How to Manage a Sales Team Like a Championship Football Coach
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Have you ever noticed that there are some football coaches that always seem to have to get the most out of the players that they have and find a way to be competitive year in and year out? What if you could run your sales team like one of those elite sports coaches? If you could get the most out of each rep? If you could establish consistent results and wins? You might think that you have to have some unique personality or skill in order to manage a sales team like a championship level coach but there are actually a lot of small things that you can do to take you in that direction and we will discuss that in these slides “How to Manage a Sales Team Like a Championship Football Coach”.
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How to Manage a Sales Team Like a Championship Football Coach
- 1. How to Manage a Sales Team Like a Championship Football Coach Michael Halper Founder and CEO SalesScripter
- 2. Professional Football Coach Staff Sales Management and Leadership Invest Time and Money In: Training Coaching Preparation Planning Practice Analysis Low High
- 3. Recruiting New Players Using a Playbook Practice and Preparation Leveraging Statistics and Analytics Reviewing and Analyzing Past Performance Teaching and Developing Skills
- 4. Football Sales Recruiting Takeaways • Watch and analyze past performance (live and on tape) • Measure skills (workouts, tryouts, NFL combine, etc.) • Interview • IQ Test (Wonderlic) • Review resumes • Interview • Often focus primarily on past performance • Ask a thorough list of interview questions
- 5. Recruiting New Players Using a Playbook Practice and Preparation Leveraging Statistics and Analytics Reviewing and Analyzing Past Performance Teaching and Developing Skills
- 6. Football Sales Playbook Takeaways • Provides each player with a detailed playbook • Plays outline what to do in different situations • Provide product training • Provide sales training • Provide marketing materials • Provide a sales playbook • Benefits to focus on • Pain points to look for • Questions to ask • Customer examples • Responses to objections • Cold call scripts • Voicemail scripts • Email templates
- 7. Recruiting New Players Using a Playbook Practice and Preparation Leveraging Statistics and Analytics Reviewing and Analyzing Past Performance Teaching and Developing Skills
- 8. Football Sales Practice and Preparation Takeaways • Hours, weeks, months practicing • Practice plays • Run drills • View tape of opponents • Develop game plan for each opponent • Provide phone, computer, etc. • Provide territory • Provide quota • Role play with sales resources • Prepare for objections that can be anticipated
- 9. Recruiting New Players Using a Playbook Practice and Preparation Leveraging Statistics and Analytics Reviewing and Analyzing Past Performance Teaching and Developing Skills
- 10. Football Sales Metrics Takeaways • Measure everything in the game • Use metrics to make decisions regarding changes, improvements, rewards, etc. • Measure a few things – Sales – Meetings – Leads • Measure more of the tasks and activities that lead to: – Sales – Meetings – Leads • Measure – Calls made – Emails sent – Networking activities – Demos provided – Quotes sent – Proposals sent – Objections received – Conversion rates
- 11. Recruiting New Players Using a Playbook Practice and Preparation Leveraging Statistics and Analytics Reviewing and Analyzing Past Performance Teaching and Developing Skills
- 12. Football Sales Reviewing and Analyzing Performance Takeaways • Watch and analyze game film • Make corrections and perform coaching where necessary • Some call monitoring • Some review of deals lost • Reflect back to improve moving forward mindset • Establish / improve process for call monitoring and coaching • Track objections and incorporate coaching and sales tools
- 13. Recruiting New Players Using a Playbook Practice and Preparation Leveraging Statistics and Analytics Reviewing and Analyzing Past Performance Teaching and Developing Skills
- 14. Football Sales Teaching and Developing Skills Takeaways • Training camp • Preseason games • Teach mechanics • Practice • Drills • Coaching • New hire training – Focuses primarily on product training • Occasional sales training • Provide sales training ongoing • Incorporate sales coaching • Focus on mechanics and skills
- 17. SMART Sales System Sales Methodology Software Platform Professional Services
- 18. SMART Sales System Sales Methodology Software Platform Professional Services
- 19. SMART Sales System Sales Methodology Software Platform Professional Services Sales Training • Recorded Training Videos • Live Sales Training (virtual) • Live Sales Training (in-person) • Custom Sales Training
- 20. SMART Sales System Sales Methodology Software Platform Professional Services • Sales Pitch Builder • Library of Scripts and Templates • CRM Functionality • Email Automation
- 21. SMART Sales System Sales Methodology Software Platform Professional Services Sales Consulting • Sales Pitch Development • Sales Process Mapping • Script Assessment Sales Coaching • One-on-One Sales Coaching • Weekly coaching • Coaching Hour Blocks
- 22. • By creating clarity for what to say and do, we will help you (your salespeople) to be SMART. • By asking good questions, you will appear SMART. • By appearing SMART, you will be able to make a better impression with the prospects you talk to. • Having more information will make you SMART and this will help you to make better decisions regarding what you do with your time and the prospects your pursue. • By making SMART decisions, you will be more able to use your time wiser and get the most out each day and week. • By being SMART, you will position yourself to sell more and your job will be easier and less stressful. SMART Sales System
- 23. SMART Sales System Pricing • Software - $49 per user per month (40% discount for annual subscription) • Sales Training – No cost on YouTube • Scripter Walk-Through (2 hour engagement to create your pitch) - $200 For $249, you will get a full library of sales scripts, emails, and tools
- 24. Contact Us Michael Halper Founder and CEO SalesScripter mhalper@salesscripter.com @salesscripter