{"id":1162,"date":"2007-09-04T10:20:29","date_gmt":"2007-09-04T15:20:29","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/how-to-get-the-most-out-of-your-sales-team\/"},"modified":"2007-09-04T10:21:19","modified_gmt":"2007-09-04T15:21:19","slug":"how-to-get-the-most-out-of-your-sales-team","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2007\/09\/how-to-get-the-most-out-of-your-sales-team\/","title":{"rendered":"How To Get The Most Out Of Your Sales Team"},"content":{"rendered":"<p> The first step and greatest key to get the most out of your sales team is to know what you have.  I realize many sales managers believe they know their team&#8217;s strengths and obviously they do to some level.  But I&#8217;m thinking deeper than an observational level.<\/p>\n<p>Assessing and evaluating their skills, talents and motivations provides a detailed, objective blueprint for maximizing performance.  This principle is well written in an excellent Boston Herald article titled <a target=\"_blank\" href=\"vhttp:\/\/www.bostonherald.com\/business\/womens\/view.bg?articleid=1019605#articleFull\">Leverage your team with sales assessments<\/a>.<\/p>\n<p> Here is a succinct description of some successes which flow from assessing and evaluating your team.<\/p>\n<blockquote><p>Assessments that measure individuals\u20ac\u2122 motivating drives at work help you <em>understand who the person really is, how they adapt to their work environment, and what the world sees<\/em>.<\/p>\n<p>This information is particularly helpful in designing a coaching plan and understanding how to help salespeople <strong>unleash their self-motivation<\/strong>. In the selling skills area, it\u20ac\u2122s important to assess a sales rep\u20ac\u2122s skills in the core areas common to all sales processes: building trust and credibility, understanding how buyers buy, strategic questioning, effective listening, value articulation, presentation skills, closing, handling objections, establishing next steps and positioning for future business. Combining the information of these types of tools provides a powerful benchmark for leading your sales reps.<\/p><\/blockquote>\n<p>I see this truth play out on a regular basis when dealing directly with salespeople.  Most of them are shocked at how much information we can gather from a handful of relatively short questionaires.  The next surprise is our ability to describe and define the salesperson&#8217;s motivation and reward pattern.  Understanding this pattern leads to clarity in their role &#8211; something that is often intrinsically unclear.<\/p>\n<p>Secondly, this information allows the sales manager to leverage the strength areas of each salesperson.<\/p>\n<blockquote><p>The other aspect that is helpful is the individual information. This information is best used to design focused individual action plans, coaching plans and performance improvement plans. By concentrating on areas where an individual needs the most help, and using insights on individuals\u20ac\u2122 motivating drives to continually keep them focused on making improvements, your odds of helping them bolster sales will increase dramatically.<\/p><\/blockquote>\n<p><a target=\"_blank\" href=\"http:\/\/www.selectmetrix.com\/Developing_Salesperson.html\">Please click here<\/a> if you would like to learn more about how to use this deeply-rooted information to leverage your sales team.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The first step and greatest key to get the most out of your sales team is to know what you have. I realize many sales managers believe they know their team&#8217;s strengths and obviously they do to some level. But I&#8217;m thinking deeper than an observational level. Assessing and evaluating their skills, talents and motivations provides a detailed, objective blueprint for maximizing performance. This principle is well written in an excellent Boston Herald article titled Leverage your team with sales assessments. Here is a succinct description of some successes which flow from assessing and evaluating your team. Assessments that measure individuals\u20ac\u2122 motivating drives at work help you understand who the&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2007\/09\/how-to-get-the-most-out-of-your-sales-team\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[6,4],"tags":[],"class_list":["post-1162","post","type-post","status-publish","format-standard","hentry","category-assessing","category-sales-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-iK","jetpack-related-posts":[{"id":2309,"url":"http:\/\/selectmetrix.com\/blogs\/2010\/04\/big-personalities-in-selling\/","url_meta":{"origin":1162,"position":0},"title":"Big Personalities In Selling","author":"Derrick Moe","date":"April 14, 2010","format":false,"excerpt":"We\u2019re an assessment company so you can imagine how adamant I am about assessing candidates (not just for sales positions either).\u00a0 However, in sales it is crucial to use assessments to cut through the sales candidates\u2019 well-developed social skills.\u00a0 Unfortunately, many assessment tools focus on personality only which is not\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1868,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/01\/a-filtering-economy\/","url_meta":{"origin":1162,"position":1},"title":"A Filtering Economy","author":"Derrick Moe","date":"January 26, 2009","format":false,"excerpt":"This economy is tough for everyone but especially for salespeople.\u00a0 Money is tight, companies are delaying decisions and jobs are on the line.\u00a0 Yet, through it all sales must continue\u2026and they do. One, well, macabre thought through this time is that this economy is a tool that separates the order\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1943,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/spooky-accurate-assessments\/","url_meta":{"origin":1162,"position":2},"title":"Spooky Accurate Assessments","author":"Derrick Moe","date":"March 12, 2009","format":false,"excerpt":"From Inc.com\u2019s article on how to screen sales candidates: It cost $400 a candidate, and the recruits took the tests online. Dolan and Kinaxis's star salesperson took the test, too, and Opus analyzed their test scores and created a personality benchmark. Afterward, Opus discussed the results with each of the\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":734,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/03\/sales-management-fear-factor\/","url_meta":{"origin":1162,"position":3},"title":"Sales Management Fear Factor","author":"Derrick Moe","date":"March 8, 2007","format":false,"excerpt":"\"Let's be clear, I'm not going to take the assessments.\"\u00a0 That was part of a conversation I had with a sales manager recently.\u00a0 It is surprising how often I have this discussion - either overtly or indirectly. Sales managers are not fans of taking our assessments even though the assessments\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"https:\/\/i0.wp.com\/selectmetrix.com\/blogs\/wp-content\/uploads\/2007\/03\/windowslivewriter8ab2dd77d504-111b6multiple-choice-thumb8.jpg?resize=350%2C200","width":350,"height":200},"classes":[]},{"id":435,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/why-assessing-works-stopping-the-fakers\/","url_meta":{"origin":1162,"position":4},"title":"Why Assessing Works &#8211; Stopping the Fakers","author":"Derrick Moe","date":"November 10, 2006","format":false,"excerpt":"CareerJournal.com again with this article - Pre-Hire Tests Aim To Stop 'Fakers'. I like to riff on this topic often. My comment - if we could simply keep the fakers off your payroll, we would be worth our weight in gold. Along those lines, I think the most accurate pricing\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1228,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/the-case-against-cloning\/","url_meta":{"origin":1162,"position":5},"title":"The Case Against Cloning","author":"Derrick Moe","date":"October 9, 2007","format":false,"excerpt":"I had an interesting, quick call this morning with a suspect who was interested in our assessment tools.\u00a0 His question involved cloning, specifically, why not clone his top salespeople for a benchmark. We don't benchmark in our hiring process or assessments.\u00a0 The presumption is that you can find a clone\u2026","rel":"","context":"In &quot;Assessing&quot;","block_context":{"text":"Assessing","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/assessing\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1162","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1162"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1162\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1162"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1162"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1162"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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