Defining, Supporting, and Managing Your Best Practices Sales Process


Carl binder
Author, Thought Leader, The Performance Thinking Network
Webinar Recording Details
  • Date and Time
    Tue, Nov 13, 2012 at 10AM Pacific / 1PM Eastern
  • Duration
    1 Hour
  • Cost
    $0 (Free)
  • Want Access?
    Register to view the recording.


How do you maximize performance in your sales process?  How do you identify and share best practices strategies and tactics among your sales people?  How does your organization support their performance beyond training?  How do your sales managers coach?

It’s remarkable how few companies, even those with exceptionally performing sales people, effectively document their successful sales processes, or keep track of the best practices discovered as they execute on those processes, or coach to those best practices.  Beyond defining sales process and best practices, sales and marketing management are charged with bringing together the most potent combination of performance enablers possible, aligning both training and non-training interventions around a shared understanding of sales process and performance outcomes.  Do you have an effective framework for pulling it all together?

Dr. Carl Binder, thought leader for over 30 years in the field of performance improvement, helps companies define, support, and manage exemplary performance, working with executive leadership, line management, and staff functions (e.g., training and sales operations).

In this webinar, you’ll learn:
  • How a simple model called the Performance Chain clarifies performance expectations
  • Why it is critical to identify and share your best practices sales process
  • How to document your sales process and the performance needed to drive it
  • What’s missing in the usual descriptions of sales process and performance
  • How to discover and disseminate Exemplary Behavior (aka internal best practices)
  • About the Six Boxes® Model, a tool for identifying how to support performance
  • How a single document can provide a framework for everything you do to drive sales
  • What managers can do to accelerate the performance of their people
  • How Sales, Marketing, Field Operations and everyone else can partner more successfully to drive sales results

You’ll learn about what we call Six Boxes® Performance Thinking – how it can be shared across all functions and all levels in an organization to define, measure, and accelerate desired performance while continuously improving methods, tools, and the entire performance system.

Who Should Attend:

Executives and managers involved with sales, marketing, field operations, sales training, HR, customer service, sales automation, and knowledge management. Anyone with an interest in accelerating sales performance with a systematic approach.

About Carl Binder

Dr. Carl Binder has been a thought leader in instructional design, performance improvement, measurement and evaluation, knowledge management, and educational reform for over 30 years. As a doctoral student at Harvard during the 1970's, he committed his career to creating practical, accessible solutions that accelerate real-world learning and performance, based on the findings of behavior science. For authoring dozens of articles and chapters, delivering hundreds of presentations and workshops around the world, and making complex concepts easy to apply, Carl received the Fred S. Keller Award in 2004 for contributions to education and training from the American Psychological Association, and Honorary Lifetime Membership - the highest award of the International Society for Performance Improvement - in 2009. Download many of his publications at Carl's most recent contribution, The Six Boxes Approach, puts into motion a strategy for driving what he calls "performance thinking" deep into organizational culture and management practice. Distilling the essentials of human performance improvement into simple visual models and plain English, Six Boxes Performance Thinking enables people in all functions and at all levels to improve human performance and accelerate results. For executives, managers and performance professionals in all fields, Carl's company, The Performance Thinking Network, offers workshops, coaching and resources for a growing global community of practice whose collective intelligence promises to take human performance improvement farther and deeper than ever before.


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