Maintain your old Siemens Hipath system

Finding A Sales Force That Pays For Itself

The elements involved in building a sales force, especially one that pays for itself and also adds value to any business, are many and varied. The whole purpose and direction of a sales manager needs to be directed to creating a sales force that causes the employing company to expand through increasing sales.

This is done by the following general steps: Training sales staff to be able to sell the company product in large volume; correcting how sales presentations are made; handling any customer flaps his sales people make; and then testing and hiring more sales people, to create an ever increasing sales force. This is a continual process that a sales manager must be doing to justify his existence. If he doesn't, the company cannot expand.

Training to make a good sales person

"Training them to be able to sell the company product in large volume." A very wise American philosopher once stated that all a salesman had to do was to continue to try to interest the customer and the customer would eventually buy, if the sales man continued to try to interest the customer! Like all great truths, they are 'obvious' once stated.

So, what does it take for a sales person to continue to try to interest a customer, no matter what objection the customer raises and despite the sales person's own impulse to 'give up' after a while? Lets look at the elements:

The sales patter: The first of these would be a successful sales patter. Here we are talking about getting a hold of someone or several people who are successful, at selling to customers, in the target industry, or a similar industry. Once such person(s) are found, you need to interview them to find out what they DO that made them a success. We are looking for the actions they take and the things they do, not what they think.

The best person to interview for this information is usually the most successful sales person, right there in the company, if one exists. Notes should be carefully made of the actions they take to get a sale and these notes should be very exactly written up and turned into a patter that can later be drilled on new and old members of the sales force.

Advertising and preparation: Next, a series of sale recruitment advertisements need to be created for the local newspaper. The receptionist of the company needs to be briefed on what to do when calls come in. The adverts need to be big enough to attract attention and have enough mystery in them so that people actually call in to find out what its all about.

The receptionist should understand that all she is doing with calls from the advertisements is routing them to the person doing this project. She does not answer questions about what the company is and what is being offered. She simply arranges for them to come in for an interview at a scheduled time or collects their phone numbers so that they can be called back and scheduled to come in, by someone else.

The interview: When applicants for the sales position come in, their interview is very specific and to the point. There are certain very specific criteria that are being looked for in a good sales person. The two main one are, (a) can they persist along a given course? (b) Are they are interested in people?

That is an easy statement to make, to be sure. However, to find such people requires very exact interview procedures. The first step is testing. We use a series of 3 tests. One of these provide a detailed look into the 10 most important job related traits such as Stability, Goal attainment, Composure, Certainty, Activity level, Aggressiveness, Responsibility level, Correct estimation, Appreciativeness and Communication level.

The other 2 tests measure an applicant's ability to solve problems and how well they are able to following instructions ? a vital test for anyone operating machinery where understanding and following instructions are very important!

With the results of the 3 tests, one only needs to ask the applicant questions regarding his past job failures, past job successes and when they first decided that they wanted to be in sales. These answers, compared to the results of the 3 tests tell the whole story and can really make it very easy to select applicants most likely to succeed as sales people.

How the compensation is done: For this project to be successful and actually pay for itself, the sales applicant needs to be hired under very specific financial conditions. They need to be hired on a draw + commission. This means that they get a low amount of money weekly for a certain period of time and if they do well, they should be producing enough sales to repay their draw and start making money quickly, for themselves as well as the company. How this is worked out is key to the success of the project. If this is not worked out correctly, sales people will either not start, not produce and stay too long and drain the company or quit before their training is effectively completed.

The mastery of the conversation: A successful sales person requires one skill above all others. This is the ability to guide and control a conversation. If he or she can guide and control a conversation, it is then possible to continue to try to interest the customer and be successful at it.

For a salesperson to do this one action well, an in-depth 3-day training on the basics of conversation and how to guide and control a conversation, is vital. Communication between people (conversation) have very certain and definite laws, which if followed, puts a sales person in total control of a conversation without making the other person feel like they are being controlled!

Drilling the sales patter: After the sales applicants have successfully mastered the art of controlling a conversation, they now need to be drilled on the successful sales patter. If a full day is devoted to drilling them on this and they are drilled to a point where they easily and smoothly deliver their patter, without referring to notes or becoming tongue-tied or embarrassed, then and only then, will they be ready for the next step.

Get them out selling: After the above steps are completed and your sales people are ready to 'hit the streets', they should be divided up into groups of 3 to 5 people with one of them being the sales manager of the group. They are then sent out to find customers and deliver their pitches (sales patter).

This should be done in such a way that there is not great pressure on the sales people for the first few days. Tell them to go out and practice on any customer they find. The objective is to get them comfortable delivering their patter.

They are given realistic targets to achieve and when they flub and do not get results, they are corrected and sent back out by the person that is overall in charge of this project.

Failures: Not all will make it through this line-up. Correct them as much as possible and if they cannot make it, turn them loose and concentrate on the others that are making it. As the sales manager you also need to work on starting new groups through the process. Continue these steps until you have all the sales people you need to really boost the company sales.

