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Recruiting, Teaching,Management & Compensation of Salespeople #2 BYGRAYSON SCHWEPFINGER Before you start to search for a salesperson the next thing you want to do is establish exactly what you're looking for so you know it when you find it. Perhaps the easiest way to establish what you want in a salesperson is to write a complete job descrip- tion. When asked what they want a salesperson to do most managers answer sell. Selling is not a goal but the result of: 1. Controlling the sales situation. 2. Listening to the customers to understand their wants, needs and pocketbook requirements. 3. Demonstrating the right product. 4. Knowing the product. 5. Answering the prospects questions properly. 6. Effective time utilization and prioritization. 7. Prospecting for new customers. 8. Following up on prospects that haven't de- cided. These are normal daily activities. You do not manage sales, You manage daily activities that re- sult in sales. To help your salespeople set realistic goals, you must crystallize those goals into objec- tives; reduce themto their lowest common denom- inator. Then as they accomplish the daily objectives, the larger annual goals are always the result. JOB DESCRIPTION Remember, most salespeople have never in their careers seen a job description. How can they meet your expectations if you don't even know what you expect? Below is a suggested list of things you may require a salesperson to do. Add or delete to make a complete list of what you expect. Professional Requirements: 1. Flexible schedule, willing to work weekends and evenings 2.Must be willing to help keep products clean and prepared to show to customers 3. Periodic security checks of products 4. Promote the company and the industry 5. Read trade journals and professional magazines 6.Willing to attend training classes and to pursue professional development opportunities 7. Understand other department functions and the inter-relationship with sales 8. Prospect 9. Follow-up promptly and continually 10. Handle telephone duties 11. Establish daily, weekly and annual goals 12. Attend sales meetings 13. Learn inventory 14. Possess detailed product knowledge 15. Understand the competitors' product 16. Meet quotas set by company so that it can meet its goals Be Specific: Don't assume anything.Name specific things that you know a salesperson must do daily to be a suc- cessful. 1. Prospecting calls. 2. Demonstrations daily. 3. Follow-up calls. 4. Develop feature benefit presen- tations on display models. 8 Customizing your manufacturedhome is as easy as 1-2-3 with "the original" R-COTEC Skirting, Steps, & Chimney Housing! • R-COTEC's insulation value is R-5 and can be increased. Panels are a higher EPS density, 1-1/8" thick and surface coated in a variety of brick, stone and stucco colors. Panel sizes are 24", 30", 36", and 48" high by 48" wide. When installed according to manufacturers' instruc- tions, each panel is supported in steel framing. • An R-COTEC skirting installation will not only reduce your utility costs, but also keep your crawl space dry and clean and frozen water pipes become non-existent. • Provides frost protection for shallow foundation systems. • Blow out resistant. R-COTEC Skirting remained in- tact from thehigh winds of hurricaneKatrina - where theroof and siding was blown off from thehouse. • R-COTEC Skirting system has been installed in homes in every state for over 16 years. • TheR-COTEC Skirting packageis complete. All you have to supply is necessary screws to attach to home and installation labor. • R-COTEC SKIRTING - many times imitated - never duplicated. Lakewood, NY 14750 • 716-763-1825 • 1-800-854-7657 • e-mail: rcoprods@netsync.net • Website: www.rcoproducts.com No. 5 on Get It Quick Page JUNE 2012 7 THE JOURNAL 3 \ SALES MANAGEMENT 2 1