1. Start / Stop / Continue The Rainmaker Academy will equip you with a number of tools. To organize the tools in a constructive manner, use the Start/Stop/Continue matrix at the front of your workbook

2. Presents

3. Team Selling

4. Objectives  Describe the need to develop sales teams  Identify the dynamics of high performing sales teams  Improve current sales team productivity  Increase personal communication effectiveness

5. Reasons for Team Conflict Small Group Activity 10 Minutes

6. Four Stages of Team Development Performing FormingStorming Norming

7. Team Diagnostic Innovate With Team Profile

8. Example A I like to examine the details I’m good at recognizing alternatives. I tend to focus on many things at once. I like to see the consequences before I act.

9. Example B Innovate with C.A.R.E. Profile TALLY BOX SymbolTotal COLUMN SHOULD TOTAL 120

11. Conceptual Approach Skewed Toward Left Likes to come up with new ideas Is good at exploring alternatives and discussing concepts Is good at visualizing the master plan Prefers to focus on the future, develop theories, principles and ideas Is good at recognizing alternatives

12. Spontaneous Approach Skewed Toward Top Wants freedom from constraint Tends to move from one subject to another Focuses on many things at once Likes to have respect and influence Lets their feelings guide their decision making

13. Normative Approach Skewed Toward Right Prefers to put ideas into a familiar context Relies on past experiences to guide them Likes to see consequences before acting Prefers to let others take the lead Tries to fit in with others

14. Methodical Approach Skewed Toward Bottom Prefers order and rationality Tends to follow a step-by-step process Examines the details and thinks things through before acting Focuses on what they can prove to be true Likes to see things fit together

15. The Creator The Advancer The Refiner The Executor The Flexer

16. Distribution of Patterns Creators 26% Advancers 5% Advancer Axis 1% Refiners10% Refiner Axis 1% Executor17% Flexer 4% Creator/Advancer 7% Advancer/Executor 8% Refiner/Executor 8% Creator/Refiner13%

17. Your Pattern is…..?  Patterns of Your Team  Your Best Role on a Team  Three Things You Do Best in Selling

18. Roles in Selling  Proposals  Networking  Public Speaking  Target Selling  Client Selling

19.  What Three Things do You Enjoy?  What Do You Hate?  What Skill does Your Team Need to be More Effective?

20. Patterns #1 #2 #3 #4 #5

21. Team Snapshot Gene Josh Missing

22. Team Snapshot Kim Linda Missing

23. Team Snapshot Jana Gary Missing

24. Team Snapshot Sharon Avoid

25. Team Snapshot Barbara Todd Brigitte Avoid This Situation?

26. What Goes Up Campaign

27. The P.E.P. Cycle

28. P.E.P. Cycle for Each Team Pattern CreatorP - ________________________________________ E - ________________________________________ P - ________________________________________ AdvancerP - ________________________________________ E - ________________________________________ P - ________________________________________ RefinerP - ________________________________________ E - ________________________________________ P - ________________________________________ ExecutorP - ________________________________________ E - ________________________________________ P - ________________________________________ FlexerP - ________________________________________ E - ________________________________________ P - ________________________________________

29. P.E.P. Cycle Creator PShort Lived Stage EGets an Idea PWhat if they don’t like it?

30. P.E.P. Cycle Advancer PNo Ideas EI hear An Idea I Like PPeople Poke Holes and Raise Objections to Ideas

31. P.E.P. Cycle Refiner PNo Ideas EClarifies Objections Pokes Holes Makes Idea Better PWhat if they can’t handle?

32. P.E.P. Cycle Executor POh, You’re going to change? EI have the information I need to implement the plan. PAfraid it won’t work

33. P.E.P. Cycle Flexer PWe Have Nothing EPlays Role of Dealmaker PWhat if they don’t buy it?

34. Team Innovation Z Process

35. Z Process Case  Who Represented What Patterns?  Conflict Points You See?  If Conflict Points Not Resolved, What Will Happen?  Steps to Take Now?

36. Z Process - Part 2  How did it get off track?  What were key hand off points?  Steps to work effectively?

37. 2 Minute Drill Top 5 Team Builder Practices

38. 2 Minute Drill Top 5 Team Wreckers

39. Team Exercise Positive Attributes Effect Negative Attributes Effect

40. Consensus Consensus is Not: Unanimous Vote Majority Vote 100% Agreement

41. Consensus Consensus Is:All Support 100% Agree 75% Anyone Can Block, but must have Alternative Habitual Blockers (without Alternatives) will be confronted

42. Dealing with Differences  Tendencies That Bother You  Your Tendencies That Bother Others  What Can you do to reduce tensions?

43. World Record 400 Meter Dash 43.29 Seconds World Record 400 Meter Relay 37.4 Seconds

44. Understand, Respect, Appreciate, and Value Contributions of Each Member On The Work Team.

45. Five Reasons for Balancing Sales Team Without Creators: No New Concepts Without Advancers: Implementation Stalls Without Refiners: New Directions Not Thought Through; Details Overlooked Without Executors: No Implementation Without Flexers: Stress

46. Together We Are Better!

47. Price Leverage ProfessionalClient Time Line Leverage Delivery Date

48. Clients Must Overcome Three Pricing Emotions PRICE RESISTANCE PRICE ANXIETY PAYMENT RESISTANCE

49. Team Readings Situation #1 Situation #2 Situation #3 Situation #4

50. Team Meetings PurposeAdvance Sales Effort Help Each Other Confront and Resolve Obstacles

51. Self Assessment 5 Minutes

52. Team Innovation Highlights Team Profile identifies most natural approach and most comfortable role we perform in sales process Use the Team Profile to understand how to interact successfully with team members with different patterns. Being aware of the P.E.P. cycle (Panic, Elation, Panic) helps to understand the sales process better.

53. Team Highlights The Z process identifies how strengths of each member on an innovation team can be used effectively. We need to understand, respect, appreciate, and value the contributions of all team members.

54. Thank You!