Personnel: The number of sales force trainers required to train the company sales manager on this procedure and help him build his sales force is only 2 people. They will need to work in the company for 30 days. One of these would be the person overall in charge of the project. He or she creates the sales advertisements, get the people in, does the tests on them, interviews them and decide which ones to hire. This person also does the corrections. The assistant does the conversation-control training; the successful sales patter drilling and help the lead trainer with the corrections of the sales teams.

Summary: An effective sale teams can be built that pays its own way, enhances the company sales and increases the value of any business. The key to it all is having a hiring method and training program for the sales people that follows the exact laws involved in guiding and controlling a conversation.

About The Author

Willard Michlin is an Investor, Business Broker, California Real Estate Broker, Accountant, Financial Distress Consultant, Well known Public speaker and Administrative/Business Consultant. He can be contacted at his Ventura, California office by calling 805-529-9854 or by e-mail at kismetrei@earthlink.net. See other articles by Willard at http://www.kismetgroup.com; kismetrei@earthlink.net

In The News:

Police to recover New Zealand volcano bodies on Friday
Thu, 12 Dec 2019 02:41:00 +0000
New Zealand police say they are finalising a plan to recover the bodies still on White Island on Friday, following Monday's volcanic eruption.

Debris found in search for missing plane with 38 on board
Wed, 11 Dec 2019 21:59:00 +0000
Debris believed to be from a missing Chilean air force plane that had 38 people on board has been found, officials have said.

Migrant rescues disabled man from house fire in Spain
Wed, 11 Dec 2019 17:53:00 +0000
A Senegalese migrant living in Spain has rescued a disabled man from a burning building.

Aung San Suu Kyi attacks 'misleading' Rohingya court case
Wed, 11 Dec 2019 09:20:00 +0000
Myanmar leader Aung San Suu Kyi has defended her country from charges of genocide, saying there is "no tolerance" for human rights violations against the Rohingya Muslim minority.

Jewish supermarket targeted in gun battle that left six dead
Tue, 10 Dec 2019 21:16:00 +0000
A Jewish supermarket was deliberately targeted in a shootout which left six people dead, the mayor of Jersey City has confirmed.



tikatoshop.it

Erfahrungen mit Pallhuber Wein
Agen Bola SBOBET Terpercaya

Travel in comfort and at your leisure with CT Airlink Limousine & Car Service for top quality private transportation and exceptional customer service. We operate Sedans, SUVs & Vans for CT Car Services to covering all Connecticut airports including Car Service from CT to Newark Airport , Mohegan Casino Uncasville CT, Foxwoods Casino Mashantucket CT, Manhattan Cruise Terminal NYC, Brooklyn Cruise Terminal NYC and Bayonne Cruise Terminal NJ. CT Airlink hire licensed and friendly chauffeurs who have in-depth knowledge of the Areas.

Seven Deadly Sales Mistakes That Cost Business Owners Big Money - And What To Do About Them

1. LOOKING for a "quick fix" to close more sales... Read More

Speed-up Your Sales Cycle

This week's article is my response to a question by... Read More

How to Organize a Seminar or an Event

Seminars and events have always been implemented as a holistic... Read More

Overcoming Sales Objections for Small Business Networks

Do you need help overcoming sales objections? Do you sell... Read More

3 Secrets That Set The Context For Sales Success

In today's competitive environment, every organization is trying to improve... Read More

Management From Within

Inspiration and Management from Within ? Part 2.The more you... Read More

Snowflakes Improve Holiday Sales

Snowflakes are beautiful!For the Winter Holiday sales season handcrafted snowflakes... Read More

A Fracas in the Franchise - Keep Your Customers by Keeping Your Workers

As a previous owner of a Franchise I know the... Read More

Rotten to the Core: The Story of How the Best and Brightest can be Ruined

The objective of an incentive is to incite action within... Read More

Franchise Sales; Recruiting of Laid Off Employees

Because of corporate downsizing, many people have been laid-off or... Read More

The Hardest Job Of A Trade Show

You've heard this before: There were four people named Everybody,... Read More

Why Performance-Based Recruiting Produces Top Sales Performers

Many recruiting ads and job descriptions include "knockout factors" that... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

Promoting Your Private Label at Industry Trade Shows

So everyone thought you were crazy when you announced 6... Read More

We Will Make It Back----- A Fictional Story Based on Fact About Sales Management Success

Bill Borders stepped up onto the podium. He had just... Read More

Increase Your Sales - Accept Credit Cards

Many people today simply prefer the convenience of paying by... Read More

How to Sharpen Your Sales Message with Do-it-Yourself Focus Groups - Small Business Power Tools

You've probably heard of focus groups. It's a tool that... Read More

Shorten Sales Cycles in Complex Sales Environments

Help buyers discover the answers they need to understand and... Read More

Increasing Business Through Distributors

You're a small company with a good product. You are... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

Baditude!

As a group of sales trainees took a break from... Read More

Pointless Targets

I recall a heated discussion with a sales director some... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More