World Ticket Conference- David Steel

How to Fix
Sales Team.
B ROKEN

My Goal

Our Goal Today
Double
Sales!

#3 Reason-(re) actions
They Wait for the phone to ring.
#2 Reason-results
They are writing the same or
less business than before .
#1 Reason -belief
Because you think they are.

www.
Fix or
Fire.com!

15 Companies

12 Questions

180 Possible Points

7 Points
4%

“You only find our who is
Swimming naked when
The tide goes out”
Warren Buffet

Fear

Our Goal Today
Double
Sales!

How Long
Will it Take?

How Much
Will it Cost?

Where?

www.
Fix or
Fire.com!

Best &
Worst
Worst Salesperson Sales Decrease
Neutral Salesperson Flat Sales
Best Salesperson Growth (>15%)

Scenario
Starting Base $35,000
Commission 10%
Starting Sales $400,000
Compensation $75,000
Gross Profit 35%

Andwhere exactly
do we focus most of our energy?

Belief
Personality
Behavior
Actions
Results

Andwhere should
we focus all of our energy?

Belief
Personality
Behavior
Actions
Results

Differentiator
What made me different.
Value
Financial-Image-Time
Delivery
How you demonstrated the value to the customer or prospect.

Your Salesperson’s
Belief Belief

Wait Staff
La Bernardin
Restaurant

129 Cardinal Sins

Belief
Dictates
Actions!

Right
Actions
Right
Results!

SO WHAT CAN YOU DO?
Nothing.
Invest In Your Team.
Start Over Again.
1
2
3

www.
Fix or
Fire.com!

Magic Formula
Firing
Salesperson
Replacing
Fixing
Salesperson
Training
<=

Belief
Personality
Behavior
Actions
Results

WHAT ARE THEY LIKE ON THE INSIDE?
Assertive
Driving
Competitive
Forceful
Inquisitive
Direct
Self Starter
Influential
Persuasive
Friendly
Verbal
Communicative
Positive
Influence
(People)
Dominance
(Power)
Compliant
Careful
Systematic
Precise
Accurate
Perfectionist
Logical
Dependable
Deliberate
Amiable
Persistent
Good Listener
Kind
Compliance
(Policy)
Steadiness
(Pace)

WHAT ARE THEY LIKE ON THE INSIDE?
Assertive
Driving
Competitive
Forceful
Inquisitive
Direct
Self Starter
Influential
Persuasive
Friendly
Verbal
Communicative
Positive
Cold Call
(Prospect)
Network
(People)
Compliant
Careful
Systematic
Precise
Accurate
Perfectionist
Logical
Dependable
Deliberate
Amiable
Persistent
Good Listener
Kind
Negotiate
(Complex Sale)
Support
(Existing Business)

If You Want Great Results!
THE
PERSON
PERSONALITY PROFILE ASSESSMENT
THE
JOB
Human Job Assessment

YouCannot
Change someone’s
personality.

Belief
Personality
Behavior
Actions
Results

YouCan
Change someone’s
Behavior & Actions.

Behavior Actions
Reward
Punishment

Straight
commission
creates lazy
Salespeople.

www.
Fix or
Fire.com!

Fear

When you
eliminate the
unknown
you eliminate the
Fear.

Steps
Join fix or fire.com
Create a timeline
Test everyone
Create a bench
Train (fix)
Rearrange the pieces
Revise Compensation
Don’t give in (up)
Repeat 2-9

Contact Info:
David Steel
dsteel@thesteelmethod.com
201-618-6752