by Tracey Wik, Amy Dordek

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While we may think selling is only for those with the title, Learning and Development’s ability to capture leadership’s mindshare and resourcing is imperative to its impact on people and organizational goals.

Consider that everyone has natural selling skills that can be put to work in the service of not only one’s objectives but to the overall objectives of the organization. This session will debunk selling myths, and explore how talent analytics can help unleash the sales capacity of your organization to achieve your business outcomes. While we don’t expect anyone to change jobs in the middle of our presentation, we do hope a curiosity will arise about how to use your own powers of influence to advance your Learning and Development agenda.

Most sales leaders would say people are key to their success. Yet, most leaders who will tell you “people are my most important asset” often cannot tell you specifically why or how. This is because most organizations have created their sales function without a lot of thinking about their structure, their roles and even the people in those jobs.

This session will explore:

  • Talent is your only sustainable competitive advantage: By taking a step back to consider what outcomes you are committed to achieving, you can design a sales organization and staff a sales team that supports your go-to-market strategy and business objectives
  • How you hire and who you hire is critical: To recruit these talented and rare salespeople, employers need to understand what activities differentiate success rather than relying on gut instinct.
  • Your ability to manage, develop and train your talent determines your level of success: Reframing sales from transition to value demands that organizations understand the buyer’s perspective, and creates alignment of sales people to meet buyer’s where they are not where you want them to be. Learning & Development then becomes targeted and can be seen as the enabler of change.
  • This approach also makes sales leadership easier as leaders can coach to an employee’s strengths. The ability to understand the strengths of the individual and the team contributes to greater employee engagement and increased business performance
Tracey Wik
Tracey Wik
Amy Dordek
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