A Model for Predicting Sales Productivity: Making Better Decisions About Your Salespeople by Knowing Them Better
Chris Derry
Sales Executive-in-Residence at the Gordon Ford College of Business
Presentation Info:
1. Finding, recruiting and maintaining productive salespeople. How do you find talented salespeople who will work on straight commission? What motivates each of your salespeople and how you should coach them through their personal vulnerabilities?
2. When should you promote your lead salesperson into sales management? How to know when a great salesperson will become your sales management nightmare.
3. Sales Management Hell: When should coaching end and pink slips begin? How to know if salespeople are worth the amount of time and energy you intend to invest in them?
4. Aligning salespeople to fit your opportunity: Round pegs fit better in round holes. How do you know in advance whether a candidate will be motivated to sell your opportunity?
Speaker Information:
Chris Derry started his career as a Broker, Limited & General Partner of Edward Jones from 1979-1987. He then became the Founder & President of QuantumLeap from 1988-1996. Derry then became was a Regional Salesman at J&W Seligman, New York from 1997- 1999 and moved on to be a Regional Salesman at National Asset Management in Louisville, KY from 1999-2001. From 2001- 2003, Derry served as a Regional Salesman for John Levin in New York. Derry from 2003 to now serves as a Founder and Board member of the Bluegrass Institute, from 2005 to present he serves as Director of Business Development of Waycross Partners and from 2009 to present is the Sales Executive-in-Residence at the Gordon Ford College of Business at Western Kentucky University. Derry's specialties include Salesperson screening, selection, coaching and evaluation, and developing and delivering winning sales presentations.