The document discusses managing a sales team effectively. It dispels myths about salespeople and emphasizes the importance of truly knowing your team members' personalities, skills, and what motivates them. It argues for flexibility in matching team members' strengths to tasks rather than focusing on weaknesses. Regular training is key to helping all team members, including potentially strong performers, achieve their full potential.
9. A sales person is a tool to get your offering out to prospects and/or customers. The Steel Method
10. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about us.
19. SO WHAT CAN YOU DO? Know your team. Don’t leave hiring up to chance. Work on strengths not weaknesses. Build a well rounded team. Never stop training. 1 2 3 4 5
32. Product Knowledge Selling Skills Objection Handling They Don’t Have a Clue WHAT SKILLS DO THEY HAVE? Spin Selling Cold Calling Needs Assessment Primary Selling Industry Training School of Hard Knocks
109. Sales people will work for less money if you pay them in other ways Enough money Too Much Money There is a minimum amount of money people will work for, once that is reached they need more to make them happy Living expenses
120. ABOUT THE AUTHOR David Steel is the President of New Jersey-based sales consultancy, The Steel Method, LLC. The Steel Method supplies the “glue” that holds your sales team together: education, programs, seminars, workshops, compensation, and more Visit www.thesteelmethod.com