12 tips to successfully hire, develop and motivate a great ... · 12 tips to successfully hire,...
TRANSCRIPT
12 Tips to Successfully12 Tips to SuccessfullyHire, Develop and MotivateHire, Develop and Motivate
a Great Sales Teama Great Sales Team
Presented ByPresented By
Margot LarsonMargot LarsonJerry Jerry RouleauRouleau
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11 Define the Job Define the Job
--Overall ResponsibilityOverall Responsibility
--Essential tasksEssential tasks
--QualificationsQualifications
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What are the Success FactorsWhat are the Success Factorsof a Good Sales Person?of a Good Sales Person?
Skills?Skills?Traits?Traits?Characteristics?Characteristics?
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22 Structuring the pay Structuring the pay
to get the results you want.to get the results you want.
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Pay StructurePay Structure
SalariedSalaried
CommissionedCommissioned
Draw Against CommissionDraw Against Commission
Base Plus CommissionBase Plus Commission
BonusBonus
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What do you WantWhat do you Wantto Reward?to Reward?
ResultsResults
EffortEffort
Years of ServiceYears of Service
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33 Recruiting the talentRecruiting the talent-- Network and ScoutNetwork and Scout
-- Conferences/SeminarsConferences/Seminars
-- Community Track RecordCommunity Track Record
-- Hire before you need themHire before you need them
-- Get professional helpGet professional help
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44 Screening ResumesScreening Resumes
-- PresentationPresentation
-- GapsGaps
-- Career progressionCareer progression
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55 InterviewingInterviewing
-- Telephone ScreeningTelephone Screening-- The right questionsThe right questions-- Ask and ListenAsk and Listen-- Follow up interviewFollow up interview
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66 Profile AssessmentsProfile AssessmentsPast behavior is a predictorPast behavior is a predictorof future behaviorof future behavior
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Assessment ProfileAssessment Profile
DD SSII CCOOMMIINNAANNCCEE
NNFFLLUUEENNCCEE
TTEEAADDIINNEESSSS
OOMMPPLLIIAANNCCEE
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InfluenceInfluence
Associated CharacteristicsAssociated CharacteristicsII
ApproachableApproachable InspiringInspiring
PersuasivePersuasiveCharismaticCharismatic
EnthusiasticEnthusiastic TalkativeTalkative
Warm and FriendlyWarm and FriendlyExtrovertedExtroverted
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77 Select WiselySelect Wisely-- Be objectiveBe objective
-- Use all the toolsUse all the tools
-- Confirm and VerifyConfirm and Verify
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ExperienceExperience Resume &Resume &InterviewInterview
ReputationReputation ReferencesReferences
CompatibilityCompatibility Interview &Interview &AssessmentAssessment
Winning AttitudeWinning Attitude References &References &AssessmentAssessment
Determine Determine ““The Right FitThe Right Fit””
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88 ReferencesReferences-- Critical to verify and confirmCritical to verify and confirm
-- Get written authorizationGet written authorization
-- TimingTiming
-- Safeguard informationSafeguard information
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99 Communicate your expectationsCommunicate your expectations
-- Know the results you wantKnow the results you want
-- Share themShare them
-- Tie achievement to rewardTie achievement to reward
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1010 Ensure SuccessEnsure Success
--OnOn--boardingboarding
--TrainingTraining
--Positive ReinforcementPositive Reinforcement
--CoachingCoaching
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1111 Measure PerformanceMeasure Performance
--Key activities Key activities
--TargetsTargets
--Time frameTime frame
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What Activities and Behaviors What Activities and Behaviors will produce desired results?will produce desired results?
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Activities and BehaviorsActivities and Behaviorsthat produce resultsthat produce results
First Time Follow-up Calls
Regular Follow-up Calls
Attend Home Shows
Make Site Visits
Sit-Downs (face-to-face)
Conduct Seminars
Presentation to Architects
Schedule Appointments forOut-of-Towner’s
Demonstrate Interest in the Buyer
Qualify and Prepare Estimates
Utilize a Follow-up Process
Know How to Get to the Close
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1212 Cutting the tiesCutting the ties
How long does it take ?How long does it take ?
One Month One Month Three MonthsThree MonthsSix MonthsSix MonthsOne YearOne YearThree YearsThree Years
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How does your staff measure up?How does your staff measure up?
$ $$ $ $
$$$
RainmakersRainmakers
AchieversAchievers
ServicersServicers
CruisersCruisers
StrugglersStrugglers
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Presenters / ResourcesPresenters / Resources
Human Resource Human Resource ManagementManagement
•• AssessmentsAssessments•• Compensation ConsultingCompensation Consulting•• Employee HandbooksEmployee Handbooks•• RecruitingRecruiting•• TrainingTraining
Margot LarsonMargot Larson(860) 691(860) 691--15751575
www.kardaslarson.comwww.kardaslarson.com
Marketing and Marketing and Public RelationsPublic Relations
•• New Home Sales TrainingNew Home Sales Training•• Public Relations Public Relations •• Marketing Consulting for the Marketing Consulting for the
Housing Industry.Housing Industry.
Jerry Jerry RouleauRouleau(860) 589(860) 589--73917391
www.jrouleau.comwww.jrouleau.comwww.BuilderRadio.comwww.BuilderRadio.com