1. Shifting The Performance CurveUtilizing High-Performer Sales Behaviors with Core Reps Mike Kinney

2. Shifting The Performance Curve High-Level Challenges Turnover:Finding the right talent and duplicating their behavior. Training ROI/Effectiveness: Finding a link between Training and Revenue. Low Sales Productivity: Repeating winning sales approaches. Misaligned Reward System:Rewarding wrong behavior.

3. The Four-Point Performance Management Strategy The greatest opportunity for performance growth is shifting the performance and productivity of the core sales reps to the hi-performers.

4. Hiring & Modeling Star Performer Behaviors The Challenge: Understanding and Differentiating the Traits of Star Performers and Putting the Right People in the Right Roles. Question: Does your organization have a hiring model that identifies unique attributes of top performers that actually drive high performance within your business environment and sales model? 68% Increase in $ Productivity

6. In-class training conducted

7. New skills mastered through simulations

8. Performance playbook plan writtenQuestion: Does your Organization have a High-Performing Culture of Mastery that Links Training Investments to Incremental Revenue or Business Gain?

9. Enforcing Winning Sales Approaches The Challenge: Designing a Management Roadmap that Reinforces New Complex Sales Skills and Increases Sales Force Effectiveness. THE SYSTEM FOR MANGEMENT Question: Is your Communication Model in Alignment with your Performance Management System at all Levels of the Organization?

10. Systematizing New Winning Behavior Challenge: Creating a Reward and Recognition Plan that Supports the Desired Behavior of the Sales Force. Question: Does your sales leadership team understand the science of motivation and how it applies to your sales team’s performance? When to Use the Right Rewards A Simple Flow Chart Use rewards as well as “if-then” 1. Offer a rationale for why the task is important. 2. Acknowledge that the task is routine. 3. Give autonomy to complete. Yes Keys Can you connect the task to a greater purpose? Yes No Is the task routine?? Concentrate on building a healthy motivational environment that fosters: purpose, mastery, and autonomy. You can also use “now that” awards. 1. Offer praise and feedback rather than things people can spend. 2. Provide useful information rather than attempt to control. No Keys

11. Conclusion: Leadership Sound methodologies alone can’t deliver high performance. It also requires leaders with strong core values who model the winning behavior necessary to drive outstanding results and cultivate a shared passion for performance excellence throughout the organization. To duplicate the results described in this overview, align your sales leadership recruiting and promotion strategy to the four principles illustrated in this System for Management Model. Together, sound methodologies and strong leadership can drive accelerated revenue growth and core performance improvement in any market or industry.