00:00:10another edition of ask Evan in today’s
00:00:13video I’m going to answer a question
00:00:14from one of my readers friend who asks
00:00:17I’m a sales manager for a fairly large
00:00:19company the company I’m working with has
00:00:21taken an OP in sales due to
00:00:23mismanagement and I’m the one who has to
00:00:24get the horse out of the swamp
00:00:26I need materials on sales management and
00:00:29motivation material for my reps please
00:00:31free to assist Thank You Fred
00:00:32so Fred when you did with the sales team
00:00:35you want to make sure that you’re
00:00:36setting them up for success and right
00:00:38from the start what I would encourage
00:00:39you to do is first start with a good
00:00:41training program so you need to make
00:00:43sure you know personally what works in
00:00:46this business so I’m not sure what
00:00:47you’re selling but tops is some of your
00:00:49best sales right so hopefully you’ve
00:00:51also gone through the process of selling
00:00:52this product or service before and you
00:00:54need to know what works so you got to
00:00:57know what script to use you have to know
00:00:58people should be going through
00:01:00connectors or forming partnerships or if
00:01:02it’s cold calling or whatever the
00:01:04strategies are that works you want to
00:01:06make sure you know that and you’re
00:01:07effectively training that into your team
00:01:09when you have new guys who are coming on
00:01:11and are nervous and they’re not trained
00:01:13properly it’s big trainer so you have to
00:01:15make sure you have the training in place
00:01:17to make them effective the second thing
00:01:19I’ll try to encourage you to do is feed
00:01:21them leads a lot of new sales people
00:01:23when I’m coming into a position are
00:01:24expected to just start producing sales
00:01:26leads and that’s really tough especially
00:01:28if the salesperson hasn’t had much
00:01:30experience in your industry they may be
00:01:32great at sales but it could take them
00:01:34time to get started and you don’t want
00:01:36to have them lose too much confidence so
00:01:38as much as possible try to feed them
00:01:40sales leads if you if you’re collecting
00:01:43leads from your website or from any
00:01:44advertising try to pass those on to your
00:01:47sales people so it’s not all cold
00:01:48introductions and they get their feet
00:01:50wet is a couple of warm leads for them
00:01:52to follow up on and it gives it a little
00:01:54more confidence to continue in my first
00:01:57software company
00:01:58we hired a whole bunch of
00:01:59International distributors to work with
00:02:01than ever our partners and to get them
00:02:03started we always fed them the leads
00:02:05that we got from those different
00:02:06countries so they were expected to go
00:02:08out and generate their own leads and
00:02:10close sales but we also helped them
00:02:11whenever new leads came in because we
00:02:13wanted to see them achieve success gain
00:02:15confidence know that hey we can actually
00:02:17sell this and want to continue promoting
00:02:19our product so it’s most impossible if
00:02:21you can try to feed your salespeople
00:02:23some leads the third thing I want to
00:02:25recommend is I don’t know what your
00:02:27compensation model looks like
00:02:28but obviously you want out a couple
00:02:30early skewed towards making sales and
00:02:33earning the Commission on it there’s a
00:02:34margin to motivate and there’s an
00:02:36incentive to go and want to sell but at
00:02:38the beginning that can be really
00:02:39discouraging if they’re not making any
00:02:40money so you think the salesperson you
00:02:43know has good potential I would
00:02:45definitely encourage you to house and
00:02:46kind of draw at the beginning to make
00:02:49sure they’re still making an income it’s
00:02:51not a super comfortable income but
00:02:52they’re making money they’re able to get
00:02:54by and sport themselves while they’re
00:02:56learning how to sell your product or
00:02:58service because you should people can’t
00:03:00step in and right away start selling
00:03:02there was a ramp up period and if
00:03:04they’re not making any money then
00:03:05they’re gonna start looking for other
00:03:07opportunities that they don’t start
00:03:08seeing immediate results so I hope that
00:03:10helps friend if you guys liked the video
00:03:13please give it a thumbs up I’d also love
00:03:15to hear your thoughts and feedback if
00:03:16you want to leave a comment below the
00:03:18video and stay tuned for the next
00:03:19episode
00:03:30you
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