2. Lessons Learned
• Safety Increases Participation (Build trust with Scott to uncover his
selling abilities)
• Prescription Before Diagnosis Is Malpractice!
• Plus 10% & Create Small Wins
• What do our people need to be successful? Are we training on it?
• Who are the team players in our office? Why?
• List expectations of each other
3. More Lessons Learned
• Get Behind The Eyeballs!
• Service!!! (Fred Factor)
• Improve the way we takes notes after meetings (they should include
Opportunities, Threats, Client Initiatives)
• “Reality is we are in the RESULTS driven business, not the ACTIVITY
business!”
• Be aware of people’s communication styles
4. Discussions…
• In Person
(55% Body. 38% Tone. 7%
Words)
• On The Phone
(20% Body.60% Tone.20% Words)
• By Email
(0% Body.30% Tone.70% Words)
Each rep responds differently, customize the
approach
5. Self Managed Team
More
Less
Enthusiasm
Individual opinion about what’s
important
Learning from peers
Reliance on individual abilities
Comfort knowing help is there
Panic when workload peaks
Camaraderie
Backbiting
Shared responsibility
Protecting information
Focus on the organization
What’s in it for me?
Responsibility for the team
Stress on the "supervisor"
Simple, visible measurement
Feeling unaccomplished
