Building a Sales Staff

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Building a Sales Staff

• Dave Bilbrey

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Think Like a Salesperson

• Ambitious
• Anxious
• Insecure
• Impatient

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Think Like a Salesperson

• Independent
• Hard to Manager
• Lovable
• Indispensable

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Think Like a Salesperson

• Theyre just like us!

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Classifying Salespeople

• Rhino Success
• Jungle Animals
• Farm Yard Animals
• Real World
• Fired up
• Passing Time
• Tired
• Lost

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Sales Compensation Plans and Strategies

• Create a Budget
• A Bottom to Top Approach
• Create Document
• How Much
• When
• What Qualifies
• Exceptions

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Sales Compensation Plans

• Salary
• Salary Commission
• Salary Bonus Over Quota
• Commission
• Draw Against Commission

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Recruiting Salespeople

• Competitors
• Referrals
• Pay Fees?
• Internet Job Boards
• Interns
• Media Ads
• Internal Promotion

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Pre - Interview

• Detailed Resume
• Completed Application
• Written goals
• References
• Include former employers

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The Interview

• Prepare script
• For comparison
• Ask Probing Questions
• Listen
• Document
• Know the Answers

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Post Interview

• Score Applicants
• Rate them
• Call References
• Re-Interview Finalists
• Speak on phone
• Pick one

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Hiring

• Contracts
• Terms of employment
• At will status
• Covenants
• Non disclosure
• Confidentiality
• Non compete

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Sales Tools

• Workspace
• Location
• Computer
• Software
• Literature
• Demo Equipment
• Lead List(s)
• Contracts

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Sales Training

• Product Training
• Vendor Sponsored
• Company - Self
• Sales Training
• Internal
• Seminars
• Books - Tapes
• Company Training
• Process/Procedures

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Sales Training

• Initial training should be prescriptive
• Periodic tune-ups follow

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The Sales Process

• Prospect
• Qualify
• Interview
• Present
• Propose
• Close
• Referrals

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A Winning Formula

• Activity
• Skill
• Knowledge

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Managing Your Sales Staff

• Set Expectations
• Require Feedback
• CRM
• Meet Review Often

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Evaluation Indicators

• Positive Indicators
• Good Attitude
• Many Activities
• Detailed Feedback
• Closed Sales
• Negative Indicators
• Bad Attitude
• Un-cooperative
• Excuses

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Performance Check

• Tough Love
• Direct Approach
• Detailed Issues
• Document
• Have it signed
• Re-establish Expectations
• Warn

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When to Terminate

• Not Working
• Below Expectations
• Not Reporting
• Covering Up
• Not Cooperating
• Making Excuses
• Not Selling
• No Revenue

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When to Terminate

• Dont Wait
• Cut Losses
• Recycle Your Budget
• Go Forward

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Retention Strategies

• Title
• Bonus
• Perks
• Intern
• Input
• Plaque
• Prizes

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Building a Sales Staff

• After your first sales project succeeds do it
  again!
• Always have a new salesperson ramping up

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Questions?
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Building a Sales Staff

• Good Luck
• Good Selling
• Much Success
• Dave Bilbrey