The Bottom Three: Experiential Leadership
  • Home
  • About Us
    • History
  • Content
    • Leadership Offsite
  • Clients
  • Consultants
  • Blog
  • Contact

The Bottom Three Takes on Sales Leadership

4/24/2015

0 Comments

 
Picture
Eric Pearson, Founder of The Bottom Three
In support of ProSource360 Consulting Services, Inc., The Bottom Three participated in a three day Annual National Sales Meeting for Compliant Healthcare Technologies (CHT), LLC in Cleveland Ohio on March 23-25, 2015. 

This annual event brings the owners, president, regional sales directors as well as the lead sales managers and support staff together to review the company’s progress.  The event also provided the opportunity for participants to share sales best practices, develop the company vision and common values and processes. All of this was to engage the employees to capitalize on the outstanding growth CHT is experiencing in the hospital/clinic operating room gas delivery systems domain.

Eric Pearson, Founder of The Bottom Three, LLC partnered with Ben Skyles, President & CEO and Dan Konstanty, Vice President of Sales and Marketing to lead the discussions and facilitate all sessions of the conference.   Eric led participants through the opening session, an interactive session titled, “Sales Leadership – Maximizing Your Potential”.  This session included an interactive element during which the teams of participants were tasked to develop a fictional sales company.  The teams were then led through a three-hour experiential workshop where they developed their company vision, business objectives, corporate structure and sales initiatives.  The session culminated in a friendly sales challenge competition where participants competed for the right to be declared “best sales team”. 

A unique aspect of this workshop was the participation of the CHT owners.  They were positioned on opposite teams and were not allowed to lead discussions or decisions.  The two newest sales managers were designated as team captains and selected their teams.  The teams were then provided “rules of engagement” and a set of instructions where they were to complete specific modules during this timed event. Both teams fell into the planned leadership traps in the workshop and had to regroup multiple times and redo planning and execution because new instructions invalidated critical decisions they had made prior to being instructed to do so. 

Each team presented its “sales pitch” to their final customer and then voted on the best presentation, followed by a short discussion led by Eric on the leadership lessons and the value of networking across different levels of the company while solving challenges filled with unknowns.

Eric continued to support the remainder of the conference by sharing his experience and expertise in organizational leadership and commercial sales.
0 Comments

Happy Holidays, Here's Your Review

12/20/2013

1 Comment

 
By:  Dawn L Miller


It's that time of year again!  The 4th quarter brings our end of year reviews, possibly raise (or not) information and hopefully the anticipation of a long needed break.


If this is the first time you're giving or receiving feedback for the year, 2014 is the year to change your approach!  Entering reviews should be like a proposal submission - if this is the first solid, wholesome interaction with your customer, you've missed the boat!


The "reward" for good performance, however, is where many employees and managers focus.  With shrinking budgets, rewarding talent is increasingly difficult.  How would you handle this or have you handled this challenge?


Whether a manager with direct reports, employee or just someone with an idea, I encourage you to respond to this post.  For those that attended our fall off-site - consider your team's discussions, your thoughts since then and I encourage you to post on your thought process and perhaps how the exercise changed your viewpoint!
1 Comment

What did you say?  I can't hear you.

8/4/2013

0 Comments

 
By: Eric Pearson

Feedback. We all need it, yet few of us take it serious enough or often enough to make an impact in our ability to lead others.  When was the last time you asked someone their opinion, appeared to be attentive (smiling and nodding your head up and down at the appropriate intervals to give the impression of deep thought and consideration in what they are sharing) only to be lost in your own thought and at the end of the conversation realize you haven’t heard a word?  I expect probably more recent and often than any of us wish to admit.  Why do we continue to choose to fail to embrace the tremendous value of feedback?

Read More
0 Comments

    Archives

    March 2015
    December 2013
    November 2013
    October 2013
    September 2013
    August 2013
    July 2013
    June 2013

    Categories

    All
    Asee
    Career
    Feedback
    Leadership
    Offsite
    San Luis Obispo
    University

    RSS Feed

Powered by Create your own unique website with customizable templates.