CREATING A SALES TEAM

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CREATING A SALES TEAM

• By Terry Saltnes
• terry_at_leveragethis.com

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Understanding Your Salesperson

• What motivates them?
• What de-motivates them?

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First Motivator

• MONEY

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Second Motivator

• SECURITY

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Third Motivator

• ACHIEVEMENT

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Fourth Motivator

• RECOGNITION

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Fifth Motivator

• PERSONAL GROWTH ACCEPTANCE

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First De-motivators

• FEAR OF LOSING SECURITY

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Second De-motivator

• FEAR OF FAILURE

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Third De-motivator

• SELF DOUBT

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Fourth De-motivator

• CHANGE

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Creating The Team Culture

• The four steps of group behaviour and relevant
  management styles for those behaviors

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ORIENTATION

• Give clear direction
• Set time lines
• Allocate responsibilities
• Schedule next meeting

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ORIENTATION MANAGEMENT STYLE

• Directing and to the point
• Deliver very clear expectations
• Delegate individual responsibilities
• Keep it short with little group discussion
• Task focused

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DISSATISFACTION

• The honeymoon is over
• Hope and reality collide
• Confusion and frustration surface
• Competition and dominance battles
• Them against you mind sets

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DISSATISFACTION MANAGEMENT STYLE

• Coaching and directing behaviour by you
• Getting people to express their feelings
• Listen to each other
• Identify challenges
• Focus 70 on behaviour and 30 on task

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RESOLUTION

• Committing to being productive
• Agreeing to disagree but solution orientated
• Relaxing and enjoying each others company
• Forwarding opinions that may not be popular
• Honest discussion respected

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RESOLUTION MANAGEMENT STYLE

• Supporting developing trust
• Encouraging every one to participate
• Allowing frank and open discussion
• Not fearful of the boat being rocked
• 50-50 on task and behaviour focus

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PRODUCTION

• Achieving results
• Creating and implementing strategies
• Group sets new expectations

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PRODUCTION MANAGEMENT STYLE

• You are out of a job
• Listen learn contribute
• Watch group dynamic
• They will respect each other and be task focused

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POTENTAL CHALLENGES

• The group can regress at anytime
• Every stage is normal
• Keep your eyes on process as much as production
• Save your happy face for later
• Reward appropriately

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BED TIME READING

• How To Master The Art Of Selling, by Tom Hopkins
• The One Minute Manager Builds High Performance
  Teams, by Kenneth Blanchard
• The Life Cycle Of Groups, by R B Lacoursiere
• Who Moved My Cheese, by Spencer Johnson