Sales Person
Sales Person
Sales Person
Stop Firing
Start Managing
1 2
READY?
FIRST
Sales people are not greedy.
SECOND
Sales people are not lazy.
FINALLY
Sales people are not self centered.
So
what exactly
is a sales person?
A sales person is a tool to get your offering out to prospects and/or customers.
But its the Sales persons style, presentation and skills that will determine how the customer or prospect will feel about us.
In other words
VERY, VERY
SCARY!
HJA
Human Job Assessment
1 2 3 4 5
Know your team. Dont leave hiring up to chance. Work on strengths not weaknesses. Build a well rounded team. Never stop training.
FIRST
Know their Personality.
SECOND
Know their skills.
FINALLY
know what they are saying.
LOOK GOOD.
READY?
Dominance
(Power)
Influence
(People)
Compliance
(Policy)
Steadiness
(Pace)
Negotiate
(Complex Sale)
Support
(Existing Business)
Negotiate
(Complex Sale)
HA W
DO T
YO
T AN W Support U
EM TH
TO
O? D
(Existing Business)
Salesmanship is a Skill.
else Start
Training!
In the field.
Fix
Before you
Fire
EVEN YOURS!
Dont be afraid to
THERE ARE SO MANY CANDIDATES HOW DO YOU CHOOSE THE RIGHT ONE?
Their likeability?
Your pocketbook?
In other words
You guess!
TO FIND THEM..
TEST.
PPA
HJA = PPA
AGAIN IN ENGLISH.
THE JOB
Human Job Assessment
THE PERSON
PERSONALITY PROFILE ASSESSMENT
PROBABLY NOT.
and
thats OK
A STRONG TEAM.
@ SCHOOL
WE WERE TAUGHT:
WORK ON THEIR WEAKNESSES.
WHY NOT:
ENCOURAGE THEIR STRENGTHS.
FIX!
TRAIN!
MYTH:
FACT:
A PERSON IS BORN A GOOD SALES PERSON, AND TRAINS TO BE A GREAT ONE.
AS = PPA + T
All Star
PERSONALITY PROFILE ASSESSMENT
TRAINING
DISCONNECT
PERSON DOES NOT MATCH THEIR JOB.
BE FLEXIBLE
CONNECT
CHANGE THEIR JOB
DISCONNECT
THE JOB DOES NOT MATCH THEIR COMPENSATION.
BE FLEXIBLE.
CONNECT
CHANGE THEIR COMPENSATION.
DISCONNECT
THE TASKS DONT MATCH THEIR GOALS.
BE FLEXIBLE.
CONNECT
CHANGE THEIR TASKS AND/OR THEIR GOALS.
AS + RC =
ALL STAR
RIGHT Compensations'
G
GOALS
DT
DAILY TASKS
It is better to have a well rounded team than one that only thinks and acts one way.
REMEMBER-TEAM.
PROBLEM
In most companies, Flexibility Is subordinate to Standardization
Standardization.
Flexibility.
INDIVIDUALS.
the Parts!
Question:
Hint:
TIME is equally
as important.
forget RECOGNITION..
FINANCIAL
2
IMAGE
EFFICIENCY
Question:
Answer:
Sales people will work for less money if you pay them in other ways
Enough money
There is a minimum amount of money people will work for, once that is reached they need more to make them happy
Living expenses
Question:
Hint:
It begins with a
Answer:
Why?
Work hard when you start off and then all you have to do is maintain the customer.
Why Not?
Paying on Achievement.
In the long run you and the sales person are happy with the results.
Upper Management
Goal
Management
Sales Person
Upper Management
Goal
Management
Sales Person
EMRAN MALIK