Where Are All The Sales Hunters Oct08 Slides 1 37
-
Upload
z3-performance-development -
Category
Business
-
view
1.271 -
download
2
description
Transcript of Where Are All The Sales Hunters Oct08 Slides 1 37
![Page 1: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/1.jpg)
Where are all the Sales Hunters?
Where are all the Sales Hunters?
Joe Zente
Z3 Performance Development, Inc
Joe Zente
Z3 Performance Development, Inc
![Page 2: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/2.jpg)
![Page 3: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/3.jpg)
Recent Questions from Successful Business Leaders
� If my Salespeople performed well last year, why aren’t my forecasts looking better today?
� Is my Sales Team composed of the Right People for this Slowing Economy?
� How can I create profitable growth and consistency while protecting my company from risk?
![Page 4: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/4.jpg)
More Common Questions
� How do we Identify, Locate and Recruit Winners? Where are all the HUNTERS?
� If I have Good Salespeople, is Sales Management Really That Important?
� Assuming we have some of the right people, WHAT CAN I DO TO FIX THINGS NOW?
![Page 5: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/5.jpg)
![Page 6: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/6.jpg)
The enemy of GREAT is
Good
- Jim Collins
![Page 7: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/7.jpg)
The UnCommon Sense ©Formula for Success
� Step One: Diagnostics
� Step Two: Processes• Sales
• Sales Management
• Sales Recruiting
![Page 8: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/8.jpg)
A series of actions that bring about a particular result.
Process (pro’ ses) n
![Page 9: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/9.jpg)
Are YOUR Salespeople…
• Consistently Exceeding Revenue Goals?
• Upholding Margins?
• Forecasting Accurately?
• Reporting Effectively and Timely?
• Contributing to the overall TEAM effort?
• Generating enough NEW business?
• Providing you with an excellent ROI?
![Page 10: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/10.jpg)
![Page 11: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/11.jpg)
The Statistics Aren’t Pretty
� Less than 10% of people seeking jobs as Salespeople today will be able to provide your company with an acceptable ROI.
� “Sales force turnover rates vary from industry to industry and firm to firm, but research finds average
industry sales force turnover rates as high as 53%.”
www.bnet.com
![Page 12: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/12.jpg)
Are you seeking Order Takers or people who hunger to Hunt for NEW Business?
� 24% of candidates will not prospect—AT ALL
� 8% of candidates score well enough to be considered Hunters
� 1% have the complete Hunter Skill Set
data based upon evaluations of 350,000 candidates
![Page 13: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/13.jpg)
The Bare (Hunter) Necessities
37%% of Traits
����Recovers From Rejection
Has No Need For Approval
Will Prospect
Receives Plenty of Introductions
����Gets Appointments When Prospecting
Gets To Decision Makers
����Gets Past Gatekeepers
Prospects Consistently
PresentHunter Attributes
![Page 14: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/14.jpg)
Typical Sales
Candidate
possesses only
27-52%of Hunter Attributes
![Page 15: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/15.jpg)
And what about CLOSING?
� 45% will not close
� Less than 1% have the complete set closing attributes
� The typical candidate will possess less than 23% of closing attributes
![Page 16: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/16.jpg)
The GREAT News for You!
Over 80% of private companies rate their ability to hire and retain effective salespeople as “poor”
![Page 17: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/17.jpg)
![Page 18: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/18.jpg)
Recruiting and Hiring Sales Superstars
TRADITIONAL
(Subjective)
♦ Resume
♦ Interview
♦ “Record of Accomplishments”
♦ Industry Experience
♦ Past Earnings
EFFECTIVE
(Objective-Behavioral)
♦ Identify
♦ Search w/PreScreen
♦ TEST (Custom)
♦ Qualify (dual phone)
♦ Panel Interview
♦ Hiring Interview
![Page 19: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/19.jpg)
Identify
What is it about your business that makes it difficult for a salesperson to succeed?
![Page 20: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/20.jpg)
Search
� Start with a HUGE candidate pool
� Be patient (Over-Achievers ONLY)
� Killer AD– Must Have…
– Should Have…
– What is DIFFERENT about it?
