Hiring, managing and compensating effective salespeople is one of the biggest challenges faced by young companies, it can also be the area where most executives have the least experience and the most discomfort from a management perspective. This practical, experience based session will work through the importance of identifying, sourcing and hiring the right person for the needs of your business, considerations in managing them, and structuring compensation plans to incent the right results, and protecting the company’s ability to turn a profit.
 
You’ll Learn:

• Hiring and selection

• What kind of salesperson do you need and when do you need them?
• How to identify and attract the right salespeople
• How to effectively interview and select a salesperson who is masterful at selling themselves.
• Making the right offer – in the best interest of the company and not just in the best interest of the salesperson.

• Management

• How to manage the tornado - remote employees, out there representing the company, making promises to customers, and potentially giving away your business. 
• Sales lingo – what are they talking about?
• Determining and Communicating expectations
• Calculating incentives

• Leadership

• What does real sales leadership look like and what are the disastrous pitfalls that must be avoided?
• Lessons from the field – what has worked, what has definitely not worked and lessons learned from years of building up and tearing down sales teams.
• Key ingredients of a good plan
• Top mistakes and consequences
• Protecting your business from bad plan design

 
Who should attend:
CEO’s, CFO’s, VP Sales, HR, other management team members.

Part of the MaRS Best Practices Series

Speakers:

Helen Robert and Lynn Cameron, Managing Partners of TechEdge, and Margo Crawford, President & CEO, Business Sherpa

Generously supported by:

Additional Generous Support by The William and Nona Heaslip Foundation