managing leading how and why they’re different
TRANSCRIPT
MANAGING V. LEADING: HOW AND WHY THEY’RE DIFFERENT
Dionne MischlerCEO, Inside Sales by DesignAA-ISP OC Chapter President
in/DionneMischler@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
WHAT YOU’LL BE DOING
Manage and Own UpLeading downCollaboratively work across departmentsMotivate your teamCreate and update processTrain and OnboardMeasure success and make adjustmentsKnown by their peers in the industry and community
Copyright Inside Sales by Design 2016
BY THE NUMBERS
#1 Top Challenge for Sales Leaders
Training and Development
_% Manager’s Account for employee’s variance in engagement
70%
@DionneMischler
WHY AND WHAT
@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
@DionneMischler
Copyright Inside Sales by Design 2016
WHAT YOU’LL BE DOING
Manage and Own UpLeading downCollaboratively work across departmentsMotivate your teamCreate and update process for your teamTrain and OnboardMeasure success and make adjustmentsKnown by their peers in the industry and community
Copyright Inside Sales by Design 2016
THE BASIC TABLE STAKE
1:1 Example Agenda
▪ By the numbers: goal to quota attainment
▪ Activity metrics review
▪ What went well this week?
▪ What didn’t go well?
▪ What should you work on next week?
▪ What do you need me to do?
@DionneMischler
Copyright Inside Sales by Design 2016
NEXT STEPS AND RESOURCESWhy did you decide to become a Sales Leader?
Examine these motivations very carefully
What do you need to start doing?
What do you need to stop doing?
What type of Leader do you want/need to be for your team?What actions are you taking to make this happen?
1. Jeffrie Story – Unleash your Sales DNA2. WideAngle – 1:1 software and resource. www.wideangle.com3. Ambition – connect your teams. www.ambition.com4. Leisa Reid- Management Training http://employeemanagementconsulting.com/
@DionneMischler
Copyright Inside Sales by Design 2016
RESOURCES
@DionneMischler
https://blab.im/DionneMischler http://pminsidesales.usefedora.com/
OC Chapter: http://www.aa-isp.org/chapter.php?id=69
Copyright Inside Sales by Design 2016
WHO AM I?
@DionneMischler
Professional
17 years in Sales and TechnologyBuilt first official Inside Sales team in 2007Today, Founder of Inside Sales by DesignPresident of AA-ISP OC Chapter since 2009
Personal
Born and raised in the Chicago Suburbs living in OCInternational Business & Business Administration degree from Carthage CollegeMarried 9 years; Mother to 2 childrenPassionate about Inside Sales and Education
Copyright Inside Sales by Design 2016
Dionne MischlerFounder, Inside Sales by DesignAA-ISP OC Chapter President
in/DionneMischler@DionneMischler