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Secrets of Top Sales
Professionals Exposed!
Read an extract from
the Book
What are the characteristics of a successful sales team?
At my time at Harvey
Norman and working with over 90 businesses, these are some of the
characteristics I have found that make a successful sales team.
You must have a common
goal
– whereas in sport it is to win, in business it could be the mission or
targets to achieve. The key questions are: do you have a mission? If so,
what is it? Does it include your team? Does it inspire them?
You must have a
winning culture
– in business this needs to be clearly defined and displayed in all team
manuals. Concepts for inclusion may be ownership, excellence,
commitment, fun and balance. Do you have a culture? What values do you
wish your team members to display?
You must have a strong
leader
– this is usually the owner or a nominated operator who lives the
culture, knows the boundaries, coaches and guides towards the common
goal, is congruent with all these points and stretches the team members
to perform above their comfort levels.
You need 100 per cent
involvement from everybody
– when it comes to involvement there can be no excuses. You cannot
afford to take passengers onboard who bring the moral of the team down
or participate in sabotage operations to undermine the leader (this is
very important!) In my experience, this is one of the major parts of
building a champion team that most business owners find difficult to
solve.
Develop an incentive
program based around a simple philosophy
– reward team members when they achieve goals and penalise them when
they don’t. Incentives drive employee priorities and therefore their
behaviour. If you can align their priorities (and focus) with your
business goals, then you will be able to create a real team.
You need to be
supportive of risk-taking
– imagine if a champion football player was told by their coach to stick
to the rules and to not try any fancy stuff as it may not work out. It
would make a pretty flat team. You must have an environment where
risk-takers and creative team members are able to blossom within the
boundaries, rules and culture of the business without the fear of losing
their jobs.
You need clear job
descriptions, roles and duties
– very often team members become unfocused simply because they are not
sure of what they are meant to be doing. What is worse is business
owners who say, ‘I have no idea what Mary really does, but if she left
we would be in trouble!’ How stupid is that? Before you hire anyone, you
should establish what their role is.
Hire people that
already have the passion and heart
– all too often we recruit people based on their qualifications, resume
or what they look like, only to find that they are unmotivated and have
no driving passion. You can always train and teach skills (especially
with great systems and training) but you can’t easily instil passion. If
possible, wait for the right person and don’t just grab anyone. (Be
weary of family members, friends, or friends of friends. Where possible
put them through the recruitment system and get an independent check.)
Teach them how to sell
– coach your staff on how to sell, how to build positive relationships
with customers, and how to increase the dollar value of each
transaction. Coach your sales team to become problem solvers, not just
order takers.
Featuring Written Material by Award
Winning Sales Professionals such
as...
|
Tony Gattari (Author of
The Pillars of Business Success) |
|
Paul Hanna
(Author of You Can Do It!
and You Can Sell It!) |
|
Jenny Cartwright
(International Telesales Expert) |
|
Wayne Berry
(Australasia’s Leading Sales
Trainer and Coach) |
|
Chris Helder
(Author of
Stop Selling!
and
Streetsmart) |
|
David
Cunningham • Terry Lee
• Belinda Yabsley •
David
Staughton
•
Paul Tonich
• Kirsty Dunphey •
Leigh Farnell • John
Blake •
Ari Galper |
Listen to Tony Gattari's Interview
Exposed:
The Top Sales People
|
Order Your Copy Now! |