This is a three-part post. Parts 2 and 3 are directly related.

Part 1 - Listen To

Last Thursday, after rushed home from a meeting and grabbing a quick cuppa, I settled down in front of my PC and signed into a TSE webinar called “The Sales Leadership Imperative”

I knew that this webinar was going to be good, because of the quality of the presenters.

Jonathan Farrington is Chairman of The Sales Corporation, based in London & Paris, and is a globally recognized business coach, mentor, author, and consultant.

Keith Rosen is the president of Profit Builders and is the Executive Sales Coach™ that top salespeople and managers call first to attract more prospects, close more sales and develop a team of top-performing sales champions.

Just over an hour later, I took off my head-set. My own knowledge bank had increased substantially. That wasn’t good, I thought – That was great.

Now, this is what self-directed learning is all about. As an established sales trainer, I consider myself to know a lot about selling, sales management and sales leadership. Yet, during this hour, I had learnt so much – there were simply some stunning insights.

The guys dealt with a range of sales leadership issues including:

• Identifying and leveraging the uniqueness of each member of the sales team.
• Connecting with and motivating your team during each interaction
• Recruit, retain and motivate top salespeople and turnaround under-performers inside 30 days

I would like to take this opportunity to recommend this webinar to you, in the strongest possible terms - it is simply TOP CLASS.

To join TSE, click here

To register for upcoming webinars, or to hear achieved webinars - simply click on the link below.

On Thursday April 30th 2009 at 6pm GMT, join TSE expert Christian Maurer for “Where is Your Revenue Growth to Come From?”

Part 2 – Join Up

Sales Leadership Ireland is a new LinkedIn group set up especially for Irish sales community. The focus of this new group is simple, to help sales professionals and sales leaders sell more.

We intend to network both off and on-line, we now have 124 members, and we want more; so if you are involved in sales and business development - please join us.

Part 3 – And Contribute

We have just put up our suggestions for our first SLI meet-up, The Changing World in Sales - “Buyers are not buying”

A practical look at how companies and sales people might respond to the current challenges and opportunities in the market.

SECTION 1: Interactive sessions with Speakers (1 hour)

Structure: 2 to 3 speakers on Key Topics providing practical information that can be applied quickly. 15 minutes each, generating interaction with the group with questions and discussion.

Some Suggested Key Topics:

- Removing the New Bottlenecks in today’s Sales Processes

- Bigger Pipelines, More Prospects, Better Qualification, Meeting Customer Needs

- Building New Channels to the Customer

- Engaging with Customers through New Media

SECTION 2: Key Challenges Roundtables (1 hour)

Structure:

A chaired session to identify the key challenges in today’s markets, assigning selected challenges to groups and to respond with potential solutions.

Steps:

a) Whiteboard / FlipChart suggestions from the entire group

b) Select top 4 or 5– allocate to groups, depending on numbers in attendance

c) 4/5 Roundtables/Groups decide on chairs/spokesperson

d) Discuss and FlipChart the suggested actions to meet the challenges

e) Spokesperson shares with the whole group

A session report could then be issued to the Linked Group Discussion.

So again, please join us on Linkedin, we would love to have you. Get stuck in and come along to our first meet up

Btb Guest Author

Frances Neeson

As a daily DART commuter I’m an avid reader of the Metro that is handed out every morning. Reading it last Wednesday on the way into work I came across an article reporting on the results of a survey done by Monster.ie about flexi-time. Monster found that just 1 in 5 employees in Ireland have full access to flexi-time with 62 % of respondents claiming they have no access to flexi-time at all.

I’ve been working in my present job since September and one of the things I enjoy most is the relaxed atmosphere in the office and the flexi-time policy in place. I’m an early bird so I prefer to come into the office early in the morning and leave early in the afternoon. The majority of the staff come in later and work later. There are core hours when we all have to be in the office which are between 11 and 3, but we can work our other hours however we like around this.

The main reason that I appreciate this arrangement is that in my previous job even coming in 5 minutes late or leaving 5 minutes early was a huge no in the eyes of management. Asking to work flexi-time most likely would have resulted with a resounding shout of laughter and two words which I won’t write here! From the results of the survey mentioned earlier it seems that this is the case for many employees in Ireland, despite all the benefits a flexi-time policy can bring to the workplace.

