Five Strategies for Building a Winning Sales Team

Transcription

1 Five Strategies for Building a Winning Sales Team Jason Forrest Chief Sales Officer Forrest Performance Group Fort Worth, TX Jason@ForrestPG.com #JForrestSpeaker 1

2 Learning Objectives 1. Implement hiring processes that support a dealership s long-term strategy. 2

3 Learning Objectives 2. Identify the beliefs that yield the most successful sales pros (focused on the consciousness, not experience) that will boost sales. 3

4 Learning Objectives 3. Apply low-cost/high-yielding coaching techniques that will increase the productivity and retention of sales professionals. 4

5 The most important things for the success of a team are the recruitment of players and the development of those players. - Nick Saban, University of Alabama Football Coach 5

6 Hiring Processes to Support Long-Term Strategy 6

7 Strategy One: Hire Consciousness, Not Experience 7

8 Avoid the Experience Trap The experience trap refers to the paradigm that the most desirable candidates are those with a background in selling. The best new hires are those with the right beliefs the ones who bring the greatest benefit to our teams and culture, regardless of their experience. Such an approach supports the long-term goals rather than simply filling a spot 8

9 Old Woman or Young Woman? 9

10 Our Brains Can t Handle Two Opposing Ideas at Once 10

11 When We Lock Onto One Idea, We Are Blind to All the Others 11

12 Scotoma = Blind Spot 12

13 Strategy Two: Have Group Interviews 13

14 Group interviews speed up the whole process and allow us to observe people in situations beyond their comfort zone. Present the opportunity for candidates to debate amongst themselves (the subject of the debate is inconsequential) so that you can observe. Put them in situations where the natural leader emerges organically. Having someone else at the interview is an additional safeguard against personal biases. 14

15 Your sales candidates are experienced at selling, and the product they are selling in the interview is themselves, so their product knowledge is better than yours. - Topgrading for Sales by Bradford Smart 15

16 Strategy Three: Use Third-Party Assessments 16

17 Many of the attributes that lead to good salesmanship can be measured. Tests such as the SPQ Gold, Strength Finder, and Fascinate Advantages objectively measure yielding tendencies, the ability to ask for a sale, and other winning qualities. SPQ*GOLD FASCINATE ADVANTAGE 17

18 Identify the beliefs that yield the most successful sales pros (focused on the consciousness, not experience) that will boost sales. 18

19 Strategy Four: Use Scenarios/Assignments to Identify Their Beliefs 19

20 Effective salespeople have to be able to think on their feet. Have them sell a pen (or a salt shaker) to you. It s an oldie, but a goodie, because it allows you to see what kind of sales skills/energy/swagger they bring to the table. Consider the candidate s comfort zone and the Money Matrix to determine if their beliefs will lead them to success or will limit them. 20

21 Your sales candidates understand buyers like you, because they ve worked for sales managers. They know the sales manager s motivations and needs, and they try to manipulate the interview to hit his or her hot buttons. - Topgrading for Sales by Bradford Smart 21

22 We Only Sell Equal to Our Comfort Zone COMFORT ZONE 22

23 Stories We Tell Ourselves That Keep Us in Our Comfort Zone We only give our best sales presentation if the customer is ready to buy today. 23

24 Stories We Tell Ourselves to Keep Us in Our Comfort Zone We only represent our product or service based upon the customer s reaction to us. 24

25 Stories We Tell Ourselves to Keep Us in Our Comfort Zone We approach customers based only on what you will tell us without feeling that we re too nosy. 25

26 Stories We Tell Ourselves to Keep Us in Our Comfort Zone We only sell you our product based on the commissions we are after. 26

27 Two Truths 1. A person s desire to improve their life has more influence over their buying decision than any other factor. 2. Your ability to make greater income is not a matter of chance, but it is a matter of choice. The choices you make decide your future - not any other factor. 27

28 You can either ask for things to be easier, or you can ask for you to be better. - Jason Forrest 28

29 Money Matrix 29

30 Programming The psychology and conditioning you have. 30

31 Beliefs The core philosophies, rules, and ideologies you declare. 31

32 Emotions The feelings and moods driven by your beliefs, and the bi-product of your core. 32

33 Behaviors The way you talk to yourself and others; the way you act, react, and respond to people. 33

34 $$$$ Do you want to make 9-5 money, or do you want to make worth it money? 34

35 Strategy Five: Force Conflict

36 Once you identify a potential prospect, call them back and throw a curve ball. Try to talk them out of the job by telling them how hard it is. Most prospects will thank you for your time, hang up, and look for their next interview. But a few (probably no more than 20 percent) will fight back. Those fighters are the ones you want to move forward. It may seem risky to test your potential team members at this level, but it s actually riskier not to. You need to know if your candidate s automatic response is to give in or to fight for it.

37 Low-cost/high-yielding coaching techniques that will increase the productivity and retention of sales professionals.

38 MANAGERS think results come from the right abilities. COACHES believe successful results come from the right beliefs. 38

39 The Purpose of a Coach is to lead their people to do the things they don t want to do, so they can earn what they want to earn. 39

40 The Things That Keep People From Earning What They Are Worth They don t know HOW 40

41 The Things That Keep People From Earning What They Are Worth They don t know WHY 41

42 The Things That Keep People From Earning What They Are Worth They have a FEAR that is holding them back 42

43 The Things That Keep People From Earning What They Are Worth They have current or past PROGRAMMING that is holding them back 43

44 The realization of those things that hold you back are the keys to unlocking your full potential, liberating you to become the best version of you. - Jason Forrest 44

45 Questions? 45

46 Please visit the NADA University Online booth in the Expo Hall for information on accessing electronic versions of this slide presentation and the accompanying handout material, and to order the workshop video-recording. Five Strategies for Building a Winning Sales Team Jason Forrest Chief Sales Officer Forrest Performance Group Fort Worth, TX Jason@ForrestPG.com #JForrestSpeaker 46