QUOTED FROM:

JEFFERY GITOMER 03/02/2007

“Modern business is all for one and one for all—

except in the world of sales”

Presented by:Ashley Anne Garvey

FighterLone Hunter

Team of OneElement of

Loneness The Remedy

The Traditional Salesperson

“Fighter” Factors

External The Sale Competition Purchasing Agents Price Delivery Terms Production Shipping Marketing Management Trainers Creditors Accounting

Internal Positions Awards Recognition Commission Goals Quotas

The Lone Hunter

Factors:Factors:

Management Decisions

Natural ProgressionSales-ReportsActivity RequirementsOther Mandatory Acts

“Team Of One”

Elements of Sales Loneliness

+ "Atta-boy“ let down

+ Commission Cuts

+ Rules Changes

So what’s the remedy?

The 4.5 Steps

1. Family

2. Bonding

3. Mentorships

4. Awards

4.5.

“If you’re the boss, be part of

the team yourselves”

“The engine can’t run without the gears and the pistons!”

Multiple Choice Questions

One element of loneliness is when commissions get cut, territories are reduced and big accounts are made “_______” accounts, meaning no commissions for the sales person. Main House Boss Atta-boy Head

Which is not considered one of the 4.5 steps to help sales people work together? Begin to refer to a group of sales people as a family. Get them to bond by playing together. Create mentorships-and pay them for doing it. Give different types of awards, such as best team player or best family member. Make it an individual competition, granting the only one salesperson the title of

“the best one”.