Bouw een Sales-team van Wereldklasse!

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Bouw een Sales-team van Wereldklasse!

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Bouw een Sales-team van Wereldklasse!

  1. 1. ©2012 Sandler Systems, Inc. All rights reserved. BOUW EEN SALES- TEAMVAN WERELDKLASSE! Maurits Horbach
  2. 2. ©2012 Sandler Systems, Inc. All rights reserved. 1)WAT ZIJN DE 9  ZWAKTES EN/OF  BLINDEVLEKKENVAN DEVERKOPERS WAARDOOR ZE NIET SUCCESVOL ZIJN. 2)WAT IS CRUCIAAL ALS JE HET  HEBT OVER DE ATTITUDEVAN EEN VERKOPER? 3)WAT IS CRUCIAAL ALS JE HET HEBT  OVER DETECHNIEKENVAN EEN VERKOPER? 4)WAT IS CRUCIAAL ALS JE HET HEBT OVER HET GEDRAGVAN EEN VERKOPER? 5)WAT DRIJFT UITEINDELIJK HET SUCCESVAN EENVERKOPER:ATTITUDE, BEHAVIOR OFTECHNIEKEN OF? -AANPAK(KEN)VOORTOPPRESTATIES  6)WAT IS HET 9-STAPPEN ACTIEPLAN OMVERKOPERS SUCCESVOLTE LATEN ZIJN. 7)WAAR DIEN JEVERDER NOG AAN DETE DENKEN.  
  3. 3. GEMIDDELD SALES-TEAM NON-PERFORMERS TOP PERFORMERS ©2012 Sandler Systems, Inc. All rights reserved. 20% 20% 60% DE MIDDELMAAT
  4. 4. TOP 20% • HOU ZE TEVREDEN • GEEF COMPLIMENTEN • GEEF DE STEUN DIE ZE WILLEN HEBBEN ©2012 Sandler Systems, Inc. All rights reserved.
  5. 5. LAAGSTE 20% • TE VEEL AANDACHT DOOR SM BIJ – AANNAME EN INWERKEN – COACHING ZONDER FOCUS – ACCOUNTABILITY – TRAINING • TEVEEL GAAT FOUT – WE NOEMEN ZE PROJECTEN ©2012 Sandler Systems, Inc. All rights reserved.
  6. 6. MIDDLE 60% • How much would a 10 – 15% increase in sales for this group mean for your organization? ©2012 Sandler Systems, Inc. All rights reserved.
  7. 7. CHARACTERISTICS OF THE MIDDLE • Most want to be at the top • They lack something • Problem is often more conceptual than technical ©2012 Sandler Systems, Inc. All rights reserved.
  8. 8. LETS LOOK AT TYPICAL WEAKNESSES AND GAPS FIRST: 1. They are in a comfort zone (who isn’t occasionally?) − They avoid risk − Fear prevents change − Procrastination − They often don’t see the problem ©2012 Sandler Systems, Inc. All rights reserved.
  9. 9. WEAKNESSES AND GAPS 2. They lack motivation/desire − Management doesn’t understand their motivation 2. They make excuses − Externalize problems − Blame Others ©2012 Sandler Systems, Inc. All rights reserved.
  10. 10. WEAKNESSES AND GAPS 4. They need people to like them more than they need to be successful/Need for Approval 5. They lack self confidence −At-leasters, low “I” ©2012 Sandler Systems, Inc. All rights reserved.
  11. 11. WEAKNESSES AND GAPS 6. They have beliefs that prevent success/fear − Won’t call high enough in company − Can’t talk about $$ 6. They get emotional 7. They are not decision makers 8. They are not fully committed ©2012 Sandler Systems, Inc. All rights reserved.
  12. 12. ACTION PLAN Will you commit 6 – 8 months to move the “middle”? ©2012 Sandler Systems, Inc. All rights reserved.
  13. 13. ACTION PLAN 1. Assess your team 2. Templating/ best practices 3. Focused training based upon 1 & 2 4. Focused coaching 5. Develop SMART goals ©2012 Sandler Systems, Inc. All rights reserved.
  14. 14. ACTION PLAN 6. Cookbooks reduce risk, smaller steps 7. Encourage journaling/self-awareness is key to change 8. Accountability partners 9. Celebrate success ©2012 Sandler Systems, Inc. All rights reserved.
  15. 15. REMEMBER • You can’t want it more than they do • No critical parent • This is a process not an event • “You Can’t Teach a Kid to Ride a Bike at a Seminar” ©2012 Sandler Systems, Inc. All rights reserved.
  16. 16. ©2012 Sandler Systems, Inc. All rights reserved. THANKYOU! S SandlerTraining (with design) is a registered service mark of Sandler Systems, Inc.

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