Strategies for Managing Sales Teams: How to find, select and compensate these critical hires
MaRS Centre
101 College Street
CR-2
Toronto, Ontario
Hiring, managing and compensating effective salespeople is one of the biggest challenges faced by young companies, it can also be the area where most executives have the least experience and the most discomfort from a management perspective. This practical, experience based session will work through the importance of identifying, sourcing and hiring the right person for the needs of your business, considerations in managing them, and structuring compensation plans to incent the right results, and protecting the company's ability to turn a profit.
You’ll Learn:
Hiring and selection
- What kind of salesperson do you need and when do you need them?
- How to identify and attract the right salespeople
- How to effectively interview and select a salesperson who is masterful at selling themselves.
- Making the right offer in the best interest of the company and not just in the best interest of the salesperson.
Management
- How to manage the tornado - remote employees, out there representing the company, making promises to customers, and potentially giving away your business.
- Sales lingo what are they talking about?
- Determining and Communicating expectations
- Calculating incentives
Leadership
- What does real sales leadership look like and what are the disastrous pitfalls that must be avoided?
- Lessons from the field what has worked, what has definitely not worked and lessons learned from years of building up and tearing down sales teams.
- Key ingredients of a good plan
- Top mistakes and consequences
- Protecting your business from bad plan design
Speakers: Helen Robert and Lynn Cameron, Managing Partners of TechEdge, and
Margo Crawford, President & CEO, Business Sherpa
Who should attend:
CEO's, CFO's, VP Sales, HR, other management team members.
Part of the MaRS Best Practices Series
Additional Generous Support by:
About The Speaker
Lynn and Helen are actively involved with Technology Associations throughout Ontario, and have been asked to share their expertise with OCRI’s (Ottawa Centre for Research and Innovation) CFO Group and Commercialization companies, as well as a number of HR related groups and associations. TechEdge has been nominated for OCRI’s Supplier of the Year Award, and 2 Vision Awards for their active support to advance the profession of HR through the Ottawa region Rewards Association (ORRA). Helen was the founding Chair of ORRA, and continues to lead their Student Programs Team.
Margo is a dynamic business leader whose 25+ year career has spanned diverse and challenging environments. She has been recognized in Ottawa as a Human Resources leader and was the recipient of the prestigious Vision Awards as Human Resources Professional of the Year; as a respected thought leader she has been asked to speak in several venues including Mindtrust, OCRI’s 45th Circuit, Carleton University, boardrooms, has sat on several association panels and conducted media interviews.
Related video
Human Capital: Building high performance teams for your start-up's success - 2009/10
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