Creating A Sales Team…Part 3 Of a 3 Part Series

May 24, 2007

Hello everybody,

I can hardly contain myself. There are only 10 more days before the biggest news on this site will be revealed. It is very exciting. I don’t mean to tease you but I can’t contain myself. I better switch subjects before I let the cat out of the bag.

Tonight’s post is the conclusion of the 3 part series on how to create a sales team. We left off last night where the crew is just starting to jell. Now the hardest part is to successfully LAYER your organization and polish everyone. The tendencies of most managers is that as soon as someone can sell they think their work is done and they can take time off or focus on other tasks. WRONG! This is a critical time to show your producers how much you care and how much farther they have to go.

Of course, while doing this you have to be doing the same beginning process with the newer people until they are producing. The objective is to have the early producers become your pace setters and then from their enthusiasm the newer people begin to shine. The real surprise is that you never know with any certainty who is really going to become your top performers out of the group. There are a lot of disappointments along the way. One of the original producers may falter or lose interest for a variety of reasons and all of a sudden one of the newer producers takes the lead and refuses to give it up. Sometimes I have gone through 3 or 4 groups of people before I find the first consistent producer. That is why I mentioned at the beginning that it takes extreme patience and persistence. It is very easy to get discouraged when one or two groups don’t work out.

Remember the “Stone Cutter” story. The people that passed by when a single blow broke the stone missed the 100 strokes before it. Pretty prophetic. Once you think you have a viable crew you can finally take a deep breath and slowly, and I mean slowly, fade into the woodwork. What I mean by this is maybe you can appoint a tentative crew leader and let them know that you have an errand to do and you will be back shortly. This is the beginning of your true evaluation of your work. If you come back and everything is working smoothly, you can step out for a little longer period of time. “Special Tip” – NEVER tell the staff when you are expected to return. Sometimes I never really leave. I watch the operation from a distance and do my evaluation. Someone once said, “It is not what you do when I am around that counts, but what you do when I am not around that is most important!”

Now once you have your successful crew built and it can function in your absence, it is imperative that you are still around at various times so they understand that you are still very much involved in the operation. It is also important that you make those times when you ARE around count! Do not miss the opportunity to show advanced techniques to your peak performers in both sales and management, while still selling everyone on the big picture of advancement and opportunity. In other words continue priming the pump. I hope you have enjoyed this series as much as I have enjoyed sharing it with you.

“The Specialist”

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