plezed seminar
DESCRIPTION
Short presentation on what to look for in sales people along with tips on how to manage them.TRANSCRIPT
Copyright Gaetan T. Giannini 2006
Introductions
Copyright Gaetan T. Giannini 2006
You can be P.L.E.Z.E.D. with Sales
A new way of managing and hiring sales people.
Copyright Gaetan T. Giannini 2006
What makes a salesperson?
Years of sales experience. Number of years in your industry. The school the person graduated
from The score on some personality test. Gut feel. Luck.
Copyright Gaetan T. Giannini 2006
Factors for selecting and managing a sales staff.
Copyright Gaetan T. Giannini 2006
The Politician
Recognize Understand Navigate If you avoid politics, you avoid a sale.
Copyright Gaetan T. Giannini 2006
The Loner
Freedom of being away from the office
Accountable only to their performance
The solitude that comes between each sales call
Strong Loners do not transition into sales management well
Copyright Gaetan T. Giannini 2006
The Empathic
a "people person” Do you want your salespeople to be
the life of the party? empathy for the people and
businesses that they sell to emotional intelligence not always an easy quality to spot personality profiling or role playing
exercises
Copyright Gaetan T. Giannini 2006
The Zealot
Have faith and you will sell If they keep working they will be
successful Faith in their product
product will not only work, but meet or exceed the expectation
Before During After
Copyright Gaetan T. Giannini 2006
The Engineer
An unquenchable desire to solve problems problems that are solved using your
company's product or service No Degree Required!
Copyright Gaetan T. Giannini 2006
The Driver
Strong competitors Making money makes them happy
Wealth Score keeping
Desire to improve over their previous performance
Copyright Gaetan T. Giannini 2006
Management & Compensation
General Rules of Thumb Hungry, not starving, sales people work
hardest and achieve the most. Salary + Commission Build to commission only
Goals and Targets need to be S.M.A.R.T Specific Measurable Achievable Relevant Time Bound
Copyright Gaetan T. Giannini 2006
Management & Compensation
The Politician Make understanding the customer’s internal
structure of influence part of the sales process. Tie rewards to increasing same customer sales. Manager should engage sales people in
discussion on how political forces shape different customers.
Share customer information & stories across the sales force.
Copyright Gaetan T. Giannini 2006
Management & Compensation
The Loner A lot of support, with few reports Respect their freedom
Don’t insist on knowing where they are 24/7 Make them understand that they are a
vital part of the team
Copyright Gaetan T. Giannini 2006
Management & Compensation
The Empathic Support them in supporting customers They are listeners, so listen to them Value their opinions, they are very close
to the customer Reward customer relationships
Copyright Gaetan T. Giannini 2006
Management & Compensation
The Zealot Recognition
Internally Externally Monetary Ego
Copyright Gaetan T. Giannini 2006
Management & Compensation
The Engineer Challenge them
Solve problems Find new markets New product applications
Ask for their opinion Especially when it comes to how the
customers use or interface with the product.
Copyright Gaetan T. Giannini 2006
Management & Compensation
The Driver Recognition
Internal External Awards or ceremony
Competition Bonus
Cash Perks Special Titles
Understand ego
Copyright Gaetan T. Giannini 2006
Questions & Discussion
Copyright Gaetan T. Giannini 2006
Thank You!
Gaetan GianniniChair & Assistant ProfessorCedar Crest CollegeAllentown, PA(610)-606-4666 ext. [email protected]