Front - AZ Teambuilding sro

PUSHING TO THE FRONT
sales people should be easy to find. In fact they are correct, sales people
are easy to find; GREAT SALES PEOPLE however, not so easy. In addition
business owners may believe the popular myth that great sales
people are born, not made. While I agree that it is true some individuals
have behavioural styles that appear to make them sales naturals, effective
selling in today’s marketplace requires so much more.
2) Establish Clear Accountabilities/Deliverables: the second critical
element of building a strong sales team is to develop a thorough list of
activities your salespeople need to accomplish in order to be successful.
Focus on the job itself rather than the individual that may currently
be in the role.
Ask yourself:
1. What are the most important things I need my sales person
to accomplish that will significantly grow my business?
2. Do I need my reps focused on nurturing and growing the
business from existing clients or is the focus on new client
acquisition?
3. Is the salesperson responsible for creating leads (marketing),
selling and closing prospects, after sales service?
Develop an exhaustive list then select the 5 most
important activities.
Now it is time to review your current staff and make sure that they meet
all of your criteria. If yes, fantastic you have some STARS; if not its
time to make a change.
When hiring sales people, I strongly recommend using behavioural assessment
tools (such as D.I.S.C. or P.I.A.V. 1 ) to assist in your analysis
of candidates. Focus on individuals that have demonstrated high levels
of achievement and commitment to excellence. Look for applicants
that demonstrate strong sales skills during the interview. They Develop
Trust, they ask Great Questions, they Listen well, they Uncover
Needs, they Provide a Solution and they Ask for the job. Always
check references! This extra work is well worth it.
1. D.I.S.C. is an assessment that classifies four aspects of behaviour, “How You Act”
P.I.A.V is an assessment that explores your passions, “Why You Act”
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