CREATING A SALES TEAM By Terry Saltnes [email protected].
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Transcript of CREATING A SALES TEAM By Terry Saltnes [email protected].
CREATING A SALES CREATING A SALES TEAMTEAM
By Terry SaltnesBy Terry [email protected]@leveragethis.com
Understanding Your SalespersonUnderstanding Your Salesperson
What motivates them?What motivates them? What de-motivates them?What de-motivates them?
First MotivatorFirst Motivator
$ MONEY$ MONEY
Second MotivatorSecond Motivator
SECURITYSECURITY
Third MotivatorThird Motivator
ACHIEVEMENTACHIEVEMENT
Fourth MotivatorFourth Motivator
RECOGNITIONRECOGNITION
Fifth MotivatorFifth Motivator
PERSONAL GROWTH & PERSONAL GROWTH & ACCEPTANCEACCEPTANCE
First De-motivatorsFirst De-motivators
FEAR OF LOSING FEAR OF LOSING SECURITYSECURITY
Second De-motivatorSecond De-motivator
FEAR OF FAILUREFEAR OF FAILURE
Third De-motivatorThird De-motivator
SELF DOUBTSELF DOUBT
Fourth De-motivatorFourth De-motivator
CHANGECHANGE
Creating The Team CultureCreating The Team Culture
The four steps of group The four steps of group behaviour and relevant behaviour and relevant
management styles for those management styles for those behaviorsbehaviors
ORIENTATIONORIENTATION
• Give clear directionGive clear direction
• Set time linesSet time lines
• Allocate responsibilitiesAllocate responsibilities
• Schedule next meetingSchedule next meeting
ORIENTATION ORIENTATION MANAGEMENT STYLEMANAGEMENT STYLE
• Directing and to the pointDirecting and to the point
• Deliver very clear expectationsDeliver very clear expectations
• Delegate individual responsibilitiesDelegate individual responsibilities
• Keep it short with little group Keep it short with little group discussiondiscussion
• Task focusedTask focused
DISSATISFACTIONDISSATISFACTION
• The honeymoon is overThe honeymoon is over
• Hope and reality collideHope and reality collide
• Confusion and frustration surfaceConfusion and frustration surface
• Competition and dominance battlesCompetition and dominance battles
• Them against you mind setsThem against you mind sets
DISSATISFACTION DISSATISFACTION MANAGEMENT STYLEMANAGEMENT STYLE• Coaching and directing behaviour by Coaching and directing behaviour by
youyou
• Getting people to express their Getting people to express their feelingsfeelings
• Listen to each otherListen to each other
• Identify challengesIdentify challenges
• Focus 70% on behaviour and 30% on Focus 70% on behaviour and 30% on tasktask
RESOLUTIONRESOLUTION
• Committing to being productiveCommitting to being productive
• Agreeing to disagree but solution Agreeing to disagree but solution orientatedorientated
• Relaxing and enjoying each others Relaxing and enjoying each others companycompany
• Forwarding opinions that may not be Forwarding opinions that may not be popularpopular
• Honest discussion respectedHonest discussion respected
RESOLUTION MANAGEMENT RESOLUTION MANAGEMENT STYLESTYLE
• Supporting developing trustSupporting developing trust
• Encouraging every one to participateEncouraging every one to participate
• Allowing frank and open discussionAllowing frank and open discussion
• Not fearful of the boat being rockedNot fearful of the boat being rocked
• 50-50 on task and behaviour focus50-50 on task and behaviour focus
PRODUCTIONPRODUCTION
• Achieving resultsAchieving results
• Creating and implementing Creating and implementing strategiesstrategies
• Group sets new expectationsGroup sets new expectations
PRODUCTION MANAGEMENT PRODUCTION MANAGEMENT STYLESTYLE
• You are out of a jobYou are out of a job
• Listen learn contributeListen learn contribute
• Watch group dynamicWatch group dynamic
• They will respect each other and be They will respect each other and be task focusedtask focused
POTENTAL CHALLENGESPOTENTAL CHALLENGES
• The group can regress at anytimeThe group can regress at anytime
• Every stage is normalEvery stage is normal
• Keep your eyes on process as much Keep your eyes on process as much as productionas production
• Save your happy face for laterSave your happy face for later
• Reward appropriatelyReward appropriately
BED TIME READINGBED TIME READING
How To Master The Art Of Selling, by Tom How To Master The Art Of Selling, by Tom HopkinsHopkins
The One Minute Manager Builds High The One Minute Manager Builds High Performance Teams, by Kenneth BlanchardPerformance Teams, by Kenneth Blanchard
The Life Cycle Of Groups, by R B LacoursiereThe Life Cycle Of Groups, by R B Lacoursiere Who Moved My Cheese, by Spencer JohnsonWho Moved My Cheese, by Spencer Johnson