend

    No more sitting in the back slumped down in your chair! You can make the most out of every business meeting but using these practical tips!
  • 10 Ways to Make Any Team More Effective Mar 3 2020 4:00 pm UTC 45 mins
    Deb Calvert
    It's true: team work makes the dream work. Also true: keeping all members of a team engaged, motivated, and pulling together isn't easy. That's why every team could use a tune up. And it's why you'll want to tune in for this presentation to learn how you can:

    -- Build and sustain solid, committed teams
    -- Ensure that both group goals AND individual goals are valued by all team members
    -- Foster healthy dialogue that improves team decision-making
    -- Capitalize on the strengths of every team member
    -- Make your team more productive and more efficient

    This presentation is for everyone who works with anyone in a team setting.
  • What to Do When Your Business Operates in Silos Feb 3 2020 4:00 pm UTC 45 mins
    Deb Calvert
    Not all silos are bad. They serve a purpose, and they provide clarity about roles and responsibilities. But when organizations operate too narrowly in silos, results suffer. Join me for new insights about:

    - How to identify when silos have become a barrier to productivity
    - Why silos may be causing you to lose high potential talent
    - What to do about silos that have become a problem
    - Ways to build cross-functional collaboration

    Don't wait until it's too late. Assess and address your silo situations before they divide your business any more.
  • The Best Assessment Tools for Boosting Team Effectiveness Jan 7 2020 4:00 pm UTC 45 mins
    Deb Calvert
    So many to choose from! But which one is best? Which assessment tool will meet the needs of YOUR team?

    In this webinar, you'll learn about:
    - the various types of assessments most often used for building team effectiveness and strengthening collaboration.
    -- How do identify the type of assessment your team needs
    -- Best practices for using a team assessment instrument
    -- What to do after the assessment for maximum impact

    I'll also share my favorites and explain why I like them and what I've seen them do. After all, you want results (not just a fun workshop), right?

    Bonus giveaways will include discounts on an assessment you may not have heard about yet. It's a powerful one that everyone who's part of a team should consider!
  • 10 Reasons Employees Under-Perform & How to Turn Them Around Recorded: Dec 10 2019 43 mins
    Deb Calvert, Executive Coach & President of People First Productivity Solutions
    Don't exacerbate turnover issues or risk losing skilled talent by giving up too soon on under-performers. Instead, take a look at these root causes for a lackluster performance and turn this situation around.Your colleagues and business partners will become more engaged and elevate their performance when you take this approach.
  • Creating the Sales Culture that Makes Sense for Your Team Recorded: Dec 3 2019 46 mins
    Deb Calvert, sales researcher, trainer, coach, author, and speaker
    Something they didn't tell you in Sales Manager Training 101... YOU are in charge of sales culture. But what does that even mean? What are you supposed to do? And how can one person create a culture for their team inside a larger organization?

    We'll tackle all these questions and more so you can drive sales productivity AND create the environment you want for your sales team. We'll also talk about the downside of not intentionally setting your own sales culture (spoiler alert: you don't want to invite these issues!).
  • Assertiveness & Influence Skills for Everyone Recorded: Dec 3 2019 47 mins
    Deb Calvert, certified executive coach
    Want to make an impact? Need to make sure your voice is heard and your ideas are taken seriously? Time to change things up and you're not sure how to get others onboard?

    No matter what your job role, personality type, level of experience... YOU can make the difference you want to make. You can persuade others and help them see your point of view.

    We'll make clear distinctions so you won't cross the line between being assertive and obnoxious or aggressive. We'll help you be persuasive without feeling sales-y, selfish, or manipulative. This is all about YOU getting what you want while also helping others get what they want, too. That makes you a leader!
  • Sales Process Coaching Recorded: Nov 12 2019 39 mins
    Deb Calvert, sales manager trainer and coach
    Sales coaching isn't the same as managing or mentoring. There are specific coaching tools and techniques you can use during every phase of the sales process. Learn what the most curbside coaching looks like and get takeaway tools you can use right away to become more effective as a sales manager who truly coaches.
  • Time Management for Managers Recorded: Nov 12 2019 44 mins
    Deb Calvert, president, People First Productivity Solutions
    So. Much. To. Do.

    So. Little. Time.

    Reclaim control of your calendar and focus your time where it matters most. Learn how to avoid getting sucked into reactive, fire-fighting mode and other time-sucking derailers. Get practical strategies for making every minute count so you can be the best people manager possible.
  • Top Sales Hacks for 2020 and Beyond Recorded: Oct 1 2019 35 mins
    Deb Calvert, sales trainer, coach, researcher, author & speaker
    It's baaaack! Deb's annual review of the latest and greatest sales hacks you won't want to miss out on. Most are no cost or low cost, and all of them have been personally tested in the field. Best of all, YOU can access these tools on your own to save time, automate processes, connect with buyers, and make the most of every single sales day.
  • Emerging Leaders: How to Identify, Retain & Motivate Them Recorded: Oct 1 2019 45 mins
    Deb Calvert, executive coach and HR consultant
    Build the business by building the people. But what people? And how?

    We'll talk about the reasons Millennials (and others!) need more from your organization and how you can give them what they need. In return, you'll get higher rates of employee engagement, longer-term retention, and succession management from within.
  • Sales Onboarding & Training for Better Retention and Ramp Up Recorded: Sep 5 2019 41 mins
    Deb Calvert, sales coach / researcher / trainer / author / speaker
    Are you tired of interviewing, hiring, onboarding, and LOSING sales talent so you have to start all over again? Do your new hires flounder and fail because they never seem to get a good grasp of what will make them succeed? Join me for this webinar to:

    + Find out what new hires need, starting on day one
    + Learn how to make onboarding more effective
    + Ramp up new sellers faster so they hit goals sooner
    + Partner with others to make the onboarding/training go faster
    + Stop the revolving door on your sales team

    Remember -- your sales can only be as good as your sales team! Take these proactive steps to improve performance today.
We build organizational strength by putting PEOPLE first.
Thought-provoking webinars about Sales, Leadership, Employee Engagement and Team Effectiveness. Our research and topics focus on getting from people by giving more of the right stuff to people.

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  • Title: Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
  • Live at: Jun 18 2019 3:00 pm
  • Presented by: Deb Calvert, Sales Author, Speaker, Researcher, and Coach
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