Gretchen Gordon Managing Partner Braveheart Sales Performance

Sales Management 5 Biggies Accountability Coaching Motivating Growing Recruiting

Sales Manager Skill Sets

Sales Process Map

What will I say Relationship- Bonding / Rapport Covenant Fundamental Buying Motive - Compelling Reasons Economics – Cost of Compelling Reason Authority Process Who, what, where, when, why, how and what else? Covenant Review Solution - Proposal/Contract Referral Request Sales Call Pre-Brief

I did wellI would changeLesson and Value Relationship- Bonding / Rapport Covenant Fundamental Buying Motive - Compelling Reasons Economics – Cost to do or not do Authority Process Who, what, where, when, why, how and what else? Covenant Review Solution - Proposal/Contract Referral Request Sales Call De-Brief

Only Three Areas of Focus Necessary

Goals You’d better darn well know the sales goals of the team And Your salespeople had better darn well know their individual sales goals But To be maximally effective, really know and understand your salespeople’s personal hopes, dreams and goals Then tie their daily work and success to those bigger goals

Pipeline Metrics

The Salespeople Coaching Template

The Sales Manager Coaching Template

Active Pipeline ReportDate Business NameOn Deck $1st Base $2nd Base $3rd Base $Closed $Last ThingNext Step TOTALS 00000

Monthly Self Scorecard for Month Sales Activity Number of 1st Appointments Scheduled Appropriate Prep for Calls Quality of Prospecting Operational Requirements Efficient Use of Co-workers' Time Proposal Creation Only after Full Qualification Data Integrity Activity Plan/Reports Provided Weekly Opportunities Entered in Systems Pipeline is Accurate and Provided to Manager Disqualification Checklist Completed for New Opportunities Other Only Focused on Deals in Our Sandbox Attends One Networking Event Sample Salesperson Scorecard

“People often say motivation doesn’t last. Well, neither does bathing, that’s why we recommend it daily.” - Zig Ziglar

Recommended Reading  Drive by Daniel Pink “Most of us believe that the best way to motivate ourselves and others is with external rewards like money—the carrot-and-stick approach. That’s a mistake, Daniel H. Pink says in, Drive: The Surprising Truth About What Motivates Us, his provocative and persuasive new book. The secret to high performance and satisfaction—at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world.”

Equals Incentive to Change Crucial Elements of Success DesireCommitment Outlook Responsibility

Hidden Weaknesses Buy Cycle Approval EmotionsMoney Records

1 23 IDENTIFY FLAWS Your Sales DNA ATTRACT the Right Talent Hire Stronger Salespeople that WILL SELL 4 SOURCE USING TOP SITES 5 USE AUTOMATION

6 78 ASSESS CANDIDATES MORE AUTOMATION THE PHONE QUALIFICATION Sales Talent Acquisition Routine (STAR) 9 1 ST INTERVIEW 10 FINAL INTERVIEW

Questions If you want any of the forms contact me discuss. They are dangerous in the hands of an untrained user! Gretchen Gordon 571 High Street Worthington, Ohio (614) blog: Survey Cards