start / stop / continue the rainmaker academy will equip you with a number of tools. to organize the...
TRANSCRIPT
Start / Stop / Continue
The Rainmaker Academy
will equip you with a number of tools.
To organize the tools in a constructive manner, use the Start/Stop/Continue matrix at the
front of your workbook
Presents
Team Selling
Objectives
Describe the need to develop sales teams Identify the dynamics of high performing sales
teams Improve current sales team productivity Increase personal communication effectiveness
Reasons for Team Conflict
Small GroupActivity
10 Minutes
Four Stages of Team Development
Performing
Forming Storming
Norming
Team Diagnostic
Innovate With Team Profile
Example A
I like to examine the details
I’m good at recognizing alternatives.
I tend to focus on many things at once.
I like to see the consequences before I act.
Example B
Innovate with C.A.R.E. Profile
TALLY BOXSymbol Total
COLUMN
SHOULD
TOTAL 120
Conceptual Approach Skewed Toward Left
• Likes to come up with new ideas
• Is good at exploring alternatives and discussing concepts
• Is good at visualizing the master plan
• Prefers to focus on the future, develop theories, principles and ideas
• Is good at recognizing alternatives
Spontaneous Approach Skewed Toward Top
• Wants freedom from constraint
• Tends to move from one subject to another
• Focuses on many things at once
• Likes to have respect and influence
• Lets their feelings guide their decision making
Normative Approach Skewed Toward Right
• Prefers to put ideas into a familiar context
• Relies on past experiences to guide them
• Likes to see consequences before acting
• Prefers to let others take the lead
• Tries to fit in with others
Methodical Approach Skewed Toward Bottom
• Prefers order and rationality
• Tends to follow a step-by-step process
• Examines the details and thinks things through before acting
• Focuses on what they can prove to be true
• Likes to see things fit together
The Creator
The Advancer
The Refiner
The Executor
The Flexer
Distribution of Patterns
• Creators 26%• Advancers 5%• Advancer Axis 1%• Refiners 10%• Refiner Axis 1%• Executor 17%• Flexer 4%• Creator/Advancer 7%• Advancer/Executor 8%• Refiner/Executor 8%• Creator/Refiner 13%
Your Pattern is…..?
Patterns of Your Team
Your Best Role on a Team
Three Things You Do Best in Selling
Roles in Selling
Proposals Networking Public Speaking Target Selling Client Selling
What Three Things do You Enjoy?
What Do You Hate?
What Skill does Your Team Need to be More Effective?
Patterns
#1
#2
#3
#4
#5
Team Snapshot
Gene
Josh
Missing
Team Snapshot
Kim
Linda
Missing
Team Snapshot
Jana
Gary
Missing
Team Snapshot
Sharon
Avoid
Team Snapshot
Barbara
Todd
Brigitte
Avoid This Situation?
What Goes Up Campaign
The P.E.P. Cycle
P.E.P. Cycle for Each Team Pattern
Creator P - ________________________________________E - ________________________________________P - ________________________________________
Advancer P - ________________________________________E - ________________________________________P - ________________________________________
Refiner P - ________________________________________E - ________________________________________P - ________________________________________
Executor P - ________________________________________E - ________________________________________P - ________________________________________
Flexer P - ________________________________________E - ________________________________________P - ________________________________________
P.E.P. Cycle Creator
P Short Lived Stage
E Gets an Idea
P What if they don’t like it?
P.E.P. Cycle Advancer
P No Ideas
E I hear An Idea I Like
P People Poke Holes and Raise Objections to Ideas
P.E.P. Cycle Refiner
P No Ideas
E Clarifies ObjectionsPokes HolesMakes Idea Better
P What if they can’t handle?
P.E.P. Cycle Executor
P Oh, You’re going to change?
E I have the information I need to implement the plan.
P Afraid it won’t work
P.E.P. Cycle Flexer
P We Have Nothing
E Plays Role of Dealmaker
P What if they don’t buy it?
Team Innovation Z Process
Z Process Case
Who Represented What Patterns? Conflict Points You See? If Conflict Points Not Resolved, What Will
Happen? Steps to Take Now?
Z Process - Part 2
How did it get off track?
What were key hand off points?
Steps to work effectively?
2 Minute Drill
Top 5 Team Builder Practices
2 Minute Drill
Top 5 Team Wreckers
Team Exercise
Positive Attributes Effect
Negative Attributes Effect
Consensus
Consensus is Not: Unanimous Vote
Majority Vote
100% Agreement
ConsensusConsensus Is: All Support 100%
Agree 75%
Anyone Can Block, but must haveAlternative
Habitual Blockers (without Alternatives) will be confronted
Dealing with Differences
Tendencies That Bother You
Your Tendencies That Bother Others
What Can you do to reduce tensions?
World Record
400 Meter Dash
43.29 Seconds
World Record
400 Meter Relay
37.4 Seconds
Understand, Respect, Appreciate, and Value
Contributions of Each Member
On The Work Team.
Five Reasons for Balancing Sales Team
Without Creators: No New Concepts
Without Advancers: Implementation Stalls
Without Refiners: New Directions Not Thought
Through; Details Overlooked
Without Executors: No Implementation
Without Flexers: Stress
Together We Are Better!
Price LeverageProfessional Client
Time Line
Leverage
Leverage
Delivery Date
Clients Must Overcome Three Pricing Emotions
PRICE
RESISTANCE
PRICE
ANXIETY
PAYMENT
RESISTANCE
Team Readings
Situation #1Situation #2Situation #3Situation #4
Team Meetings
Purpose Advance Sales EffortHelp Each OtherConfront and Resolve
Obstacles
Self Assessment
5 Minutes
Team Innovation Highlights
Team Profile identifies most natural approach and most comfortable role we perform in sales process
Use the Team Profile to understand how to interact successfully with team members with different patterns.
Being aware of the P.E.P. cycle (Panic, Elation, Panic) helps to understand the sales process better.
Team Highlights
The Z process identifies how strengths of each member
on an innovation team can be used effectively.
We need to understand, respect, appreciate, and
value the contributions of all team members.
Thank You!