1. CREATING A SALES TEAM By Terry Saltnes terry@leveragethis.com

2. Understanding Your Salesperson What motivates them? What motivates them? What de-motivates them? What de-motivates them?

3. First Motivator $ MONEY

4. Second Motivator SECURITY

5. Third Motivator ACHIEVEMENT

6. Fourth Motivator RECOGNITION

7. Fifth Motivator PERSONAL GROWTH & ACCEPTANCE

8. First De-motivators First De-motivators FEAR OF LOSING SECURITY

9. Second De-motivator FEAR OF FAILURE

10. Third De-motivator SELF DOUBT

11. Fourth De-motivator CHANGE

12. Creating The Team Culture The four steps of group behaviour and relevant management styles for those behaviors

13. ORIENTATION Give clear direction Give clear direction Set time lines Set time lines Allocate responsibilities Allocate responsibilities Schedule next meeting Schedule next meeting

14. ORIENTATION MANAGEMENT STYLE Directing and to the point Directing and to the point Deliver very clear expectations Deliver very clear expectations Delegate individual responsibilities Delegate individual responsibilities Keep it short with little group discussion Keep it short with little group discussion Task focused Task focused

15. DISSATISFACTION The honeymoon is over The honeymoon is over Hope and reality collide Hope and reality collide Confusion and frustration surface Confusion and frustration surface Competition and dominance battles Competition and dominance battles Them against you mind sets Them against you mind sets

16. DISSATISFACTION MANAGEMENT STYLE Coaching and directing behaviour by you Coaching and directing behaviour by you Getting people to express their feelings Getting people to express their feelings Listen to each other Listen to each other Identify challenges Identify challenges Focus 70% on behaviour and 30% on task Focus 70% on behaviour and 30% on task

17. RESOLUTION Committing to being productive Committing to being productive Agreeing to disagree but solution orientated Agreeing to disagree but solution orientated Relaxing and enjoying each others company Relaxing and enjoying each others company Forwarding opinions that may not be popular Forwarding opinions that may not be popular Honest discussion respected Honest discussion respected

18. RESOLUTION MANAGEMENT STYLE Supporting developing trust Supporting developing trust Encouraging every one to participate Encouraging every one to participate Allowing frank and open discussion Allowing frank and open discussion Not fearful of the boat being rocked Not fearful of the boat being rocked 50-50 on task and behaviour focus 50-50 on task and behaviour focus

19. PRODUCTION Achieving results Achieving results Creating and implementing strategies Creating and implementing strategies Group sets new expectations Group sets new expectations

20. PRODUCTION MANAGEMENT STYLE You are out of a job You are out of a job Listen learn contribute Listen learn contribute Watch group dynamic Watch group dynamic They will respect each other and be task focused They will respect each other and be task focused

21. POTENTAL CHALLENGES The group can regress at anytime The group can regress at anytime Every stage is normal Every stage is normal Keep your eyes on process as much as production Keep your eyes on process as much as production Save your happy face for later Save your happy face for later Reward appropriately Reward appropriately

22. BED TIME READING How To Master The Art Of Selling, by Tom Hopkins How To Master The Art Of Selling, by Tom Hopkins The One Minute Manager Builds High Performance Teams, by Kenneth Blanchard The One Minute Manager Builds High Performance Teams, by Kenneth Blanchard The Life Cycle Of Groups, by R B Lacoursiere The Life Cycle Of Groups, by R B Lacoursiere Who Moved My Cheese, by Spencer Johnson Who Moved My Cheese, by Spencer Johnson