BA 3750-SALES MANAGEMENT
Nine Steps to Building
a Winning Sales
Organization
CHAPTER FIVE
L.P. CHEW
Nine Steps to Building a
Winning Sales
Organization
• YOU ARE A NEW SALES MANAGER AND YOU INHERET A
TEN PERSON SALES TEAM
• FEW of the ten salespeople had more
than one year of sales experience. They
are performing far below standards.
The attitude in the office was pitiful.
Nine Steps to Building a
Winning Sales
Organization
• YOU ARE A NEW SALES MANAGER AND YOU
INHERET A TEN PERSON SALES TEAM
• Many excuses for poor performance
like "lousy territory," and "our prices
are too high." But what salespeople
really lacked was a success role
model and direction. Here goes!!!!!
Nine Steps to Building a
Winning Sales
Organization
• YOU ARE A NEW SALES MANAGER AND YOU
INHERET A TEN PERSON SALES TEAM
• Perhaps a few of the strategies
and tactics I suggest, may help
improve the performance of a
sales team.
STEP ONE:
DO NOTHING
• Nine Steps to Building a Winning Sales
Organization
STEP ONE
DO NOTHING
• Take the time to understand your
organization's situation, gather
information about the people
involved, and………..
ANALYZE
STEP TWO:
ANALYZE YOUR
PROBLEM(S)
• Nine Steps to Building a Winning Sales
Organization
STEP TWO
• You can get peak performance
out of average producers if you
can get average producers to
emulate the success habits
demonstrated by a leading
salesperson. Clearly, I needed to
find a leader. Fast.
ANALYZE
•STEP THREE:
FIND YOUR SUCCESS
ROLE MODEL
• Nine Steps to Building a Winning Sales
Organization
STEP THREE
• In sports, when a player
assumes a leadership role
on a team, it's called
"stepping up." Hopefully, I
already have a few players
capable of stepping up. If
so, I will talk to them.
STEP THREE
• In sports, when a player
assumes a leadership role on
a team, it's called "stepping
up." Hopefully, I already have
a few players capable of
stepping up. If so, I will talk
to them.
•* STEP FOUR:
DON'T TOLERATE
MEDIOCRE SALES
PERFORMANCE
• Nine Steps to Building a Winning Sales
Organization
STEP FOUR
• Far too often, poorly
performing salespeople are
allowed to continue their
lackluster ways. A manager
may not want to face the
hassle of recruiting a
replacement, or may want to
avoid confrontation. This is a
big mistake.
•* STEP FIVE:
INSTALL PERFORMANCE
STANDARDS
• Nine Steps to Building a Winning Sales
Organization
STEP FIVE
•You've got to communicate
your expectations. So raise
the BAR on everybody with
standards that consist of
Behavior, Activity and
Results.
•STEP SIX:
DE-HIRE THOSE BELOW
MINIMUM STANDARDS
• Nine Steps to Building a Winning Sales
Organization
STEP SIX
• The first person you de-hire
will send a loud and clear
message - performance
standards will be enforced. If
you don't enforce them, your
standards are meaningless.
•* STEP SEVEN:
COACH, COACH AND
COACH SOME MORE
• Nine Steps to Building a Winning Sales
Organization
STEP SEVEN
•Don't be a "desk jockey."
Get out and work with your
salespeople. It's the only
way to grow your people
and your business.
•* STEP EIGHT:
CULTIVATE A BETTER
"QUALITY OF LIFE"
• Nine Steps to Building a Winning Sales
Organization
STEP EIGHT
•Have more fun. We
instituted a series of
contests that got
everybody focused on a
team goal.
•* STEP NINE:
KNOW WHAT EACH
SALESPERSON WANTS
• Nine Steps to Building a Winning Sales
Organization
STEP NINE
KNOW WHAT EACH SALESPERSON WANTS
• Every person has his or her own personal
motivators. My job is to find out what they are
and help the salesperson toward achievement.
• I will sit down with each salesperson one on
one. Try to learn something about each of
them: what are their goals with your company
and beyond? What is their past like? How can
you help them be, have and do more?
BA 3750-SALES MANAGEMENT
Nine Steps to Building a Winning Sales Organization
OPPORTUNITY IS NOW HERE
STEP SEVEN
•Don't be a "desk jockey."
Get out and work with your
salespeople. It's the only
way to grow your people
and your business.