Read more at LeadingAST.com Building a great team via a development and organizational plan - a plan that every sales leader should have. Do not wait for another team to build it for you - this shows you how to build a great team and drive success.

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Michael Weening
Bell Canada, Vice President
Wireless Business Markets, Consumer Direct, Radio & Paging
A long term approach to
Organizational Development

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Who We Are
• Direct sales, professional services and engineering
organization
– Voice, smartphones, modems/sticks, solutions,
services consulting.
• 4 regions/6 times zones/ 2 languages covering
Canada
– B2B Enterprise/Medium (Direct)
– Small Business (Call Center)
– Consumer Sales (Call Center)
– Private Radio & Paging

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Traditional Training Paradigm
• Most training is product centric
• It is easy to focus on products and services
• Ignores impact that training can have on culture
• Not linked to hiring, career stage or experience
• How do you assess who needs what training?
• ‘We think this is what they need’ versus ‘Quantitatively – we need this’
• Difficult to measure
• Some training conducts product tests after a course
• Very little skills testing
• Difficult to make part of the culture
• Lacking long term reinforcement in development plans or manager
• Very few (if any) people have a development plan
• Regular development 1:1s or even operational 1:1s are infrequent
• Challenge of central control versus regionalization
• ‘We have a favourite trainer’ ‘Doesn’t know our market’

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
What about the Manager?
“Sales management training is the category
of sales training addressed with the least
frequency – less than annually, if at all.”
- American Society for Training and Development State of
Sales Training, Research Study 2009

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Our Change in Approach
• It isn’t just about
training it is about
DEVELOPMENT
• Must balance
formal versus
employee initiated

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Our Change in Approach
• Evolve formal training
• Determine what we need quantitatively
• Vector training to needs
• Standardize
• Reinforce training with Managers
• Measure results
• Start again
• Encourage a range of ‘self initiated’ training
• Choose to be GREAT – accountability for their own career success
• Use the development plan as an anchor
• Encourage 1:1s that are development centric
• Coach the manager as part of the process

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Assessment
Self
Empowered
Learning
Mentoring
Coaching
Formal
Training
Development
Plan
Guided
Training
Experience
A Holistic Approach to Development
• CDC
• Other
• Harvard BR
• Learning Library
• Associations
• Elite Program
• PI, SSAT
• PI PRO
• 360
• Internal
• External
• VP Learning Sessions
• Coach the Manager
• Development 1:1
• On the road
• Quarterly UBM
• Standardized Methodology
• Meeting in a Box
• Development Plans
moved from 0% to 85%

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Key Best Practices
• Predictive Index: Personality survey to facilitate quality hiring (profile
to role) and deep development conversations
• Elite Program: Top 3% of sales reps given an annual training budget
for personal development, quarterly calls with VP and focused
development management
• Management coaching: 1:1 monthly coaching of managers around
leadership, coaching skills. Each manager subscribed to Harvard BR.
• Strategy Council: 15 high performing team members do a 6 month
assignment meeting 2X a month to provide field perspective on
marketing, product and operational programs prior to launch.
• Learning Library: Regional “libraries” filled with the best sales and
business books and relevant periodicals (Selling Power,
Wired, Business Week) to facilitate ongoing learning.

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Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Sales Leadership Conference, Philadelphia - September 21, 2010 - www.sellingpower.com/leadership
Thank You
and
Questions?