NCCET Webinar - Strategies for Creating a Dynamic Sales Team. Learn more at http://www.NCCET.org

1. Strategies for Creating a Dynamic Sales Team February 11, 2010 Presented by Jane Whitmore Manager U.S. Education Channel James Potantus  Vice President

2. Selling to Business & Industry Previous model vs. what’s needed now Best practices in selecting sales professionals Best practices in managing the team Our Objectives

3. Work is different. Jobs have changed. Has your selection system kept up?

4. Yesterday’s RealityToday’s Reality Respond to incoming requests Department existence supported by college Sufficient incoming new business Specific needs Personal relationships Proactive sales efforts Department self-sustaining Clients deferring to future Broader issues CRM system (communication)

5. Best Practices in Selection

6. Components of Good Selection Process Prior industry experience (sales, B&I) Based on Competencies (OD, training background) Gathers Behavioral Examples (collaboration, partnerships) Examine Motivational Fit (competitive, hunter vs. farmer, compensation, work/life balance) Provides a Good Experience (life long learners, inquisitive)

7. Think HolisticallyThe Complete Success Profile What people know What people can do Technical and/or professional information needed to successfully perform job activities A cluster of behaviors performed on a job What people have done Who people are Educational and work achievements needed to successfully perform job activities Personal dispositions and motivations that relate to job satisfaction, job success, or failure

9. General understanding of contracting process

10. Customer Focus

11. Persuasive Communication

13. Developing sales plans

14. Enjoys customer interaction

15. Continuous Learning

17. Some Consultative Sales Competencies Managing the Sales Job Supporting Sales Implementations Customer Networking Building Mutually Rewarding Relationships Sales Opportunity Analysis (pipeline) Sales Call Facilitation Persuasive Communication (authentic, genuine) Devising Methodology, Approaches and Solutions

18. Achievement Salary/commission match Independence Recognition Active Learning Sales Disposition (volume of work) Job Fit Professional Demeanor (image and tone) Motivational Facets

19. Business Engagement ModelCustomer-Centric Process 2 Brand Strategy Positioning & Architecture 1 Understand the Market Internal & External 3 Build Relationships Marketing, Communications, Sales

20. The Key to Customer-Centric ModelsManaging Perceptions

21. Delivering on the PromiseOrganizationally Speaking Organized by Business Function

23. Setting Revenue Targets Set a revenue goal. Don’t be scared. Don’t settle for X if you don’t want to. It’s a goal; it should be realistic but a stretch! Take a look at your revenue streams and figure out what percentage of your total revenues comes from which source. Now, use those percentages to figure out how much you’d need to make from each of them in order to reach your overall revenue goal. Once you have annual revenue goals for your various income streams, break that down further to monthly/quarterly revenue goals. Now that you have revenue goals for each of your revenue streams, figure out what you need to do deliver in order to reach that goal. Figure out how to make that happen, where to find those customers or additional clients!

24. Making a Positive Impression Be prepared (do your homework) Set a positive tone Pay attention to the individuals wants and needs Manage the interaction Make your demeanor engaging Share personal success stories Testimonials (visual and writing) ROI stories

25. Antiquated sales methodologies Tactics before strategy Transactional vs. Consultative Branding (logos, business cards, etc.) Lack of strategic positioning Collaboration/Partnerships Extension of Your Sales Team Span of work – End results for the clients (Kirkpatrick’s level) ROI Evaluation Time!

26. Thank you for attending! Jane Whitmore, Manager US Channel Education Development Dimensions Int’l (DDI) (412) 220-7984 jane.whitmore@ddiworld.com James Potantus, Vice President Corporate College A division of Cuyahoga Community College (216) 987-2932 (office) james.potantus@tri-c.edu