Use Homemade Material to Build a Good Sales Team

To build and motivate a sales team, creating a ''homemade'' team might be the best way. There are several suggestions to build a team: 1. Hire eager salespeople -- those who have a positive attitude toward selling and can last through an extended hiring process. 2. Hire salespeop...

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Bibliographic Details
Published in:Marketing news 1986-11, Vol.20 (23), p.17
Main Author: Meyer, Ron W
Format: Article
Language:English
Subjects:
Compensation
Continuing education
Human resource management
Incentive plans
Meetings
Motivation
Sales management
Sales managers
Sales Training
Salespeople
Training
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Summary:To build and motivate a sales team, creating a ''homemade'' team might be the best way. There are several suggestions to build a team: 1. Hire eager salespeople -- those who have a positive attitude toward selling and can last through an extended hiring process. 2. Hire salespeople with grit, people who are ungraceful losers. 3. Involve the staff in total immersion training; when it is not possible to devote months to sales training and orientation, recruits should spend a few weeks in the plant, on the phones, or with a role-model sales representative. 4. Continue in-service education; retraining can come in the form of classes, workbooks, newsletters, tapes, meetings, and books. 5. Compensate justly; payrolls or commission rates affect performance, and unrealistic earnings will inspire dissent. 6. Keep salespeople by being fair, honest, and firm.
ISSN:0025-3790