Published on March 7, 2009
SALES MANAGEMENT Stop Hiding Start Managing 2.0
What You’ll Learn: How to make your current team better The 3 principals of disconnection 1 2
LET’S START BY DISPELLING SOME MYTHS .
FIRST Sales people are not greedy.
SECOND Sales people are not lazy.
FINALLY Sales people are not self centered.
So what exactly is a sales person?
A sales person is a tool to get your offering out to prospects and/or customers. The Steel Method
It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about us.
In other words…
IT’S NOT WHAT YOU SAY IT IS.
IT’S HOW THEY SAY IT.
AND THAT COULD BE VERY SCARY.
VERY, VERY SCARY ! The Steel Method
DO YOU HAVE THE RIGHT SALESPEOPLE?
WOULD YOU KNOW WHO IS THE RIGHT ONE?
YOU SHOULD KNOW. HJA Human Job Assessment The Steel Method
SO WHAT CAN YOU DO? Know your team. Don’t leave hiring up to chance. Work on strengths not weaknesses. Build a well rounded team. Never stop training. 1 2 3 4 5
FIRST Know their Personality.
SECOND Know their skills.
FINALLY know what they are saying.
YOU NEED TO KNOW . The Steel Method
EVEN IF IT DOESN’T LOOK GOOD . The Steel Method
DON’T WORRY, IT USUALLY DOESN’T LOOK GOOD .
LET’S GET TO KNOW YOUR TEAM .
WHAT ARE THEY LIKE? Assertive Driving Competitive Forceful Inquisitive Direct Self Starter Influential Persuasive Friendly Verbal Communicative Positive Compliant Careful Systematic Precise Accurate Perfectionist Logical Dependable Deliberate Amiable Persistent Good Listener Kind Dominance (Power) Influence (People) Compliance (Policy) Steadiness (Pace)
WHAT DO THEY LIKE TO DO? Cold Call (Prospect) Network (People) Negotiate (Complex Sale) Support (Existing Business)
WHAT DO THEY LIKE TO DO? Cold Call (Prospect) Network (People) Negotiate (Complex Sale) Support (Existing Business) WHAT DO YOU WANT THEM TO DO?
Salesmanship is a Skill .
Product Knowledge Selling Skills Objection Handling They Don’t Have a Clue WHAT SKILLS DO THEY HAVE? Spin Selling Cold Calling Needs Assessment Primary Selling Industry Training School of Hard Knocks
If you do not believe In Sales Training
and it is working, do nothing
else Start Training !
There is only one place to evaluate a sales rep.
In the field.
Then you will know what you are paying for.
Before you Fire !
ANY SALES TEAM CAN BE GREAT.
EVEN YOURS !
Don’t be afraid to hire new reps.
HOW DO YOU FIND THE RIGHT ONE?
The Steel Method THERE ARE SO MANY CANDIDATES HOW DO YOU CHOOSE THE “RIGHT” ONE?
Your gut instinct?
In other words…
You guess !
What’s even worse…
THE PERSON YOU ARE SEEKING MAY NOT BE THERE .
The Steel Method IF THEY ARE, YOU MAY BE DOING A LOT OF SEARCHING TO FIND THEM.
YOU NEED TO KNOW WHERE TO LOOK .
AND YOU NEED CLARITY . The Steel Method
TO FIND THEM. . The Steel Method
HOW DO YOU KNOW WHEN YOU FIND THE RIGHT PERSON?
TEST . PPA PERSONALITY PROFILE ASSESSMENT The Steel Method
PPA PERSONALITY PROFILE ASSESSMENT HJA Human Job Assessment = THE RIGHT PERSON.
THE PERSON PERSONALITY PROFILE ASSESSMENT THE JOB Human Job Assessment = AGAIN IN ENGLISH.
DOES YOUR CURRENT TEAM MATCH? The Steel Method
and that’s OK .
REMEMBER : YOU’RE BUILDING A TEAM
The Steel Method YOU WOULDN’T WANT ALL QUARTERBACKS .
A STRONG TEAM. The Steel Method
@ @ SCHOOL
WE WERE TAUGHT: WORK ON THEIR WEAKNESSES.
WHY NOT: ENCOURAGE THEIR STRENGTHS.
NOT ALL PEOPLE ARE GOOD AT ALL TASKS.
FIND THE TASKS THAT THEY ARE GOOD AT.
AND MAKE THEM BETTER .
STRENGTHS NOT WEAKNESSES.
Before you Fire
TRAINING MAKES PEOPLE BETTER . The Steel Method
MYTH: GREAT SALES PEOPLE ARE BORN THAT WAY.
FACT: A PERSON IS BORN A GOOD SALES PERSON, AND TRAINS TO BE A GREAT ONE .
PPA PERSONALITY PROFILE ASSESSMENT AS All Star = + T TRAINING
DISCONNECT PERSON DOES NOT MATCH THEIR JOB.
BE FLEXIBLE .
CONNECT CHANGE THEIR JOB
DISCONNECT THE JOB DOES NOT MATCH THEIR COMPENSATION.
BE FLEXIBLE .
CONNECT CHANGE THEIR COMPENSATION.
DISCONNECT THE TASKS DON’T MATCH THEIR GOALS.
BE FLEXIBLE .
CONNECT CHANGE THEIR TASKS AND/OR THEIR GOALS.
THE KEY IS FLEXIBILITY .
AS ALL STAR = DT DAILY TASKS + RC RIGHT COMPENSATION G GOALS THE FLEX EQUATION.
It is better to have a well rounded team than one that only thinks and acts one way.
REMEMBER-TEAM . The Steel Method
PROBLEM In most companies, Flexibility Is subordinate to Standardization
Standardization . Easy to administer Easy to manage Does not allow creativity Adversely affect moral
Flexibility . Attract All Stars Increase Productivity Goal Focused Result Driven Time Consuming Difficult to Manage Promotes individuality
MAKE YOUR TEAM Better .
MAKE THEM BETTER INDIVIDUALS .
The Sum is greater than
the Parts !
Question: What is most important to sales people?
Hint: It is the same kind of things that are important to your customers.
The first motivator is MONEY .
TIME is equally as important .
And let us not forget RECOGNITION. .
THE PRIMARY NEEDS . The Steel Method FINANCIAL IMAGE EFFICIENCY 1 2 3
Question: What is most important to YOUR sales people?
Answer: If you don’t know , you need to ask them.
Sales people will work for less money if you pay them in other ways Enough money Too Much Money There is a minimum amount of money people will work for, once that is reached they need more to make them happy Living expenses
What makes sales people seem lazy? Question:
It begins with a Hint: C
Commission based compensation. Answer:
Work hard when you start off and then all you have to do is maintain the customer. Why? Because that is what you are telling them to do.
Why Not? Set a goal and pay them for achieving it.
Paying on Achievement . In the long run you and the sales person are happy with the results. You pay more in the beginning.
Upper Management Management Sales Person Goal OLD WAY OF SETTING EXPECTATIONS
Upper Management Management Sales Person Goal NEW WAY OF SETTING EXPECTATIONS
You NEED TO BE INVOLVED !
YOUR TEAM NEEDS TO BE INVOLVED !
ABOUT THE AUTHOR David Steel is the President of New Jersey-based sales consultancy, The Steel Method, LLC. The Steel Method supplies the “glue” that holds your sales team together: education, programs, seminars, workshops, compensation, and more Visit www.thesteelmethod.com
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