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Howard Maslich Specialized Training Services, Inc. (585) 413-3053

HOW TO UPGRADE YOUR SALES FORCE. Howard Maslich Specialized Training Services, Inc. (585) 413-3053. AGENDA FOR TODAY. 1. 2. 3. 4. 5. RIGHT PEOPLE?. CAN VS. WILL SELL. OVER ACHIEVERS. PIPELINE. SALES MANAGEMENT. OTHER POTENTIAL TOPICS. Good to Great TopGrading Execution

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Howard Maslich Specialized Training Services, Inc. (585) 413-3053

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  1. HOW TO UPGRADE YOUR SALES FORCE Howard MaslichSpecialized Training Services, Inc.(585) 413-3053

  2. AGENDA FOR TODAY 1 2 3 4 5 RIGHT PEOPLE? CAN VS. WILL SELL OVER ACHIEVERS PIPELINE SALES MANAGEMENT

  3. OTHER POTENTIAL TOPICS • Good to Great • TopGrading • Execution • Myth of Top Performers • Accountability • Strategies • Tactics • Selection Criteria • Biggest Weaknesses • Recruiting Process • Development • Pipeline • Complacency • Turnover • Compensation • Margins • Sell Cycle • Finding Candidates • Retention • Closing Percentages • Mediocrity • Crucial Success Elements

  4. SALES MANAGEMENT TOP 5 1 2 3 4 5 ACCOUNTABILITY COACHING MOTIVATING GROWING RECRUITING

  5. PIPELINE – GOLD OR COAL? 1 2 3 4 5 QUALITY QUANTITY VISUAL BALANCE MOVEMENT

  6. CRUCIAL ELEMENTS FOR SUCCESS 1 2 3 4 YIELD INCENTIVE TO CHANGE = DESIRE COMMITMENT OUTLOOK RESPONSIBILITY GROWTH POTENTIAL

  7. 5 MAJOR WEAKNESSES 1 2 3 4 5 BUY CYCLE APPROVAL EMOTIONS MONEY RECORD COLLECTION

  8. COMPLETE RECRUITING PROCESS

  9. RECRUITING Most Companies: Place an Ad Review Resumes Schedule Interviews Make Hiring Decisions

  10. RECRUITING Some Companies: Place an Ad Review Resumes Phone interview Schedule Interviews Make Hiring Decisions

  11. RECRUITING Some Companies: Place an Ad Review Resumes Phone interview Schedule Interviews Pre-Employment Test Make Hiring Decisions

  12. I RECOMMEND 1 2 3 4 5 IDENTIFY FLAWS IDENTIFYREQUIREMENTS USE AUTOMATION SOURCE USINGTOP SITES WRITE THEKILLER AD

  13. I RECOMMEND 6 7 8 9 10 MORE AUTOMATION FINAL INTERVIEW 1ST INTERVIEW THE PHONE QUALIFICATION ASSESS CANDIDATES

  14. I RECOMMEND 11 12 1ST 90 DAYS HANDOFF JOB OFFER

  15. HOW TO UPGRADE 1 2 3 4 5 EVALUATE SALES FORCE HOLD THEM ACCOUNTABLE RAISE THEIR EXPECTATIONS RAISE YOUR EXPECTATIONS DECISION “BE THE BEST”

  16. Howard MaslichSpecialized Training Services, Inc.(585) 413-3053 http://www.wnysalestraining.com/ White Paper Validation Samples

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