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