1. The Steel Method SALES MANAGEMENT Stop Hiding Start Managing 2.0

2. The Steel Method What You’ll Learn: How to make your current team better The 3 principals of disconnection 1 2

3. The Steel Method READY?

4. The Steel Method LET’S START BY DISPELLING SOME MYTHS.

5. The Steel Method FIRST Sales people are not greedy.

6. The Steel Method SECOND Sales people are not lazy.

7. The Steel Method FINALLY Sales people are not self centered.

8. The Steel Method So what exactly is a sales person?

9. The Steel Method A sales person is a tool to get your offering out to prospects and/or customers. The Steel Method

10. It’s true we can control the offering and we can shape the message presented. But it’s the Sales person’s style, presentation and skills that will determine how the customer or prospect will feel about us.

11. The Steel Method In other words…

12. The Steel Method IT’S NOT WHAT YOU SAY IT IS.

13. The Steel Method IT’S HOW THEY SAY IT.

14. The Steel Method AND THAT COULD BE VERY SCARY.

15. The Steel Method VERY, VERY SCARY! The Steel Method

16. DO YOU HAVE THE RIGHT SALESPEOPLE?

17. The Steel Method WOULD YOU KNOW WHO IS THE RIGHT ONE?

18. The Steel Method YOU SHOULD KNOW. HJA Human Job Assessment The Steel Method

19. SO WHAT CAN YOU DO? Know your team. Don’t leave hiring up to chance. Work on strengths not weaknesses. Build a well rounded team. Never stop training. 1 2 3 4 5

20. The Steel Method FIRST Know their Personality.

21. The Steel Method SECOND Know their skills.

22. The Steel Method FINALLY know what they are saying.

23. The Steel Method YOU NEED TO KNOW YOU NEED TO KNOW. The Steel Method

24. EVEN IF IT DOESN’T LOOK GOOD EVEN IF IT DOESN’T LOOK GOOD. The Steel Method

25. DON’T WORRY, IT USUALLY DOESN’T LOOK GOOD.

26. The Steel Method LET’S GET TO KNOW YOUR TEAM.

27. The Steel Method READY?

28. The Steel Method WHAT ARE THEY LIKE? Assertive Driving Competitive Forceful Inquisitive Direct Self Starter Influential Persuasive Friendly Verbal Communicative Positive Compliant Careful Systematic Precise Accurate Perfectionist Logical Dependable Deliberate Amiable Persistent Good Listener Kind Dominance (Power) Influence (People) Compliance (Policy) Steadiness (Pace)

29. The Steel Method WHAT DO THEY LIKE TO DO? Cold Call (Prospect) Network (People) Negotiate (Complex Sale) Support (Existing Business)

30. The Steel Method WHAT DO THEY LIKE TO DO? Cold Call (Prospect) Network (People) Negotiate (Complex Sale) Support (Existing Business) WHAT DO YOU WANT THEM TO DO?

31. The Steel Method Salesmanship is a Skill.

32. The Steel Method Product Knowledge Selling Skills Objection Handling They Don’t Have a Clue WHAT SKILLS DO THEY HAVE? Spin Selling Cold Calling Needs Assessment Primary Selling Industry Training School of Hard Knocks

