Building a sales force that pays for itself

Written by Willard Michlin

Continued from page 1

Howrepparttar compensation is done: For this project to be successful and actually pay for itself,repparttar 127238 sales applicant needs to be hired under very specific financial conditions. They need to be hired on a draw + commission. This means that they get a low amount of money weekly for a certain period of time and if they do well, they should be producing enough sales to repay their draw and start making money quickly, for themselves as well asrepparttar 127239 company. How this is worked out is key torepparttar 127240 success ofrepparttar 127241 project. If this is not worked out correctly, sales people will either not start, not produce and stay too long and drainrepparttar 127242 company or quit before their training is effectively completed.

The mastery ofrepparttar 127243 conversation: A successful sales person requires one skill above all others. This isrepparttar 127244 ability to guide and control a conversation. If he or she can guide and control a conversation, it is then possible to continue to try to interestrepparttar 127245 customer and be successful at it.

For a salesperson to do this one action well, an in-depth 3-day training onrepparttar 127246 basics of conversation and how to guide and control a conversation, is vital. Communication between people (conversation) have very certain and definite laws, which if followed, puts a sales person in total control of a conversation without makingrepparttar 127247 other person feel like they are being controlled!

Drillingrepparttar 127248 sales patter: Afterrepparttar 127249 sales applicants have successfully masteredrepparttar 127250 art of controlling a conversation, they now need to be drilled onrepparttar 127251 successful sales patter. If a full day is devoted to drilling them on this and they are drilled to a point where they easily and smoothly deliver their patter, without referring to notes or becoming tongue-tied or embarrassed, then and only then, will they be ready forrepparttar 127252 next step.

Get them out selling: Afterrepparttar 127253 above steps are completed and your sales people are ready to ‘hitrepparttar 127254 streets’, they should be divided up into groups of 3 to 5 people with one of them beingrepparttar 127255 sales manager ofrepparttar 127256 group. They are then sent out to find customers and deliver their pitches (sales patter).

This should be done in such a way that there is not great pressure onrepparttar 127257 sales people forrepparttar 127258 first few days. Tell them to go out and practice on any customer they find. The objective is to get them comfortable delivering their patter.

They are given realistic targets to achieve and when they flub and do not get results, they are corrected and sent back out byrepparttar 127259 person that is overall in charge of this project.

Failures: Not all will make it through this line-up. Correct them as much as possible and if they cannot make it, turn them loose and concentrate onrepparttar 127260 others that are making it. Asrepparttar 127261 sales manager you also need to work on starting new groups throughrepparttar 127262 process. Continue these steps until you have allrepparttar 127263 sales people you need to really boostrepparttar 127264 company sales.

Personnel: The number of sales force trainers required to trainrepparttar 127265 company sales manager on this procedure and help him build his sales force is only 2 people. They will need to work inrepparttar 127266 company for 30 days. One of these would berepparttar 127267 person overall in charge ofrepparttar 127268 project. He or she createsrepparttar 127269 sales advertisements, getrepparttar 127270 people in, doesrepparttar 127271 tests on them, interviews them and decide which ones to hire. This person also doesrepparttar 127272 corrections. The assistant doesrepparttar 127273 conversation-control training;repparttar 127274 successful sales patter drilling and helprepparttar 127275 lead trainer withrepparttar 127276 corrections ofrepparttar 127277 sales teams.

Summary: An effective sale teams can be built that pays its own way, enhancesrepparttar 127278 company sales and increasesrepparttar 127279 value of any business. The key to it all is having a hiring method and training program forrepparttar 127280 sales people that followsrepparttar 127281 exact laws involved in guiding and controlling a conversation.

Willard Michlin is an Investor, Business Broker, California Real Estate Broker, Accountant, Financial Distress Consultant, Well known Public speaker and Administrative/Business Consultant. He can be contacted at his Ventura, California office by calling 805-529-9854 or by e-mail at See other articles by Willard at

10 Tips To Overcome Your Fear Of Selling

Written by Dr. Rachna D. Jain

Continued from page 1

5)Start small. Very often, people tend to tackle projects much larger than they can comfortably handle. When you want to overcome your fear of selling, start small. Maybe you will share your new business with a few trusted friends first and then gradually find ways to expand your sharing to include a larger circle. The most successful business people are those who interact with others in an authentic, passionate way so find a way that feels comfortable with you and stay with it.

6)Keep track of your successes. Keep a "wins" or success journal nearby and record your achievements in it each day. This will help you stay aware of just how much you do right. We sometimes forget this.

7)Have fun with it. Rather than approaching this from a heavy "have to", "doesn't feel good" perspective find a fun, interesting way to share your knowledge or passion. Some of my clients have thrown parties, offered free giveaways, donated products/services to charities - all of these were easy, fun, and income generating. What would be fun for you?

8)Stay focused on your desired outcome. Most people take actions and reach their goals because they stay focused onrepparttar benefits of doing so. Sometimes, reminding yourself what you want, why you're doing this can help you takerepparttar 127237 next action andrepparttar 127238 next.

9)Detach from howrepparttar 127239 outcome shows up. Very often, we get really attached to "makingrepparttar 127240 sale" or having a situation turn out a certain way. Instead, why not focus on efforts "I will give a great, enthusiastic, and passionate presentation" rather than outcome: "They will buy X number of this." Very often, if you stay focused onrepparttar 127241 effort - doing a great job-repparttar 127242 outcome turns out better than you ever imagined.

10)Keep practicing. Like any other business skill, "selling" gets easierrepparttar 127243 more you do it. So get out there, start small, and keep practicing.

© 2003. Dr. Rachna D. Jain. All Rights in All Media Reserved

Dr. Rachna D. Jain is a sales and marketing coach and Director of Operations for Sign up for her free email newsletter, "Sales & Marketing Secrets" To learn more or to contact Dr. Jain directly, please visit

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