Sales Effectiveness Breakfast Event Series: Friday 15 October 2010

What is changing in our organisations as society becomes more tribal & connected – and what are the implications for our sales teams?

What are new generations of salespeople looking for in their leaders?

 Is there a way for you to develop the leadership skills necessary to be effective in this brave new world?

If you sell for a living you need to ensure you’re leading your customers and clients as effectively as you canWhilst some aspects of leadership remain constant – other elements move with our situation, and the challenges we face.  The need for community and a tribal view of the world has been with us through human history.  The concept of “tribes” has become one which is achieving a lot of recent attention as individuals look to come together in groups with shared values and interests.  And a core element of a tribe is a family.  Recent research has demonstrated that what we’ve learnt over millennia – that the art of good parenting has a much wider application in a world which is becoming more and more tribal.  The generations now entering – and leading – our sales teams are looking for more authentic leadership.  They want to share the values of the tribe – and be led by leaders who actively demonstrate these values.

In this session be prepared to be challenged about what lessons we can learn from the home front which we can apply immediately to our organisations.  Dr Yvonne Sum is an acknowledged expert in two spheres – family dynamics and parenting, and organisational leadership.  Yvonne will share a 7 part model which will help any salesperson or sales manager be a better leader

Yvonne will expand on the following framework, and demonstrate the power that lies within us all to be good leaders:

• Leadership starts and ends with role models
• Respect is essential
• We all need rules & routine
• We need to be personally responsible – and actively respond
• Personal reflection and review is the key to growth and performance improvement
• If things need to change – they need to change

And the bonus that you’ll take from Yvonne’s presentation is that it could even do something more important than increasing your sales – it could even help you become a better parent.

How can a discussion with a competitor lead to imprisonment – or a $500,000 penalty?

Can I be held personally liable if I mislead a customer?

How can the use of social media have consequences in the workplace?

Are there ways I can protect myself and my staff from these risks?

Recent developments in the law have increased the potential personal legal consequences that may be faced by employees.  Likewise, the expansion of social media as a sales and marketing medium has meant that a number of additional legal issues can inadvertently be caused by employee conduct.

In today’s world, the law is constantly impacting business activities, particularly sales activities.  No longer are company chairs and chief executive officers the only individuals in the firing line.  Sales directors and managers are increasingly faced with the prospect of personal legal consequences such as individual penalties and in some cases even the possibility of imprisonment.  As a sales professional and manager you are particularly exposed in your interactions with customers and competitors to the risk of engaging in a breach of the Trade Practices Act (soon to become the Competition & Consumer Act, 2010).  It is important to be aware of current legal obligations affecting your job description – not only for professional reasons – but personal ones.

Barbara Lichti is a qualified lawyer and has spent over 14 years as an in-house legal counsel locally and overseas for a number of large multinationals – including The Coca-Cola Company and Colgate-Palmolive.

In this not-to-be missed session, Barbara will help you comply with the Trade Practices Act regarding cartels and misleading or deceptive conduct.

She will also provide some insight into the legal minefield associated with social media.

Do you have a plan for your career as a leader?

Do you know what your next vocational, professional, sales or management role will look like?

Are you actively filling gaps (in competencies knowledge, experience, professional and social networks) to ensure you reach your career potential?

Without answers to these questions, it can be like a ship without a rudder or compass upon an ocean – you may be moving, but are you heading in the right direction?

More than any other time in human history, the responsibility for our personal career plan and professional development is upon us.  The establishment of what some have referred to as “a personal brand”, is an in depth study with many people finding their authentic personal and professional identity or career path a challenge.

Rob Salisbury is a veteran sales trainer, certified speaker and strategist to sales professionals worldwide. He is a former two term President of the NSW National Speakers Association of Australia and a current senior advisor to the Asia Speakers Association in Singapore. He has taught at University level and in the board room helping sales leaders and senior managers with proven methods to achieve their career goals. Rob will share an academic model that can help any person with career developments and their future achievements. 

Rob will expand on the following framework and help you – and your team – build a solid career development plan:

1. Promote your personal strengths
2. Market your unique skills
3. Present your personal style
4. Sell the benefits to clients
5. Deliver unprecedented value
6. Position your expertise

Not only will you increase your personal satisfaction with a carefully crafted career plan – but it will serve as one of the best motivators to get you through the difficult patches that inevitably arise in every sales role.