33. The Steel Method If you do not believe In Sales Training

34. The Steel Method and it is working, do nothing

35. The Steel Method else Start Training !

36. The Steel Method There is only one place to evaluate a sales rep.

37. The Steel Method In the field.

38. The Steel Method Then you will know what you are paying for.

39. The Steel Method Fix

40. The Steel Method Before you Fire !

41. The Steel Method ANY SALES TEAM CAN BE GREAT.

42. The Steel Method EVEN YOURS!

43. The Steel Method Don’t be afraid to hire new reps.

44. The Steel Method HOW DO YOU FIND THE RIGHT ONE?

45. The Steel Method THERE ARE SO MANY CANDIDATES HOW DO YOU CHOOSE THE “RIGHT” ONE?

46. The Steel Method Your gut instinct?

47. The Steel Method Their likeability?

48. The Steel Method Your pocketbook?

49. The Steel Method In other words…

50. The Steel Method You guess!

51. The Steel Method What’s even worse…

52. The Steel Method THE PERSON YOU ARE SEEKING MAY NOT BE THERE.

53. The Steel Method IF THEY ARE, YOU MAY BE DOING A LOT OF SEARCHING TO FIND THEM.

54. The Steel Method YOU NEED TO KNOW WHERE TO LOOK.

55. The Steel Method AND YOU NEED CLARITY. The Steel Method

56. TO FIND THEM.. The Steel Method

57. HOW DO YOU KNOW WHEN YOU FIND THE RIGHT PERSON?

58. The Steel Method TEST. PPA PERSONALITY PROFILE ASSESSMENT The Steel Method

59. PPA PERSONALITY PROFILE ASSESSMENT HJA Human Job Assessment = THE RIGHT PERSON.

60. The Steel Method THE PERSON PERSONALITY PROFILE ASSESSMENT THE JOB Human Job Assessment = AGAIN IN ENGLISH.

61. The Steel Method DOES YOUR CURRENT TEAM MATCH? The Steel Method

62. PROBABLY NOT.

63. The Steel Method and that’s OK.

64. The Steel Method REMEMBER: YOU’RE BUILDING A TEAM

65. The Steel Method YOU WOULDN’T WANT ALL QUARTERBACKS YOU WOULDN’T WANT ALL QUARTERBACKS.

66. The Steel Method A STRONG TEAM. The Steel Method

67. @ @ SCHOOL

68. The Steel Method WE WERE TAUGHT: WORK ON THEIR WEAKNESSES.

69. The Steel Method WHY NOT: ENCOURAGE THEIR STRENGTHS.

70. The Steel Method NOT ALL PEOPLE ARE GOOD AT ALL TASKS.

71. The Steel Method FIND THE TASKS THAT THEY ARE GOOD AT.

72. The Steel Method AND MAKE THEM BETTER.

73. The Steel Method STRENGTHS NOT WEAKNESSES.

74. The Steel Method Before you Fire

75. The Steel Method FIX!

76. The Steel Method TRAIN!

77. The Steel Method TRAINING MAKES PEOPLE BETTER. The Steel Method

78. MYTH: GREAT SALES PEOPLE ARE BORN THAT WAY.

79. The Steel Method FACT: A PERSON IS BORN A GOOD SALES PERSON, AND TRAINS TO BE A GREAT ONE.

80. The Steel Method PPA PERSONALITY PROFILE ASSESSMENT AS All Star = + T TRAINING

81. The Steel Method DISCONNECT PERSON DOES NOT MATCH THEIR JOB.

82. The Steel Method BE FLEXIBLE.

83. The Steel Method CONNECT CHANGE THEIR JOB

84. The Steel Method DISCONNECT THE JOB DOES NOT MATCH THEIR COMPENSATION.

85. The Steel Method BE FLEXIBLE.

86. The Steel Method CONNECT CHANGE THEIR COMPENSATION.

87. The Steel Method DISCONNECT THE TASKS DON’T MATCH THEIR GOALS.

88. The Steel Method BE FLEXIBLE.

89. The Steel Method CONNECT CHANGE THEIR TASKS AND/OR THEIR GOALS.

90. The Steel Method THE KEY IS FLEXIBILITY.

91. The Steel Method AS ALL STAR = DT DAILY TASKS + RC RIGHT COMPENSATION G GOALS THE FLEX EQUATION.

92. The Steel Method It is better to have a well rounded team than one that only thinks and acts one way.

93. The Steel Method REMEMBER-TEAM REMEMBER-TEAM. The Steel Method

94. PROBLEM In most companies, Flexibility Is subordinate to Standardization

95. The Steel Method Standardization. Easy to administer Easy to manage Does not allow creativity Adversely affect moral

96. The Steel Method Flexibility. Attract All Stars Increase Productivity Goal Focused Result Driven Time Consuming Difficult to Manage Promotes individuality

97. The Steel Method MAKE YOUR TEAM Better.

98. The Steel Method MAKE THEM BETTER INDIVIDUALS.

99. The Steel Method The Sum is greater than

100. The Steel Method the Parts!

101. The Steel Method Question: What is most important to sales people?

102. The Steel Method Hint: It is the same kind of things that are important to your customers.

103. The Steel Method The first motivator is MONEY.

104. The Steel Method TIME is equally as important.

105. The Steel Method And let us not forget RECOGNITION..

106. The Steel Method THE PRIMARY NEEDS THE PRIMARY NEEDS. The Steel Method FINANCIAL IMAGE EFFICIENCY 1 2 3

107. The Steel Method Question: What is most important to YOUR sales people?

108. The Steel Method Answer: If you don’t know, you need to ask them.

109. The Steel Method Sales people will work for less money if you pay them in other ways Enough money Too Much Money There is a minimum amount of money people will work for, once that is reached they need more to make them happy Living expenses

110. The Steel Method What makes sales people seem lazy? Question:

111. The Steel Method It begins with a Hint: C

112. The Steel Method Commission based compensation. Answer:

113. The Steel Method Work hard when you start off and then all you have to do is maintain the customer. Why? Because that is what you are telling them to do.

114. The Steel Method Why Not? Set a goal and pay them for achieving it.

115. The Steel Method Paying on Achievement. In the long run you and the sales person are happy with the results. You pay more in the beginning.

116. The Steel Method Upper Management Sales PersonGoal OLD WAY OF SETTING EXPECTATIONS

117. The Steel Method Upper Management Sales PersonGoal NEW WAY OF SETTING EXPECTATIONS

118. The Steel Method You NEED TO BE INVOLVED !

119. The Steel Method YOUR TEAM NEEDS TO BE INVOLVED !

120. The Steel Method ABOUT THE AUTHOR David Steel is the President of New Jersey-based sales consultancy, The Steel Method, LLC. The Steel Method supplies the “glue” that holds your sales team together: education, programs, seminars, workshops, compensation, and more Visit www.thesteelmethod.com