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Building a Sales Team

                                   Bill Rice
                             866.667.5253
            ...
Classic Rendezvous Dilemma
• Two perfectly matched candidates in a
  sea of distraction
• Options:
  – Both do nothing
  –...
Keys to Sales Success

         Attitude
        Knowledge
        Execution




     Copyright © 2007 Kaleidico, LLC.   3...
Hire Only on Attitude
•   Resumes are suspect
•   Past numbers are unverifiable
•   Industry experience may bring good and ...
Set the Attitude
• Sales is
  –   Emotional
  –   Boring
  –   Exciting
  –   Intense
  –   Frustrating
• Set your attitud...
Create Knowledge
• Everyone sells
• Everyone starts selling on the frontline
  – CEO/President that includes you!
• You gr...
Create Playbooks Not Scripts
• Study last 5 years
  – Markets
  – Products
• Build top 10 customer scenarios
• Build top 5...
Execution
• Organize the team for success
  – Lead generation
  – Prospect team
  – Contact team
  – Closing team
  – Lost...
Lead Generation
• This is typically in marketing, but it
  effects YOU so get involved
  – How is it done?
  – Where are t...
Prospect Team
• Leads are endless, harvest them
• Continually seek out and identify new
  sources of prospects
• Validate ...
Contact Team
• This is your frontline to success
  – Like any good football team knows plays
    are made and broken at th...
Closing Team
•   Best attitudes
•   Most knowledgeable
•   Most experienced
•   Most enjoyable to talk to
•   Focused on s...
Lost Deal Process
• Whether it is a team or a process or
  both make sure you focus on lost deals
• I win back at least 20...
Successful Sales Teams
• Hire and Nurture Attitude
• Build and Reinforce Knowledge
• Honor and Reward Execution




      ...
Questions?

         Bill Rice
       866.667.5253
bill.rice@kaleidico.com
  www.kaleidico.com
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Building a Sales Team

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Looking to build a high performance sales team? Learn the keys to higher conversion and production volume. Build your sales team to close more deals.

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Transcript of "Building a Sales Team"

  1. 1. Building a Sales Team Bill Rice 866.667.5253 bill.rice@kaleidico.com www.kaleidico.com
  2. 2. Classic Rendezvous Dilemma • Two perfectly matched candidates in a sea of distraction • Options: – Both do nothing – Both wander aimlessly in the wilderness – One gets focused and intentional about finding the other Copyright © 2007 Kaleidico, LLC. 2 All Rights Reserved
  3. 3. Keys to Sales Success Attitude Knowledge Execution Copyright © 2007 Kaleidico, LLC. 3 All Rights Reserved
  4. 4. Hire Only on Attitude • Resumes are suspect • Past numbers are unverifiable • Industry experience may bring good and bad • Strip away all that may be suspect and you are left with is attitude – Motivation – Initiative – Determination • So, make that your hiring gate! Copyright © 2007 Kaleidico, LLC. 4 All Rights Reserved
  5. 5. Set the Attitude • Sales is – Emotional – Boring – Exciting – Intense – Frustrating • Set your attitude to maximize the positive • NO WHINING! Copyright © 2007 Kaleidico, LLC. 5 All Rights Reserved
  6. 6. Create Knowledge • Everyone sells • Everyone starts selling on the frontline – CEO/President that includes you! • You graduate to the big deals or generate them yourself – Never hand a big deal out Copyright © 2007 Kaleidico, LLC. 6 All Rights Reserved
  7. 7. Create Playbooks Not Scripts • Study last 5 years – Markets – Products • Build top 10 customer scenarios • Build top 5 customer financial objectives – Create playbook matrix – Create top 3 options for each • Study playbook every night & update Copyright © 2007 Kaleidico, LLC. 7 All Rights Reserved
  8. 8. Execution • Organize the team for success – Lead generation – Prospect team – Contact team – Closing team – Lost deal process Copyright © 2007 Kaleidico, LLC. 8 All Rights Reserved
  9. 9. Lead Generation • This is typically in marketing, but it effects YOU so get involved – How is it done? – Where are they coming from? – How are they qualified? – Are they verified? – When and how are they distributed? – What is the feedback process? Copyright © 2007 Kaleidico, LLC. 9 All Rights Reserved
  10. 10. Prospect Team • Leads are endless, harvest them • Continually seek out and identify new sources of prospects • Validate and qualify sources • Test sources • Create a harvest process or strategy Copyright © 2007 Kaleidico, LLC. 10 All Rights Reserved
  11. 11. Contact Team • This is your frontline to success – Like any good football team knows plays are made and broken at the line of scrimmage • Should be a dedicated, well trained, well scripted cadre • Commission on qualified transfers Copyright © 2007 Kaleidico, LLC. 11 All Rights Reserved
  12. 12. Closing Team • Best attitudes • Most knowledgeable • Most experienced • Most enjoyable to talk to • Focused on solutions for your clients • Earned position Copyright © 2007 Kaleidico, LLC. 12 All Rights Reserved
  13. 13. Lost Deal Process • Whether it is a team or a process or both make sure you focus on lost deals • I win back at least 20% of these within the first 12 months Copyright © 2007 Kaleidico, LLC. 13 All Rights Reserved
  14. 14. Successful Sales Teams • Hire and Nurture Attitude • Build and Reinforce Knowledge • Honor and Reward Execution Copyright © 2007 Kaleidico, LLC. 14 All Rights Reserved
  15. 15. Questions? Bill Rice 866.667.5253 bill.rice@kaleidico.com www.kaleidico.com
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