Excerpts from Professional Development for Sales Teams presentation. For more information contact Peter Rovick: provick@hotmail.com

1. The Green Thumb Guide
Peter Rovick
PDR Professional Development

2. Which is Your Team?
Yielding fine wine Dying on the vine
or

3. Heard at HQ …
We have a World- We use the best Lead No training… I need my
Class sales force! Qualification models team out selling!
- Sales VP - Marketing - Sales Mgr. #1
Forecasts were due on Friday !@#$
We provide hands-on
- Sales Manager #2
reinforcement to lock-in skills
- Coach
We leverage and foster
ASTD competencies We continuously seek
- Training Mgr. #1 We provide a fully
and adopt best
integrated path for
practices!
personal development

4. Not Heard at HQ …
This is ‘sink or swim’. You call those ‘qualified’
Training us What happened to leads?!@*&
useless! development?
They don’t develop
What happened to ‘sharing’ ‘competencies’, they’re developing
and ‘adopting’ best practices? incompetence.
Our Coach …
My manager only manages UP ‘lives in a van down
by the river’
PDP … not I’m outta here after
helping Me. President’s Club … They talk ‘excellence’, but
foster mediocrity.

5. The Painful Truth?
Even if you are ‘crushing’ quota, is it sustainable?
Your results: ↓morale + ↓’team’ productivity + ↑client loss + ↑employee turnover
+ ↑overall net costs = infected culture (for years to come)
Instead: Shouldn’t your culture foster key competency growth to
promote sustained success?
↑employee growth and satisfaction  ↑productivity  ↑rewards (Y/Y)
+ ↑growth for individuals & teams + internal promotion(s)

6. Professional Development
• Procuring seeds
• Sowing the seeds
Assess / Plan and
• Initial Water & Care Reassess Design
• Ongoing Care
• Harvesting The Sequential Learning Cycle
• Bottling the wine
• Seasons 2, 3, 4 … Evaluate Implement
• Transplanting

7. Professional Development
• Procuring seeds Who requires more
time & attention?
• Sowing the seeds
• Initial Water & Care
• Ongoing Care
• Harvesting
• Bottling the wine
• Seasons 2, 3, 4 …
• Transplanting
“By failing to prepare, you are preparing to fail.” ― Benjamin Franklin

8. Sowing the Seeds
On-Boarding + Initial Activities:
The First 90 Days

9. Training
"The mediocre teacher tells. The good teacher explains. The superior
teacher demonstrates. The great teacher inspires." - William Arthur Ward
From Training to Adoption
• Prepare: Align with needs & goals
Assess / Plan and
• Deliver: Credible, real-world, engaging Reassess Design
• Facilitate: Involve, focus, motivate
Coaching
• Plan: Specific steps to adoption
• Integrate: Lock in new skills & knowledge Evaluate Implement
"You cannot teach a man anything. You can only help him discover it within himself." - Galileo

10. Not just Practice, Practice, Practice
Are you fostering mediocrity?
Adapt Skill
Best
Practices Module
Professional Development:
Tiered growth via cyclical
Revision
learning & application & Skill [X] Adoption
Evolution
Adapt Skill
Best
Practices Module
Adapt Skill Revision
Best
Practices Module &
Evolution Skill 3 Adoption
Ongoing Review &
Coaching Analysis
Skill 2
Revision
Adapt Skill & Adoption Ongoing Review &
Best Evolution Analysis
Module Coaching
Practices
Ongoing Review &
Skill 1
Revision
& Adoption Coaching Analysis
Evolution
Ongoing Review &
Coaching Analysis

11. Ongoing Care
• Variables:
– Soil: Surrounding Culture / Environment
– Fertilizer: Modular Training
– Water: Coaching & Mentoring
– Sun: Disciplined & Focused Practice
– Pruning: Review & Realignment
• Best Practices: Sharing and adopting
"The art of teaching is the art of assisting discovery."
- Mark Van Doren

12. Crop Threats
• Pests
– Lack of focus
– Lack of discipline
– Peers / ‘Team’ members
– Management
• Disease
– Employee morale
– Politics
– Infighting
• Drought
– Lack of professional development
• On mgmt. schedule but not within individual learning curves

13. Managers as Coaches
The top two reasons people leave their jobs are absence of training and
mentoring (leads to lack of fulfillment).
• Managers need to engage the talent instead of ‘managing’ it.
• While 70% of orgs. claim they coach
employees, most managers lack coaching skills.
• Only 11 percent of senior leaders actively coach
regularly.
• 43 percent of leaders were rated as ineffective as
coaches.
“People quit the boss, not the job.”

14. Process Highlight: Lead Qualification
Separating the wheat from the chaff …
Integrated with CRM
• Checklists & Scoring
• Specific criteria
• Tracking:
• Dissemination & Forwarding
• Measuring:
• Revenues, Profit, etc.
• Campaign ROI
• Source Quality