Description:

Maximizing personal performance is about accepting personal responsibility for the results and circumstances in your life. Transcending previous success is about replacing bad habits with positive and measureable actions. Gary has proven over his career both through personal performance and through managing highly performing teams that in most circumstances entrepreneurs, salespeople, and employees in general, do not reach their potential without guided coaching and mentoring. As is the case in most companies, a few exceed expectations while the majority performs below their potential. Over his career, Gary has managed more than 1,500 sales, customer service and professional service people and knows firsthand what it takes for the individual and team to perform consistently well. He will demonstrate that most managers today leave the responsibility of success to their employees. Few managers provide added value to the success of their employees, especially in sales, customer service, and professional service. In this interactive work session Gary will present a proven process and specific tasks and actions that must be taken by the manager to assist a sales person to reach his or her potential and to ensure success of the team.

Gary’s main objective during this session:

EXPOSE THE INADEQUACIES AND UNDERUTILIZATION OF MANAGERS. INSTRUCT ON IMPORTANCE OF MANAGERS TO TAKE RESPONSIBILITY FOR THEIR TEAM’S SUCCESS, AND ULTIMATELY HOW MANAGERS CAN BE TRANSFORMED INTO A HIGH PERFORMING MENTOR AND COACH.

Main topics to be discussed are:

• How to define management and team success in terms of individual performance
• Common elements of success
• How much of your success can be controlled
• Manager vs. Coach vs. Buddy
• Competencies required to be a high performing manager
• Transformation of Manager to High Performing Coach
• Best Practice Identification and Implementation
• How to perform as a highly successful team consistently well

Takeaways:

• Attendees will have the opportunity to submit challenges/issues they are facing with poor sales and sales management performance.
• Be introduced to coach vs. manager role.
• Be instructed on the differences between an average performing manager and a highly consistent performing
• mentor/coach.
• Explain the paradigm shift required to transform managers to coaches.
• Attendees will leave with a process that can be immediately implemented for better results.

Qualification to Speak on Topic:

Gary’s experience includes being a nationally top-ranked Sales Executive, Manager, Director and 4-time VP of Sales for top performing sales teams. Gary has recruited and managed more than 1500 sales, customer support, and professional service reps and was VP of sales for a company that went public. His executive positions have included the title of President, Office of the President, CEO, Founder, Co-Founder, VP Sales, and Investor.