This document discusses building and maintaining a winning sales team. It emphasizes hiring the right people, onboarding new employees effectively through training, setting clear expectations and maintaining momentum with strong leadership. It also stresses the importance of measuring performance, motivating top performers and rewarding success for long-term results. The overall message is that a successful sales team requires strategic focus on recruitment, development and accountability at all levels.

1. Building and Maintaining a
Winning Sales Team
Kevin Purcell, Hewlett-Packard
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

2. Building and Maintaining a Winning Sales Team
Hiring
Rewarding the right people for long-term success
Recruit On-boarding
Managing Measuring
Motivating
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

3. People smart , results driven
Helping companies Invest in their #1 Asset-Their People
Human Analytics…Benchmarking your best sales members
1. SELECT- a strong job fit by finding the best fit between
a person’s natural ability to do the job, the requirements of
the job and the culture of the organization.
2. RETAIN- by improving job fit at the point of selection,
providing managers with the insight to customize employee Coach to the World’s Top CEO’s
development plans for high performing talent.
3. DEVELOP – your key talent for long-term business
results
www.PIworldwide.com Info@PIworldwide.com 1-781-235-8872

4. Building and Maintaining a Winning Sales Team
Hiring
On-boarding
Develop a streamlined program for new hires
during their first three months of employment
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

5. What do the world’s most effective
salespeople do that you don’t?
How to Effectively Sell in Today’s Environment
Transforming a Sales Organization
1. Greatly increase the number of appointments
you make with qualified and eager prospects
while actually reducing the amount of time you
spend prospecting.
2. Turn your current prospecting model into a full
and almost automatic New Business
Development campaign.
Coach to the World’s Top CEO’s
3. Elegantly work with and talk to gatekeepers so
that they actually become allies in your sales
process.
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
SellingThroughCuriosity.com Support@barryrhein.com (866) 966-2233

6. Building and Maintaining a Winning Sales Team
Hiring
On-boarding
Set clear expectations for the individual
Measuring
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

7. Building and Maintaining a Winning Sales Team
Hiring
On-boarding
Create and maintain
momentum with
strong leadership
Measuring
Motivating
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

8. You want results…faster!
Helping companies go from GREAT to MASTERY for exponential results.
Strategic Acceleration Methodology
1. CLARITY– Strategic Clarity is the ability to know where
you really are right now and smartly document the vision
you really, really want to achieve.
2. FOCUS – The problem lies with distractions. Life’s fast.
You must focus on High Leverage Activities that truly Coach to the World’s Top CEO’s
produce the RESULTS you want.
3. EXECUTION – You have to take action — the right
action to achieve exceptional RESULTS.
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
www.tonyjeary.com mastery@tonyjeary.com 1-877-2 INSPIRe

9. Building and Maintaining a Winning Sales Team
Hiring
Develop a culture of accountability On-boarding
Managing Measuring
Motivating
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

10. How will you create a lasting impact?
Helping clients deliver exceptional growth through a unique return on their relationships
Strategic Relationship Planning™ (SRP)
The systematic transformation of an individual, team or
organization's most valuable business relationships.
Intended to redefine ROI as a Return on
1. Involvement ™
2. Influence ™ Coach to the World’s Top CEO’s
3. Integration ™
4. Image ™
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011
RelationshipEconomics.NET info@relationshipeconomics.net 404-419-2115

11. Building and Maintaining a Winning Sales Team
Hiring
Rewarding On-boarding
Indentify top performers
Managing Measuring
Motivating
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011

12. Building and Maintaining a Winning Sales Team
Sales 2.0 Conference East, Boston June 20, 2011 sales20conf.com/boston2011