SALES

Person
Make them STAR

Stop Firing Start Managing

What You’ll Learn:

1 How to make your current team better

2 The 3 principals of disconnection
READY?
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.
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!
DO YOU HAVE THE RIGHT SALESPEOPLE?
WOULD YOU KNOW WHO IS THE RIGHT ONE?
YOU SHOULD KNOW.

HJA
Human Job Assessment
 QUALITIES OF A GOOD SALESPERSON

1. Pleasing personality
2. Likes dealing with people. Outwardly
3. Produces good vibes, attracts others.
4. Is popular among his customers and colleagues.
5. Has the right and positive attitude. Cando. Will do!
 QUALITIES OF A GOOD SALESPERSON

1. Is polite and has good manners

2. Is persuasive
3. Hardworking. Honest. Ethical.
4. Has the ability to think and plan his work.
5. Informed and knowledgeable, qualified –personally
 QUALITIES OF A GOOD SALESPERSON

1. Keeps his promises

2. Confident and independent in thinking and working.
3. Listens to learn – more, and uses the knowledge effectively.
4. Speaks direct and to the point. Not unnecessarily verbose
5. Fully informed about product/s or services
 QUALITIES OF A GOOD SALESPERSON

1. Clear on task and customer needs.

2. Researches on customer needs and requirement.
3. Manages pressures of the job.
4. Good understanding and presenter of facts and his case
5. Understands his task and job objectives. Service, technology, and
sales skills.
 QUALITIES OF A GOOD SALESPERSON

1. Plans ahead, and clear on the path to achieve.

2. Takes on initiative and responsibility. And delivers on time and in the
right quality.
3. Quick in decision making – on options, concessions, compromises.
4. Is hands-on in his work.
5. Has an ability to write and talk well –at all levels of customers and
his own organization.
6. Authoritative. Problem solver. Not unduly aggressive
 QUALITIES OF A GOOD SALESPERSON

1. Prepares himself well for the calls on customers. Databank and

details.
2. Is able to convert difficult situation to his advantage.
3. Achieves a good and positive strike rate – productivity
4. Is organized. Clean and neat in work.
5. Has good contacts. Good networker.
 QUALITIES OF A GOOD SALESPERSON

1. Has good leadership qualities.

2. Builds good relationships – all round.
3. Has the ability to work in a team and trains/develops his colleagues.
4. Has the ability to define goals, targets, and the growth prospects of
products andhis company.
5. Manages his and others time efficiently.
6. Desires to evolve, and grow with the company.
SO WHAT CAN YOU DO?

1 Know your team.

2 Don’t leave hiring up to chance.
3 Work on strengths not weaknesses.
4 Build a well rounded team.

5 Never stop training.

FIRST
Know their Personality.
 SECOND
Know their skills.
FINALLY
know what they are saying.
YOU NEED TO KNOW.
EVEN IF IT DOESN’T LOOK GOOD.
DON’T WORRY,
IT USUALLY DOESN’T
LOOK GOOD.
LET’S GET TO KNOW YOUR TEAM.
READY?
WHAT ARE THEY LIKE?
Assertive Influential
Driving Persuasive
Competitive Dominance Influence Friendly
Forceful (Power) (People) Verbal
Inquisitive Communicative
Direct Positive
Self Starter

Compliant Dependable
Careful Deliberate
Systematic Compliance Steadiness Amiable
Precise (Policy) (Pace) Persistent
Accurate Good Listener
Perfectionist Kind
Logical
WHAT DO THEY LIKE TO DO?

Cold Call Network

(Prospect) (People)

Negotiate Support
(Complex Sale) (Existing Business)
WHAT DO THEY LIKE TO DO?

Cold Call Network

(Prospect) (People)
O ?
D
TO
EM
TH
NT
WA
U
YO
Negotiate Support
(Complex Sale) (Existing Business)
DO
AT
WH
Salesmanship is a Skill.
 Spin
Selling Needs
Assessment

Product Cold Selling

Knowledge Calling Skills

WHAT SKILLS DO THEY HAVE?

They Don’t
Objection
Handling Have a Clue

Primary School of
Industry
Selling Hard Knocks
Training
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.
Fix
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?
THERE ARE SO MANY CANDIDATES
HOW DO YOU CHOOSE THE “RIGHT” ONE?
Your gut instinct?
Their likeability?
Your pocketbook?
In other words…
You guess!
What’s even worse…
THE PERSON YOU ARE SEEKING MAY NOT BE THERE.
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.
TO FIND THEM..
HOW DO YOU KNOW WHEN YOU FIND THE RIGHT PERSON?
TEST.

PPA
PERSONALITY PROFILE ASSESSMENT
 THE RIGHT PERSON.

HJA = PPA
Human Job Assessment PERSONALITY PROFILE ASSESSMENT
 AGAIN IN ENGLISH.

THE THE
JOB
= PERSON
Human Job Assessment PERSONALITY PROFILE ASSESSMENT
DOES YOUR CURRENT TEAM MATCH?
PROBABLY NOT.
and
that’s OK .
REMEMBER: YOU’RE BUILDING A TEAM
YOU WOULDN’T WANT ALL
QUARTERBACKS.
A STRONG TEAM.
@
@ 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
FIX!
TRAIN!
TRAINING MAKES PEOPLE BETTER.
MYTH:

GREAT SALES
PEOPLE ARE BORN
THAT WAY.
FACT:
A PERSON IS BORN A
GOOD SALES PERSON,
AND TRAINS TO BE A
GREAT ONE.
AS = PPA + T
All Star PERSONALITY PROFILE ASSESSMENT 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.
 THE FLEX EQUATION.

G
AS + RC =
GOALS

DT
RIGHT Compensations'
ALL STAR

DAILY TASKS
It is better to have a well rounded
team than one that only thinks and
acts one way.
REMEMBER-TEAM.
 PROBLEM

In most companies, Flexibility

Is subordinate to Standardization
Standardization.

Easy to administer Does not allow creativity

Easy to manage Adversely affect moral
Flexibility.

Attract All Stars Time Consuming

Increase Productivity Difficult to Manage
Goal Focused Promotes individuality
Result Driven
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.

1 FINANCIAL

2 IMAGE

3 EFFICIENCY
Question:

What is most important to YOUR sales people?

Answer:

If you don’t know,

you need to ask
them.
Too Much
Money

Sales people will work

for less money if you
pay them in other ways There is a
minimum amount
of money people
will work for, once
Enough money
that is reached
they need more to
make them happy

Living expenses
Question:

What makes sales people seem lazy?

Hint:

It begins with a

C
Answer:

Commission based compensation.

Why?

Because that is what you are telling them to do.

Work hard when you start off and then

all you have to do is maintain the customer.
Why Not?

Set a goal and pay them for achieving it.

Paying on Achievement.

In the long run you and You pay more in the

the sales person are beginning.
happy with the results.
 Upper
Management

Goal Management Sales Person

OLD WAY OF SETTING EXPECTATIONS

 Upper
Management

Goal Management Sales Person

NEW WAY OF SETTING EXPECTATIONS

You NEED TO BE INVOLVED!
YOUR TEAM NEEDS TO BE INVOLVED!
EMR
AN
MAL
IK