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CREATING A SALES TEAM

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CREATING A SALES TEAM By Terry Saltnes terry_at_leveragethis.com Understanding Your Salesperson What motivates them? What de-motivates them? First Motivator $ MONEY ... – PowerPoint PPT presentation

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Title: CREATING A SALES TEAM


1
CREATING A SALES TEAM
  • By Terry Saltnes
  • terry_at_leveragethis.com

2
Understanding Your Salesperson
  • What motivates them?
  • What de-motivates them?

3
First Motivator
  • MONEY

4
Second Motivator
  • SECURITY

5
Third Motivator
  • ACHIEVEMENT

6
Fourth Motivator
  • RECOGNITION

7
Fifth Motivator
  • PERSONAL GROWTH ACCEPTANCE

8
First De-motivators
  • FEAR OF LOSING SECURITY

9
Second De-motivator
  • FEAR OF FAILURE

10
Third De-motivator
  • SELF DOUBT

11
Fourth De-motivator
  • CHANGE

12
Creating The Team Culture
  • The four steps of group behaviour and relevant
    management styles for those behaviors

13
ORIENTATION
  • Give clear direction
  • Set time lines
  • Allocate responsibilities
  • Schedule next meeting

14
ORIENTATION MANAGEMENT STYLE
  • Directing and to the point
  • Deliver very clear expectations
  • Delegate individual responsibilities
  • Keep it short with little group discussion
  • Task focused

15
DISSATISFACTION
  • The honeymoon is over
  • Hope and reality collide
  • Confusion and frustration surface
  • Competition and dominance battles
  • Them against you mind sets

16
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

17
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

18
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

19
PRODUCTION
  • Achieving results
  • Creating and implementing strategies
  • Group sets new expectations

20
PRODUCTION MANAGEMENT STYLE
  • You are out of a job
  • Listen learn contribute
  • Watch group dynamic
  • They will respect each other and be task focused

21
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

22
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
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