In episode 165, Coffey talks with Randy Anderson about managing sales teams effectively. They discuss the differences between managing sales teams and other departments; the importance of proper sales management techniques; balancing sales goals with organizational needs; the role of CRM systems in sales; transitioning from salesperson to sales manager; managing high-maintenance, high-performing employees; hiring and matching sales candidates to organizational style; and compensation strategies for sales teams.

Don’t miss Randy Anderson and other amazing speakers at the HR Southwest Conference on October 13th – 16th. For more information, visit https://www.hrsouthwest.com.

Good Morning, HR is brought to you by Imperative—Bulletproof Background Checks. For more information about our commitment to quality and excellent customer service, visit us at https://imperativeinfo.com.

If you are an HRCI or SHRM-certified professional, this episode of Good Morning, HR has been pre-approved for half a recertification credit. To obtain the recertification information for this episode, visit https://goodmorninghr.com.

About our Guest:

Randy Anderson is co-founder of E3 Professional Trainers…a training firm that provides workplace and life training for individuals, teams, and companies. His strategies are designed to help people become more engaged in their work, better equipped to do it, and feel empowered to live a more fulfilling and influential life.

Before starting E3 in 2005, Randy spent 20 years in sales and management. Most of that time was spent in media sales, which gave him the opportunity to work with virtually every type of business and industry. It is from that experience that he draws the ideas and strategies to help his clients improve their performance in the workplace and to achieve their maximum potential in life.

Randy was awarded the designation of Certified Speaking Professional in 2012. This is the highest earned designation given by the National Speakers Association, recognizing proven expertise in speaking eloquence, business enterprise, and professional ethics.

Randy received his Bachelor of Science in Agricultural Communications from Texas Tech University in 1990. Since that time, he has participated in and completed numerous training courses including; Your Leadership Legacy (Ken Blanchard Co.),Changing the Picture (Ziglar Corp.), Ethics 101 (Cox Enterprises, Inc.), LifeNet Time Management Training (Life Net Inc.), Basic Selling Skills (AVI International), Top Selling (Ziglar Corp.), Professional Selling Skills (Learning International), System 21 Selling (Executive Decision Systems), and Fast Track Media Sales (Cox Media, Inc.). His most valuable experience has come through more than 25 years of on-the-job, real-world experience: 12 of which were spent managing others, and over 16 years running his own company.

Randy Anderson can be reached at 

https://www.e3professionaltrainers.com

https://www.linkedin.com/in/randyandersontrainer

https://twitter.com/e3proftrainers

https://www.facebook.com/E3ProfessionalTrainers

About Mike Coffey:

Mike Coffey is an entrepreneur, licensed private investigator, business strategist, HR consultant, and registered yoga teacher.

In 1999, he founded Imperative, a background investigations and due diligence firm helping risk-averse clients make well-informed decisions about the people they involve in their business.

Imperative delivers in-depth employment background investigations, know-your-customer and anti-money laundering compliance, and due diligence investigations to more than 300 risk-averse corporate clients across the US, and, through its PFC Caregiver & Household Screening brand, many more private estates, family offices, and personal service agencies.

Imperative has been named the Texas Association of Business’ small business of the year and is accredited by the Professional Background Screening Association.

Mike shares his insight from 25 years of HR-entrepreneurship on the Good Morning, HR podcast, where each week he talks to business leaders about bringing people together to create value for customers, shareholders, and community.

Mike has been recognized as an Entrepreneur of Excellence by FW, Inc. and has twice been recognized as the North Texas HR Professional of the Year.

Mike is a member of the Fort Worth chapter of the Entrepreneurs’ Organization and is a volunteer leader with the SHRM Texas State Council and the Fort Worth Chamber of Commerce.

Mike is a certified Senior Professional in Human Resources (SPHR) through the HR Certification Institute and a SHRM Senior Certified Professional (SHRM-SCP). He is also a Yoga Alliance registered yoga teacher (RYT-200).

Mike and his very patient wife of 27 years are empty nesters in Fort Worth.

Learning Objectives:

1. Develop effective sales management strategies that balance individual sales goals with overall organizational objectives and interdepartmental cooperation.

2. Implement appropriate training and support systems for transitioning successful salespeople into effective sales management roles.

3. Design compensation and incentive structures that motivate sales teams while aligning with company values and financial goals.