CREATING A SALES CREATING A SALES TEAMTEAM

By Terry SaltnesBy Terry Saltnesterry@leveragethis.comterry@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