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Building a Sales Staff

Building a Sales Staff. Think Like a Salesperson. Ambitious Anxious Insecure Impatient. Think Like a Salesperson. Independent Hard to Manager Lovable Indispensable. Think Like a Salesperson. They’re just like us!. Classifying Salespeople. Rhino Success Jungle Animals

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Building a Sales Staff

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  1. Building a Sales Staff

  2. Think Like a Salesperson • Ambitious • Anxious • Insecure • Impatient

  3. Think Like a Salesperson • Independent • Hard to Manager • Lovable • Indispensable

  4. Think Like a Salesperson • They’re just like us!

  5. Classifying Salespeople • Rhino Success • Jungle Animals • Farm Yard Animals • Real World • Fired up • Passing Time • Tired • Lost

  6. Sales Compensation Plans and Strategies • Create a Budget • A Bottom to Top Approach • Create & Document • How Much • When • What Qualifies • Exceptions

  7. Sales Compensation Plans • Salary • Salary + Commission • Salary + Bonus Over Quota • Commission • Draw Against Commission

  8. Recruiting Salespeople • Competitors • Referrals • Pay Fees? • Internet Job Boards • Interns • Media Ads • Internal Promotion

  9. Pre - Interview • Detailed Resume • Completed Application • Written goals • References • Include former employers

  10. The Interview • Prepare script • For comparison • Ask Probing Questions • Listen • Document • Know the Answers

  11. INTENTIONALLY LEFT BLANK. THE REMAINING PAGES ARE VIEWABLE BY SUBSCRIPTION MEMBERS ONLY

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