BA 3750-SALES MANAGEMENT Nine Steps to Building a Winning Sales Organization

BA 3750-SALES MANAGEMENTNine Steps to Building a Winning Sales Organization CHAPTER FIVE L.P. CHEW

Nine Steps to Building a Winning Sales Organization • YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM • FEW of the ten salespeople had more than one year of sales experience. They are performing far below standards. The attitude in the office was pitiful.

Nine Steps to Building a Winning Sales Organization • YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM • Many excuses for poor performance like "lousy territory," and "our prices are too high." But what salespeople really lacked was a success role model and direction. Here goes!!!!!

Nine Steps to Building a Winning Sales Organization • YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM • Perhaps a few of the strategies and tactics I suggest, may help improve the performance of a sales team.

STEP ONE:DO NOTHING • Nine Steps to Building a Winning Sales Organization

STEP ONEDO NOTHING • Take the time to understand your organization's situation, gather information about the people involved, and……….. ANALYZE

STEP TWO: ANALYZE YOUR PROBLEM(S) • Nine Steps to Building a Winning Sales Organization

STEP TWO • You can get peak performance out of average producers if you can get average producers to emulate the success habits demonstrated by a leading salesperson. Clearly, I needed to find a leader. Fast. ANALYZE

STEP THREE: FIND YOUR SUCCESS ROLE MODEL • Nine Steps to Building a Winning Sales Organization

STEP THREE • In sports, when a player assumes a leadership role on a team, it's called "stepping up." Hopefully, I already have a few players capable of stepping up. If so, I will talk to them.

* STEP FOUR: DON'T TOLERATE MEDIOCRE SALES PERFORMANCE • Nine Steps to Building a Winning Sales Organization

STEP FOUR • Far too often, poorly performing salespeople are allowed to continue their lackluster ways. A manager may not want to face the hassle of recruiting a replacement, or may want to avoid confrontation. This is a big mistake.

* STEP FIVE: INSTALL PERFORMANCE STANDARDS • Nine Steps to Building a Winning Sales Organization

STEP FIVE • You've got to communicate your expectations. So raise the BAR on everybody with standards that consist of Behavior, Activity and Results.

STEP SIX: DE-HIRE THOSE BELOW MINIMUM STANDARDS • Nine Steps to Building a Winning Sales Organization

STEP SIX • The first person you de-hire will send a loud and clear message - performance standards will be enforced. If you don't enforce them, your standards are meaningless.

* STEP SEVEN: COACH, COACH AND COACH SOME MORE • Nine Steps to Building a Winning Sales Organization

STEP SEVEN • Don't be a "desk jockey." Get out and work with your salespeople. It's the only way to grow your people and your business.

* STEP EIGHT: CULTIVATE A BETTER "QUALITY OF LIFE" • Nine Steps to Building a Winning Sales Organization

STEP EIGHT • Have more fun. We instituted a series of contests that got everybody focused on a team goal.

* STEP NINE: KNOW WHAT EACH SALESPERSON WANTS • Nine Steps to Building a Winning Sales Organization

STEP NINE KNOW WHAT EACH SALESPERSON WANTS • Every person has his or her own personal motivators. My job is to find out what they are and help the salesperson toward achievement. • I will sit down with each salesperson one on one. Try to learn something about each of them: what are their goals with your company and beyond? What is their past like? How can you help them be, have and do more?

BA 3750-SALES MANAGEMENTNine Steps to Building a Winning Sales Organization OPPORTUNITY IS NOW HERE

STEP SEVEN • Don't be a "desk jockey." Get out and work with your salespeople. It's the only way to grow your people and your business.

BA 3750-SALES MANAGEMENT Nine Steps to Building a Winning Sales Organization