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BUILD a SALES TEAM
building an effective, responsible, & productive sales team
Comment
Hi,
I can do no better than to quote someone I know, Patrick Merlevede has the following mantra, which you can read on his website JobEQ.
He states "Hire for Attitude, Train for Competence, Coach to Evolve, Manage to Retain"
You need to know what are the attitudes you are looking for, what attitudes make a good sales person.
What are the skills a sales person requires, have you benchmarked those skills ? Once you've done that how do you best train those skills ?
Coach the team. Set goals with them, monitor their progress, be a cheerleader for them, hold them accountable to their own standards.
I'll leave the retain bit up to you.
If you want them to be effective, responsible and productive YOU need to model those traits by being an effective, responsible and productive manager.
Hope this helps, Greg
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The info is very helpful and productive... Gurbir Singh
Suggest changes or improvements here:: no need to, bloody fab... Simon
Thanks for your effort. Please add link with more details to go in deep detail when the sales man need it... Mohammed
I will be purchasing the ebook very soon, great site, thanks!... Erika
I am based in Ireland and am very impressed with all the material I have read... Kevin
It has been informative and useful to me. I think changes would be diluting it... Putco
It would be great if we could get some demo videos or case study or some examples where the process of SPIN selling is used... Seimaa
Very grateful to your valuable articles in your website and I've learned a lot... Janey
No improvements needed for me, it was clear, concise, I loved it... Martine
More real life examples and scenarios needed... Jidesh
Good work mate!... Tarun
Excellent there is no need of improvement... Nishart
Hi Greg,
I am forever grateful for your mission of helping salespeople around the globe to raise the bar of service in this profession through your free articles and sharing of experiences even offering to sales coach.
My perspective about selling raised to a new level since reading some of the articles yesterday... Marcelino
I found that this information is very powerful... Julia
Thank you so very much for your site, you helped me a lot and I hope that you will keep on helping us... Nasser al-Baidhani
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