Download Drive a great sales team: for sales managers who want by Richard Hession PDF

By Richard Hession

A consultant to revenues staff management and administration that goals to motivate and equip the revenues supervisor to inspire, construct, teach and keep their revenues strength.

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Extra resources for Drive a great sales team: for sales managers who want results

Sample text

Ensure the interview progresses naturally and make informality the keynote. 7. Tell the candidate your reasons for asking certain questions or why some courses of action have to be taken. 8. Ask as many questions as possible containing ‘with, who, what, how, where, when, why’ – ‘open’ questions that cannot be answered with a straight ‘yes’ or ‘no’. 9. Give a brief profile of your company, including its products or services and market. 10. Describe the job in concise detail. ‘Sell’ the benefits and the advantages of working for the company.

Questions and answers Asking ‘open’ questions will give the candidate a chance to talk freely and at length, and enable you to judge whether they are capable of dealing with questions clearly and succinctly. Listen carefully to what the applicant says, and make notes throughout the interview. When you are dealing with several candidates on one day it is quite easy to forget details. These are the types of question you should be asking: • Why did you leave your last job/why do you want to leave your present post?

CASE STUDIES Stuart gets the message across Members of the team are putting in their best efforts to hit the sales targets, but are falling short of the mark. Although Stuart the new manager has good ideas, he is not good at explaining to his staff exactly what he wants them to do. This, coupled with an inability to establish a rapport with them, results in a plunge in morale. His staff begin to doubt and question their own individual abilities. Fortunately through Stuart using communication skills and showing consideration to the members of his team, mutual understanding is reached and sales hit their target.

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