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

2

11 Define the Job Define the Job

--Overall ResponsibilityOverall Responsibility

--Essential tasksEssential tasks

--QualificationsQualifications

3

What are the Success FactorsWhat are the Success Factorsof a Good Sales Person?of a Good Sales Person?

Skills?Skills?Traits?Traits?Characteristics?Characteristics?

4

22 Structuring the pay Structuring the pay

to get the results you want.to get the results you want.

5

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

7

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

8

44 Screening ResumesScreening Resumes

-- PresentationPresentation

-- GapsGaps

-- Career progressionCareer progression

9

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