Title: Sales Activity Management, Inc'
1Welcome!
The PSA Factors
2Welcome to Nashville
A Great Blend of Old and New
3Todays Agenda
- The PSA Factors
- Group Discussion
- Acre of Diamonds
4Have you ever wondered?
5The PSA Factors
- People
- Obtain Retain Quality People
6The PSA Factors
People
- Look for Good People with BIG Goals
- Positions they Do the best Enjoy the most
(Recycle if possible) - Everybody Can Leave Once
- Let Them Know They Are Important (Actions/Words)
- Give Responsibility (Tasks, Schedules, Time off)
- Require GIFTS (Growth, Integrity, Faith, Truth,
Service)
7The PSA Factors
Nothing takes the place of Good Leadership
8The PSA Factors
Systems
-
- A uniform set of repeatable, related action
steps to accomplish a task (Activity Management) - Operate in unison toward a common goal
- Designed for each position/level (Trailers)
- Maintainthe process over time with regular
reviews (EWWFNE) - Interdependent
Successful people flee unpredictable
environments.
Harry
Hoopis
9Maybe we are a little fanatical about the way
things should be done. But for us, the idea of
having systems and procedures for everything is
very natural and logical.If you want to produce
a consistent result, you need to figure out how
to do it, write it down, practice it, and keep
improving it until theres nothing left to
improve. (Of Course, we at Marriott believe that
theres always something to improve.) J.
W. Marriott
The PSA Factors
10The PSA Factors
Accountability
- Clear Expectations Stated Managed
- Positive and Negative Consequences
- From the Top Down
- Use Checklists and Checkpoints (Magnetic
Deadlines)
Systems and Accountability have been the key to
our success.
Paul Blanco
11The PSA Factors
The Plane doesnt fly until the paperwork is
done!
12The PSA Factors
Accountability
- The Hawthorne Effect
- Broken Windows Theory
13The PSA Factors
Left to their own devices most people will
Drift.
Without discipline youll have Regret.
14Exercise Breaking Down the PSA Factors
- Purpose To determine the benefits of using the
PSA Factors in your department or in the field
Tips to Enhance -
- Step 1 In your group - Choose a scribe and
spokesperson to record notes. Identify and
discuss the factors you feel are necessary in
your groups assigned topic People, Systems or
Accountability - Answer the Question What can you do differently
to enhance the PSA Factors in your department and
in the field? - Step 2 Have spokesperson report your findings to
the group for discussion. - Timing 20 minutes
15 Acre of Diamonds
16The PSA Factors
Embrace Growth it is its own reward.
17- Three Keys to Growth
- People you meet
- Books you read
- Things you do
18- George Hood, World Record Holder
- In mid-January, George Hood made headlines
across the globe after he rode a stationary
spin bike for 85 hours, three hours longer than
the existing Guinness World Record mark! - A 49-year-old former Marine and DEA agent, Hood
rode the equivalent of 1,082 miles (1,741
kilometers) or far enough to travel from Chicago,
Illinois to Portland, Maine. In the process, he
raised 30,000 for COPS, which supports the
families of fallen law enforcement officers.
19Over 45,000 Clients Across
Ameriprise Financial Advisors AIG/American
General AmerUs Life AXA Advisors Guardian John
Hancock HR Block Financial Advisors
Knights of Columbus (Life) MassMutual Financial
Group MetLife National Life New England
Financial New York Life Northwestern
Mutual Principal Financial and more
Recommended by Kinder Brothers, Hoopis Financial
Group and others!
Contact us for more Information 1-800-254-4SAM
www.SalesActivityManagement.com
Final Slide