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Learn about antitrust laws, their implications, and how to avoid potential violations in this Phillips 66 Marketing Conference and Trade Show. Protect yourself and your company by understanding the dos and don'ts of antitrust regulations.
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ANTITRUST REMINDER2013 Phillips 66 Marketing Conference & Trade ShowARIA Resort & Casino, Las Vegas, NV -- May 21- 24, 2013 • It is the policy of Phillips 66 to comply strictly with antitrust laws and to avoid the appearance of conduct which might be misconstrued by others as violating those laws. • Because competitors are represented, we must all be mindful of the Antitrust Laws. We must, of course, carefully comply with the Antitrust Laws and conduct our affairs so that there is not even an appearance of possible impropriety. • The primary Antitrust Law of concern is the Sherman Act, a federal law that prohibits conduct that restrains trade. The Act has been interpreted by the courts to prohibit agreements between competitors to fix prices, allocate customers or territories, refusal to deal with third parties, to restrict output or any other type of action to threaten or extract concessions from another company, or any other similar anti-competitive joint action. In some instances, violations are deemed to be felonies and can result in substantial fines and imprisonment. • Unfortunately, because conferences like this one in general bring competitors together, they have sometimes been misused to engage in restraints of trade in other industries. For that reason, it can be anticipated that antitrust enforcement personnel and others hoping to find support for the existence of improper conduct will be interested in what transpires at such meetings. It is therefore critical that these meetings be conducted in a manner that does not inadvertently create false inferences of possible impropriety. • You can do your part to protect yourself and others by not engaging in any discussions that could possible be considered as anticompetitive. Such adherence is required while at our Conference, during any sidebar discussions that may occur before or after the Conference and during any breakout sessions and breaks. • Should you have any questions during your discussions, please consult with your respective legal representative.
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GREG HART JOHN STAPLES PRINCIPALSALES BENCHMARK INDEX SALE FORCE EXCELLENCEPHILLIPS 66
What Top Sales Managers Do Differently • Download the Sales and Marketing Effectiveness Kit Here: • offers.salesbenchmarkindex.com/grow-your-business
Managing is Not Leading • “One does not ‘manage’ people... The task is to lead people. And the goal is to make productive the specific strengths and knowledge of every individual.” • - Peter Drucker Top sales managers lead their teams, they do not “manage” them
The Importance of Leadership • The industry is becoming more competitive • Increased competition requires better prepared reps • Traditional selling tactics won’t work in the new environment • Strong leadership drives adoption • As customer perceptions change, reps need effective coaching to adopt new techniques • Creating a company wide management process drives consistency across the organization
Why Management is Different From Leadership • Leadership and Management are NOT the same thing • They are linked and complimentary • For success, they must work together It is not always intuitive to think about approaching everyday situations from a leadership perspective
Leadership Essentials • The rep has little control over their work environment and what is expected of them • As a leader, you must recognize and provide what they cannot Skills & Knowledge Motives & Preferences Expectations & Feedback Giving the Correct Assignment Inspiring & Motivating Consequences & Incentives
Leaders Provide Clear Expectations & Feedback Set expectations early and often • Never too early to explain what is expected • Expectations are set during candidate interviews and the process never ends • Ask each team member how they like to be led/managed Reinforce expectations through multi-channel communication • Verbal – team meetings, 1-on-1 meetings, ad-hoc • Written – memos, email, internal communication tool (ie Chatter) • Action – leaders show their team what is expected Provide timely feedback when expectations are exceeded or not met Establish a feedback loop so that reps can communicate how your leadership style affects them individually
Leaders Provide Consequences & Incentives Impact on the Rep Sales Leader Action • People work better when they clearly understand expectations, why they are important, and what the impact of non-compliance is • People respond better to the carrot than the stick • Clearly articulate the consequences of acting outside of expectations as well as the incentives related to desired performance • Make sure that you are catching your people doing something right and reward them for it
Leaders Improve Skills & Knowledge Sales Leader Action Impact on the Rep • Leaders provide clear expectations • Leaders show the rep how to do something, not just tell them to do it • Leaders continually identify opportunities to coach for improved performance • Coaching and development is a key responsibility of a leader • This must be done on a regular basis, not just at training events & meetings • People need to know exactly what is expected of them • People learn by seeing and doing – a description or command is not enough • People want to improve in what they do – good coaching is always welcome
Leaders Determine Who is Right for the Task Sales Leader Action Impact on the Rep • Motives & Preferences • Leaders invest the time and effort to ensure a good fit • Leaders understand preferences and set employees up for success • Leaders recognize where they have a poor match between person and role – and manage accordingly Selection & Assignment You can’t change someone’s internal motivation Everyone is motivated differently – the right environment fosters success Capitalizing on strengths will have better outcomes than trying to improve deficiencies
Leaders Inspire & Motivate Sales Leader Action Impact on the Rep • A shared vision creates a common goal that is inspiring and motivating • Communication and recognition makes people feel important and inspires team members to excel • Relationships help to build real motivation – people work harder for people they care about • Leaders work with their team to create a shared vision • Leaders communicate frequently and share successes • Leaders build relationships with their team members
World Class Leaders Keys to Success • 50% Talent Management • Selecting the right talent • Identifying opportunities for improvement • Talent development • 50% Performance Conditions • Structure • Process • Tools, job aids, sales aids, product & marketing material
Provide Structure to Drive Uniform Leadership • In order to drive change, ensure managers do not rely solely on past experience • Emphasis on past experience promotes “status quo” mentality • A central management process promotes best practice sharing across organization Develop a management framework to prevent “ad-hoc” management styles
World Class Leaders Understand their Teams • Management should assess their team’s accountabilities and competencies • Determine strengths/weaknesses of team and coach accordingly
Training Programs to Address Team Wide Competency Gaps Determine those competencies lacking team wide and develop courseware to bring the team up to speed
Leveraging the Individual Development Plan (IDP)Developing your Reps • World class leaders develop IDPs to enable their reps • IDPs provide a framework to coach and develop reps with appropriate tools
Tools to Manage Success Sales Process Field Ride Evaluations Manager Execution 1 on 1 Debriefs Training Plans Onboarding Plans
Call Plan and SM 1-1 review Field Ride Evaluations Rep Call Plan
Additional Resources Reading Material Online Resources The Top Ten Mistakes Leaders Make The 360° Leader Leading At A Higher Level
How Can You Get More Info About SBI? • Download the Sales and Marketing Effectiveness Kit Here: • offers.salesbenchmarkindex.com/grow-your-business
