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Building a Successful Sales Team: Strategies and Mindsets for Sales Success

Discover essential strategies for building an effective sales staff by understanding the diverse personalities of salespeople. This guide categorizes sales professionals into various archetypes, such as the anxious, independent, and indispensable types. Learn about developing compensation plans that motivate your team through competitive salaries, commissions, and bonuses. Additionally, explore effective recruitment methods and interview techniques to find the right fit for your organization. Enhance your team’s performance by fostering a supportive and high-energy environment.

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Building a Successful Sales Team: Strategies and Mindsets for Sales Success

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Presentation Transcript

  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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