Short presentation on what to look for in sales people along with tips on how to manage them.

1. Copyright Gaetan T. Giannini 2006 Introductions

2. Copyright Gaetan T. Giannini 2006 You can be P.L.E.Z.E.D. with Sales A new way of managing and hiring sales people.

3. Copyright Gaetan T. Giannini 2006 What makes a salesperson? Years of sales experience. Number of years in your industry. The school the person graduated from The score on some personality test. Gut feel. Luck.

4. Copyright Gaetan T. Giannini 2006 Factors for selecting and managing a sales staff.

5. Copyright Gaetan T. Giannini 2006 The Politician Recognize Understand Navigate If you avoid politics, you avoid a sale.

6. Copyright Gaetan T. Giannini 2006 The Loner Freedom of being away from the office Accountable only to their performance The solitude that comes between each sales call Strong Loners do not transition into sales management well

7. Copyright Gaetan T. Giannini 2006 The Empathic a "people person” Do you want your salespeople to be the life of the party? empathy for the people and businesses that they sell to emotional intelligence not always an easy quality to spot personality profiling or role playing exercises

8. Copyright Gaetan T. Giannini 2006 The Zealot Have faith and you will sell If they keep working they will be successful Faith in their product product will not only work, but meet or exceed the expectation Before During After

9. Copyright Gaetan T. Giannini 2006 The Engineer An unquenchable desire to solve problems problems that are solved using your company's product or service No Degree Required!

10. Copyright Gaetan T. Giannini 2006 The Driver Strong competitors Making money makes them happy Wealth Score keeping Desire to improve over their previous performance

11. Copyright Gaetan T. Giannini 2006 Management & Compensation General Rules of Thumb Hungry, not starving, sales people work hardest and achieve the most. Salary + Commission Build to commission only Goals and Targets need to be S.M.A.R.T Specific Measurable Achievable Relevant Time Bound

12. Copyright Gaetan T. Giannini 2006 Management & Compensation The Politician Make understanding the customer’s internal structure of influence part of the sales process. Tie rewards to increasing same customer sales. Manager should engage sales people in discussion on how political forces shape different customers. Share customer information & stories across the sales force.

13. Copyright Gaetan T. Giannini 2006 Management & Compensation The Loner A lot of support, with few reports Respect their freedom Don’t insist on knowing where they are 24/7 Make them understand that they are a vital part of the team

14. Copyright Gaetan T. Giannini 2006 Management & Compensation The Empathic Support them in supporting customers They are listeners, so listen to them Value their opinions, they are very close to the customer Reward customer relationships

15. Copyright Gaetan T. Giannini 2006 Management & Compensation The Zealot Recognition Internally Externally Monetary Ego

16. Copyright Gaetan T. Giannini 2006 Management & Compensation The Engineer Challenge them Solve problems Find new markets New product applications Ask for their opinion Especially when it comes to how the customers use or interface with the product.

17. Copyright Gaetan T. Giannini 2006 Management & Compensation The Driver Recognition Internal External Awards or ceremony Competition Bonus Cash Perks Special Titles Understand ego

18. Copyright Gaetan T. Giannini 2006 Questions & Discussion

19. Copyright Gaetan T. Giannini 2006 Thank You! Gaetan Giannini Chair & Assistant Professor Cedar Crest College Allentown, PA (610)-606-4666 ext. 3427 gtgianni@cedarcrest.edu