1. SMMConnect presents a complimentary webinar
Defining, Supporting, and Managing
Your Best Practices Sales Process
Dr. Carl Binder, CPT
The Performance Thinking Network
Tuesday, November 13, 2012
10:00 AM Pacific/ 1:00 PM Eastern (60-Minute Session)
Cost: $00
Can't attend? Register anyway to be notified when the recording and handouts are available.
Free for all SMMConnect members.
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2. Session Description:
How do you maximize performance in your sales process? How do you identify
and share best practices strategies and tactics among your sales
people? How does your organization support their performance beyond
training? How do your sales managers coach?
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3. It’s remarkable how few companies, even those with exceptionally performing
sales people, effectively document their successful sales processes, or keep
track of the best practices discovered as they execute on those processes, or
coach to those best practices. Beyond defining sales process and best
practices, sales and marketing management are charged with bringing together
the most potent combination of performance enablers possible, aligning both
training and non-training interventions around a shared understanding of sales
process and performance outcomes. Do you have an effective framework for
pulling it all together?
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4. Dr. Carl Binder, thought leader for over 30 years in the field of performance
improvement, helps companies define, support, and manage exemplary
performance, working with executive leadership, line management, and staff
functions (e.g., training and sales operations).
In this webinar, you’ll learn:
• How a simple model called the Performance Chain clarifies performance
expectations
• Why it is critical to identify and share your best practices sales process
• How to document your sales process and the performance needed to drive it
• What’s missing in the usual descriptions of sales process and performance
• How to discover and disseminate Exemplary Behavior (aka internal best
practices)
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5. • About the Six Boxes® Model, a tool for identifying how to support
performance
• How a single document can provide a framework for everything you do to
drive sales
• What managers can do to accelerate the performance of their people
• How Sales, Marketing, Field Operations and everyone else can partner more
successfully to drive sales results
You’ll learn about what we call Six Boxes® Performance Thinking – how it can be
shared across all functions and all levels in an organization to define, measure,
and accelerate desired performance while continuously improving methods,
tools, and the entire performance system.
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6. Who Should Attend:
Executives and managers involved with sales, marketing, field operations, sales
training, HR, customer service, sales automation, and knowledge management.
Anyone with an interest in accelerating sales performance with a systematic
approach.
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7. About Carl Binder
Dr. Carl Binder has been helping organizations improve performance since
the 1980’s, when he left graduate school at Harvard and began his
corporate consulting career working with banks which, after deregulation,
needed to develop sales culture and sales performance. As Founder and
CEO of Product Knowledge Systems, Inc., a pioneer during the 1990’s in
sales knowledge management, his work expanded to a dozen industries,
improving performance in sales and customer service organizations
around the globe.
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8. Since Co-Founding the Performance Thinking Network (formerly Binder Riha
Associates) in 1998, Carl has been developing and refining what is now
called Six Boxes® Performance Thinking, a plain English, research-based
approach to analyzing, understanding, and improving performance in
organizations that can be shared and applied by executives, managers, HR,
Training and performance professionals in all fields, and front-line line team
leadership.
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9. He has authored more than 50 publications in fields ranging from basic
behavioral research to sales and service management, marketing,
instructional design, educational policy and practice, performance
measurement, and organizational change. He received the Fred S. Keller
Award in 2004 from the American Psychological Association for contributions
to training and education, and the highest award of the International Society
for Performance Improvement, Honorary Lifetime Membership, in 2009. You
can download a variety of his publications at
http://binder-riha.com/publications.htm and
at http://www.sixboxes.com/Resources-Library.html and contact him by
email at carlbinder@sixboxes.com.
Carl lives with his wife and business partner, former sales and marketing
executive, Cynthia Riha, and their children on Bainbridge Island, near Seattle,
Washington.
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