This document discusses the traditional salesperson as a "fighter" and "lone hunter" who faces many external and internal factors working alone. It notes elements of loneliness salespeople can experience from commission cuts or rule changes. The remedy proposed is for sales teams to bond like a family through mentorships and awards. Management is advised to be part of the team and not make it an individual competition.

1. QUOTED FROM:
JEFFERY GITOMER
03/02/2007
“Modern business is all for one and
one for all—
except in the world of sales”
Presented by:
Ashley Anne Garvey

2. Fighter
Lone Hunter
Team of One
Element of Loneness
The Remedy
The Traditional Salesperson

3. “Fighter” Factors
External
 The Sale
 Competition
 Purchasing Agents
 Price
 Delivery
 Terms
 Production
 Shipping
 Marketing
 Management
 Trainers
 Creditors
 Accounting
Internal
 Positions
 Awards
 Recognition
 Commission
 Goals
 Quotas

4. The Lone Hunter

5. Factors:
Management Decisions
Natural Progression
Sales-Reports
Activity Requirements
Other Mandatory Acts
“Team Of One”

6. Elements of Sales Loneliness
+ "Atta-boy“ let down
+ Commission Cuts
+ Rules Changes

7. So what’s the remedy?

8. The 4.5 Steps
1. Family
2. Bonding
3. Mentorships
4. Awards
4.5.
“If you’re the boss,
be part of the team
yourselves”

9. “The engine can’t run without the gears and the pistons!”

10. Multiple Choice Questions
 One element of loneliness is when commissions get cut, territories are reduced and
big accounts are made “_______” accounts, meaning no commissions for the
sales person.
 Main
 House
 Boss
 Atta-boy
 Head
 Which is not considered one of the 4.5 steps to help sales people work together?
 Begin to refer to a group of sales people as a family.
 Get them to bond by playing together.
 Create mentorships-and pay them for doing it.
 Give different types of awards, such as best team player or best family member.
 Make it an individual competition, granting the only one salesperson the title of “the best
one”.