Comments on: [Webinar] How To Determine How Good Your Sales Team Really Is

By: Kelli Garner

Kelli Garner — Sat, 26 Sep 2009 16:44:36 +0000

Really nice posts. I will be checking back here regularly.

By: Jeth

Jeth — Tue, 26 Jun 2007 01:33:53 +0000

Im in the Philippines, were currently distributing Canon Laser Fax and AIO. Unforortunately, were not hitting our quotas. Our worlflow is like these Axis->Dealers->End-user. What strategy can you suggest for us to make numbers through our dealers? Can you give us technique on how to gain sales through our dealers?

By: Bill Brooks

Bill Brooks — Fri, 08 Jun 2007 20:15:21 +0000

Joe,

It is not unlike an overly complicated offense confusing the players on a football team. They settle into confusion and then inertia.

While measurement is essential, it cannot be so overburdening that it foils the creativity of the sales team. In the world of measurement, simple is better! Pick 5 — or 3…7 at the most!

By: Joe

Joe — Fri, 08 Jun 2007 20:14:22 +0000

What happens when an over complicated measurement system impedes the sales process?

By: Bill Brooks

Bill Brooks — Fri, 08 Jun 2007 20:12:57 +0000

Roland, The quality of a good sales team is to adjust quickly! However, the sign of a great sales team is to anticipate the downturn and also to ensure that the entire sales team is trained and able to perform. Good job, Roland! BB

By: Roland

Roland — Fri, 08 Jun 2007 20:09:41 +0000

Good day mr brooks i am from Grenada,i have a passion for sales,i have been a sales manager for the leading water company on the island,the sales trend has change drastically due to the economy,and disappointments from planning for previous events,the sales have taken a downward trend for may month and it had me wondering whether the team is really prepared to handle a situation like that,we have adjusted quickly and start embarking on more telesales and things are looking better. Do you think that us adjusting quickly after realising the downward trend is a quality of a good sales team?

By: Bill Brooks

Bill Brooks — Fri, 08 Jun 2007 20:04:41 +0000

Tanika, Look for values consistent with what the position rewards, behaviors that match the behavior demands of the job and talents that the job requires. If you'd like to learn more about this you can visit the assessments for hiring page on our website. Please call or email with additional questions or interest in our assessment systems. BB

By: Tanika

Tanika — Fri, 08 Jun 2007 20:02:39 +0000

What are good qualities and/or personality traits to look for in a sales person ?

By: Bill Brooks

Bill Brooks — Fri, 08 Jun 2007 19:57:08 +0000

Fouzi,

The best way to handle this is to create a sense of “reciprocity” in that you provide great value — training, account management services, etc. for these account reps who are independent and not a formal part of your organization.

If located in Brazil, you could do training VIA internet, telephone etc. The secret is to tie measurement into what you teach in order to determine effectiveness and help them make more money.

By: Fauzi Timaco

Fauzi Timaco — Fri, 08 Jun 2007 19:55:18 +0000

Dear Bill,

Thanks for this webinar about how evaluate the sales team.
Do you have some information about how to evaluate resellers and agents who are not under our direct control?

IÂ´m talking specifically about representatives in the medical equipment market in all Brazilian territory.