– Hunters love a Challenge
![Page 21: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/21.jpg)
Search
� Postings
- Frequency
- Variety
- Jobsites
- Geographies
- Industry/Classification
- Remove the Fluff
- Don’t make it so easy
![Page 22: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/22.jpg)
Qualify
� Use Criteria from Identification Step– Hunter? Farmer? Closer?
– Channel Manager or Direct Sales?
– Phone Sales or Face to Face?
– Sales Cycle
![Page 23: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/23.jpg)
Qualify
� Keep it BEHAVIORAL
� Use a Score Sheet– Selling Skills
• Experience Meets Criteria
• Technical Background
• Closer
• Handles Putoffs?
– Phone Skills• Articulate, Warmth, Presence, Rapport
![Page 24: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/24.jpg)
Different Ways to Evaluate Salespeople
• Psychological Tests• Personality Tests• Behavioral Tests• Aptitude Tests• “Will Sell” Test
![Page 25: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/25.jpg)
Test
� An OBJECTIVE View of a Salesperson’s:
– Competencies
– Conditions
– Hidden Weaknesses
– Priorities
![Page 26: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/26.jpg)
Interviewing
![Page 27: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/27.jpg)
The Voices in Your Head…
� Need For Approval
� Fear of Rejection
� Call Anxiety
� Perfectionism
� Performance Anxiety
![Page 28: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/28.jpg)
More Limiting Self-Talk
� The Money Weakness
� Emotional Involvement
� Buy Cycle
� Overbearing Ego
� Head Trash
![Page 29: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/29.jpg)
Who am I REALLY about to hire???
![Page 30: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/30.jpg)
Voices Can Cost a Fortune!
40%Emotional Involvement
40%The Money Weakness
35%Need For Approval
50%Buy Cycle
Improvement if Overcome
Hidden
Weakness
![Page 31: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/31.jpg)
Benefits of Using a Sales Recruiting Process
� Repeatable
� Measurable
� Scalable
� Manageable
� Improvable
� Proactive, Not Reactive
� Trainable
� Predictive
� Efficient
� Effective
![Page 32: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/32.jpg)
More About Assessments…
� Sales and Sales Manager Diagnostics
� Existing Employees or Candidates
� The Executive Summary and The Management Overview---The ROADMAP to Upgrade Your Sales Team
� A HUGE opportunity for you to generate more profitable revenue
![Page 33: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/33.jpg)
On Boarding
• Create a 90 Day Plan
• Demonstrate a Clear Path to Success
• Demand Execution of the Basics
• Communicate CLEARLY
• The Revenue Goal
• Specific Activities
• Reports
• Meetings & Schedules
• Preparations
• Communications
![Page 34: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/34.jpg)
Keys to Effective Recruiting
� Recruit Regularly
� Recruit Often
� Recruit Effectively
– Develop a Gigantic Candidate Pool
– Question First, Educate Later
– Use an Objective, EEOC Process
– Make the Process BEHAVIORAL
– Remove Bias--Use an Effective Test
– Use a Proven On-Boarding Process
![Page 35: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/35.jpg)
How do I Begin?
� Raise Your Expectations and COMMIT to having the Best Sales Force in Your Industry
� Adopt an Effective, Objective Sales Recruiting Process
� Use the UnCommon Sense Formula For Success to Upgrade Your Sales
� No need to re-invent the Wheel, so CHOOSE TO BE GREAT and START TODAY!!!
![Page 36: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/36.jpg)
Lost opportunities cost big money-GET STARTED TODAY!
“I don’t know anything about music, but in my line you don’t have to.” Elvis Presley
“Great Organizations demand a high level of COMMITMENT by the people involved” Bill Gates
![Page 37: Where Are All The Sales Hunters Oct08 Slides 1 37](https://reader034.fdocuments.us/reader034/viewer/2022051817/54869a3bb4af9f9b0d8b5257/html5/thumbnails/37.jpg)
Continued Success!!!
Z3 Performance Development, Inc.
Austin, Texas
www.zthree.com