1. BA 3750-SALES MANAGEMENT Nine Steps to Building a Winning Sales Organization CHAPTER FIVE L.P. CHEW CHAPTER FIVE L.P. CHEW

2. Nine Steps to Building a Winning Sales Organization YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM FEW of the ten salespeople had more than one year of sales experience. They are performing far below standards. The attitude in the office was pitiful. YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM FEW of the ten salespeople had more than one year of sales experience. They are performing far below standards. The attitude in the office was pitiful.

3. Nine Steps to Building a Winning Sales Organization YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM Many excuses for poor performance like "lousy territory," and "our prices are too high." But what salespeople really lacked was a success role model and direction. Here goes!!!!! YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM Many excuses for poor performance like "lousy territory," and "our prices are too high." But what salespeople really lacked was a success role model and direction. Here goes!!!!!

4. Nine Steps to Building a Winning Sales Organization YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM Perhaps a few of the strategies and tactics I suggest, may help improve the performance of a sales team. YOU ARE A NEW SALES MANAGER AND YOU INHERET A TEN PERSON SALES TEAM Perhaps a few of the strategies and tactics I suggest, may help improve the performance of a sales team.

5. STEP ONE: DO NOTHING Nine Steps to Building a Winning Sales Organization

6. STEP ONE DO NOTHING Take the time to understand your organization's situation, gather information about the people involved, and ……….. ANALYZE Take the time to understand your organization's situation, gather information about the people involved, and ……….. ANALYZE

7. STEP TWO: ANALYZE YOUR PROBLEM(S) Nine Steps to Building a Winning Sales Organization

8. STEP TWO You can get peak performance out of average producers if you can get average producers to emulate the success habits demonstrated by a leading salesperson. Clearly, I needed to find a leader. Fast. ANALYZE You can get peak performance out of average producers if you can get average producers to emulate the success habits demonstrated by a leading salesperson. Clearly, I needed to find a leader. Fast. ANALYZE

9. STEP THREE: FIND YOUR SUCCESS ROLE MODEL Nine Steps to Building a Winning Sales Organization

10. STEP THREE In sports, when a player assumes a leadership role on a team, it's called "stepping up." Hopefully, I already have a few players capable of stepping up. If so, I will talk to them.

11. STEP THREE In sports, when a player assumes a leadership role on a team, it's called "stepping up." Hopefully, I already have a few players capable of stepping up. If so, I will talk to them.

12. * STEP FOUR: DON'T TOLERATE MEDIOCRE SALES PERFORMANCE Nine Steps to Building a Winning Sales Organization

13. STEP FOUR Far too often, poorly performing salespeople are allowed to continue their lackluster ways. A manager may not want to face the hassle of recruiting a replacement, or may want to avoid confrontation. This is a big mistake.

14. * STEP FIVE: INSTALL PERFORMANCE STANDARDS Nine Steps to Building a Winning Sales Organization

15. STEP FIVE You've got to communicate your expectations. So raise the BAR on everybody with standards that consist of Behavior, Activity and Results.

16. STEP SIX: DE-HIRE THOSE BELOW MINIMUM STANDARDS Nine Steps to Building a Winning Sales Organization

17. STEP SIX The first person you de-hire will send a loud and clear message - performance standards will be enforced. If you don't enforce them, your standards are meaningless.

18. * STEP SEVEN: COACH, COACH AND COACH SOME MORE Nine Steps to Building a Winning Sales Organization

19. STEP SEVEN Don't be a "desk jockey." Get out and work with your salespeople. It's the only way to grow your people and your business.

20. * STEP EIGHT: CULTIVATE A BETTER "QUALITY OF LIFE" Nine Steps to Building a Winning Sales Organization

21. STEP EIGHT Have more fun. We instituted a series of contests that got everybody focused on a team goal.

22. * STEP NINE: KNOW WHAT EACH SALESPERSON WANTS Nine Steps to Building a Winning Sales Organization

23. STEP NINE KNOW WHAT EACH SALESPERSON WANTS Every person has his or her own personal motivators. My job is to find out what they are and help the salesperson toward achievement. I will sit down with each salesperson one on one. Try to learn something about each of them: what are their goals with your company and beyond? What is their past like? How can you help them be, have and do more? Every person has his or her own personal motivators. My job is to find out what they are and help the salesperson toward achievement. I will sit down with each salesperson one on one. Try to learn something about each of them: what are their goals with your company and beyond? What is their past like? How can you help them be, have and do more?

24. BA 3750-SALES MANAGEMENT Nine Steps to Building a Winning Sales Organization OPPORTUNITY IS NOW HERE

25. STEP SEVEN Don't be a "desk jockey." Get out and work with your salespeople. It's the only way to grow your people and your business.