Personally I think the option to work flexi-time is a huge incentive and motivation for employees and a great morale booster. I believe the benefits of flexi-time far outweigh any negatives, the most common of which are the organization and logistics needed for it to work properly and the fear that staff members may abuse the privilege or could falsify records of hours worked if they are not supervised properly. However my own feeling is that employees are usually grateful for a flexi-time policy and will not engage in behaviour that could result in a return to “normal” working hours.

Here are a few of my favourite things about flexi-time:

• I actually get a seat on the train both coming and going to work and no longer have to spend 30 minutes squashed up against a complete stranger while people fight for any available space in the carriage.
• Coming in early in the morning allows me a couple of hours to do any needed work on my client accounts or prospect for new leads without feeling guilty that I’m sacrificing phone time.
• If I need to go to the doctor or run an errand I don’t have to ask my boss for time off or worry about squeezing it in after work.
• I have plenty of time to see my friends, my family and do all the hobbies I love.

There are also many benefits for employers and companies such as:

• Improved staff morale and job satisfaction. Most companies that offer flexitime report improvements in recruitment, absenteeism and productivity.
• Decreased levels of stress and tiredness in staff members.
• Increased staff retention and reduced turnover rates.

Having worked in both a company with no flexi-time policy and one that does offer flexi-time; I can whole heartedly say that for me flexi-time gets big thumbs up. Although I do see that for some companies, larger ones especially, it might be more difficult to implement, once managed and overseen correctly the benefits will very quickly become apparent. My experiences are all from the employees’ side and it would be interesting to know if employers and senior managers view it in the same way or if they have a completely different opinion on the topic. But for me, my answer to the question of flexi-time is a resounding yay!

Frances Neeson is a sales consultant with OfficeMetrics, leaders in office productivity. OfficeMetrics provides companies with the tools to increase productivity and performance and enable flexi-time and home-working. For more information go to the website: www.officemetrics.com or email frances.neeson@officemetrics.com

Over at TSE

Our Webinar series are well and truly rocking and rolling, and the response so far has been incredible. The great thing is that if time constraints mean you can’t listen in live, you can of course listen to the recording over and over.

Up next, “The Sales Leadership Imperative” with Jonathan Farrington and Keith Rosen

When it comes to these two gents - You know you really can’t afford to miss it!

Remember, readers of this blog qualify for discounted membership to TSE - Just click here.

Here is a little more detail on a second TSE 2.0. feature.

Introducing Top Sales Experts 2.0 How-To Guides.

Our How-To Guides come in Video, Audio, and Article formats.

This “How to” section can be likened to a sales encyclopaedia that contains practical applications for every aspect of the sales role. As the demands placed on front-line sales professionals grow with their ever-increasing responsibilities to perform under high-pressured situations, finding quick solutions becomes vital.

You can select a technique from a huge range of topics that enable you to grasp a core understanding about how to implement each technique, easily and efficiently. Each of these techniques has been categorised into twelve core sections.

• Account Management
• Business Development
• Cold Calling
• Marketing
• Negotiation
• Objections
• Presentations
• Prospecting
• Qualification
• Recruitment
• Sales Leadership
• Self Improvement

To improve your user experience we have also added icons beside each title to let you know what format the How to Guide is in.

Imagine for a moment that you have just come off the phone with a key customer. She tells you that your competitor is very keen to win her business and has offered a fantastic price. What do you do? How best to handle the situation?

Now imagine that at the click of a mouse, you can get specific advice on how to handle this exact situation from internationally acclaimed experts, people like Jill Konrath, Jonathan Farrington, Christian Maurer and Steve Martinez.

That’s what the TSE How-To Guides are, practical advice from the best at your fingertips in real time.

Yesterday was Saint Patricks day and the TSE Daily Interview featured 2009 Stevie Award winner for Sales Education Leader of the year, TSE very own Keith Rosen.

Steve talks about why sales managers need to make a fundamental change, and coach process rather than result. Make no mistake, this is brilliant advice.