Plezed Seminar

Copyright Gaetan T. Giannini 2006

Introductions


You can be P.L.E.Z.E.D. with Sales

A new way of managing and hiring sales people.


What makes a salesperson?

Years of sales experience. Number of years in your industry. The school the person graduated

from The score on some personality test. Gut feel. Luck.


Factors for selecting and managing a sales staff.


The Politician

Recognize Understand Navigate If you avoid politics, you avoid a sale.


The Loner

Freedom of being away from the office

Accountable only to their performance

The solitude that comes between each sales call

Strong Loners do not transition into sales management well


The Empathic

a "people person” Do you want your salespeople to be

the life of the party? empathy for the people and

businesses that they sell to emotional intelligence not always an easy quality to spot personality profiling or role playing

exercises


The Zealot

Have faith and you will sell If they keep working they will be

successful Faith in their product

product will not only work, but meet or exceed the expectation

Before During After


The Engineer

An unquenchable desire to solve problems problems that are solved using your

company's product or service No Degree Required!


The Driver

Strong competitors Making money makes them happy

Wealth Score keeping

Desire to improve over their previous performance


Management & Compensation

General Rules of Thumb Hungry, not starving, sales people work

hardest and achieve the most. Salary + Commission Build to commission only

Goals and Targets need to be S.M.A.R.T Specific Measurable Achievable Relevant Time Bound



The Politician Make understanding the customer’s internal

structure of influence part of the sales process. Tie rewards to increasing same customer sales. Manager should engage sales people in

discussion on how political forces shape different customers.

Share customer information & stories across the sales force.



The Loner A lot of support, with few reports Respect their freedom

Don’t insist on knowing where they are 24/7 Make them understand that they are a

vital part of the team



The Empathic Support them in supporting customers They are listeners, so listen to them Value their opinions, they are very close

to the customer Reward customer relationships



The Zealot Recognition

Internally Externally Monetary Ego



The Engineer Challenge them

Solve problems Find new markets New product applications

Ask for their opinion Especially when it comes to how the

customers use or interface with the product.



The Driver Recognition

Internal External Awards or ceremony

Competition Bonus

Cash Perks Special Titles

Understand ego


Questions & Discussion


Thank You!

Gaetan GianniniChair & Assistant ProfessorCedar Crest CollegeAllentown, PA(610)-606-4666 ext. [email protected]

mailto:[email protected]

Business

Plezed Seminar