 |
| EXECUTIVE BREAKFAST - UPCOMING SESSION - MARCH 5, 2009 |
| |
|
Markets evolve, clients’ change, technology advances, competitive pressures increase. There is truly no constant but change itself.
Faced with all of these factors, BMO Capital Markets – Global Treasury Management recognized that one of the keys to successful execution of their strategy will be to ensure that Sales Professionals have the skills and processes necessary to earn the right to be a Trusted Advisor with both existing and prospective Clients.
BMO Capital Markets has implemented a powerful solution to achieve their strategy, in partnership with Fusion Learning, Canada’s fastest growing Sales Effectiveness firm, and Caliper Canada, global leaders in helping successful companies hire and develop their professional staff.
Our Keynote speakers from BMO Capital Markets, Fusion Learning and Caliper Canada will share the approaches that Global Treasury Management has taken to implement sustainable change within their sales organization.
During this session we will:
- Learn about best practices from BMO Capital Markets on how to build sustainable Trusted Advisor relationships with their Clients
- Provide practical tools on Trusted Advisor selling skills that can be applied within your organization including: effective prospecting and positioning; conducting a strategic conversation; asking thoughtful questions; building relationships
- Share details on how this initiative uses the Caliper Profile – a sales assessment tool that helps Sales Professionals identify and leverage innate strengths within the context of the sales effectiveness training
| Arrive: |
| Thurs. March 5, 2009 @ 7:30am (Breakfast served) |
|
| Session: |
Presentation & Discussion 8:00am – 9:30am |
| Location: |
The Weston Harbour Castle, Toronto |
RSVP: Please confirm attendance by contacting
Scott Gilmore at (416) 424-2999 ext. 226, or scott@fusionlearninginc.com |
BEST PRACTICES
|
Kevin Higgins, Managing Partner
Practical Sales Management
It's all about attitude, skills and a few key processes
Attitude - most sales leaders think "if I hit my number for the year I’m successful". That’s necessary, but not sufficient. The attitude we try to help organizations with is that the role of the sales leader is not to create sales.... it’s to create salespeople. You are the 'Coach', not the 'Captain'. |
|
Skills - great sales leaders (like great salespeople) ask excellent questions, they are highly skilled at listening and they only come forward with advice once they have tried to coach their people to find their own solutions.
Processes - We believe in four critical processes for sales leaders:
a) World Class one-on-ones: We often see very tactical one on ones or we hear from leaders that they constantly do one-on-ones – “my door is open whenever they need me”. Our definition of a world class one-on-one includes it being strategic and tactical; it pays attention to the person and their results (not just their results); it’s an on-going series of conversations (we show how to prepare in under five minutes and take notes that will connect one meeting to the next) and when done right, people will seek you out if you miss their scheduled monthly time (vs. the traditional attempt to avoid; or the "not this again" attitude when the time arrives).
b) Sales Meetings: Sales leader surveys they tell us that on average they would rate their meetings as a 6 out 10. Who wants to attend a meeting that’s a 6? Not me! We help sales leaders learn six keys to successful sales meetings that will create meetings that are consistently rated as an 8+ out of 10. As a bonus, we show them how to prep in 15 minutes or less, so great quality meetings do not require great quantities of time.
c) Field Coaching: We must prepare well with our salespeople; we must allow them to run the call; and we must have an excellent feedback discussion (not a 'let me tell you what you should have done' monologue).
d) Pipeline Management: No one has the foolproof system to give us perfect data. That being said, don't let lack of data stop you from diagnosing and helping your people to create healthy pipelines. Pay attention to their deals - more importantly, pay attention to the overall 'shape' of their funnel and where they will be in one, three and six months time.
It's hard to sum up practical sales management in one article – We’re considering writing a book on sales management, in concert with our Clients. An email of encouragement from you would push us to action. (Kevin@fusionlearninginc.com). |
|
| NEW FUSION TEAM MEMBER
|
David Kvesic
Fusion Learning is pleased to announce the appointment of David Kvesic as Director, Sales Effectiveness, responsible for new business development and building lasting Client relationships. David has 15 years of experience in business development, operations and senior sales leadership with Best Buy, Synnex, Royal LePage and most recently with a leading risk mitigation and process improvement firm. |
EXECUTIVE BREAKFAST RECAP
The New ROI of Sales Training
|
What’s training worth to your company? “A lot!” you might say, but even a true believer will be hard pressed to put a proven dollar sign on that value. But that’s about to change, as participants heard at a recent Fusion Executive Breakfast at Toronto’s elegant Gardiner Museum on November 13, 2008.
Business Development Bank of Canada (BDC), a Crown corporation commercial bank and consultancy with a long and celebrated record of enlightened HR practices, decided to bolster its sales managers’ technical competencies with coaching skills, the better to serve its own and its clients’ needs. BDC executives’ desire to learn the value of the transformation coincided with a new program from the federal government’s Human Resources and Social Development Canada (HRSDC) intended to show the value of training to the country’s SME’s.
The result was a four-way partnership – BDC, Fusion Learning, HRSDC, and the Canadian Society of Training and Development (CSTD) to evaluate results.
As breakfast participants heard, the training and initial evaluations are complete, with enthusiastic responses from BDC sales managers for their more disciplined sales processes and accompanying coaching skills. Sales managers returned an 84% readiness to incorporate the new learning in their work and a 97% willingness to apply the new processes.
To establish the longer term impact of the new processes, on-going BDC business results will be tracked over a period of months.
Plan now to join Fusion Learning and other Sales and HR Leaders when those ROI results are announced at a future Fusion Executive Breakfast.
If you were unable to attend the event and would like to receive session material, please contact Scott Gilmore at scott@fusionlearninginc.com or call him directly at
416-424-2999 ext. 226
|
| SUBSCRIBING |
Please click here to send us an email address of any colleague or associate who might benefit from insights!
To unsubscribe click here. |
|
|
|
