Your Employees Could Produce More, But Will They?

YOUR EMPLOYEES COULD PRODUCE MORE, BUT WILL THEY?

The following ten steps will show you how to get the most out of the people who work for you.

1. Identify what is most important to each member of your sales team 
   1. People do things for their own reasons – not yours
2. Have goals written, posted and dated 
   1. Back up goals with a dream board
3. Mandate daily planning 
   1. Ensures best use of time
   2. Start out by writing six priorities closest to the money daily
   3. Add ten outgoing calls every month until 100% of outgoing calls are planned
4. Monitor and manage by numbers, know daily results needed
   1. Require stats
   2. Know individual ratios
5. Create contests and incentives where you need results 
   
   1. Instant gratification works
   2. Create contests everyone can win
6. Provide Consistent training in the following areas:
   1. Sales
   2. Negotiating
   3. Closing
   4. Employment laws
7. Build winning teams
   1. Provide candidate specialists for rainmakers
   2. Focus your Big Billers on client development
8. Set minimum standards of performance for all team members  
   1. Build on peer pressure
   2. Goals should be posted
   3. Production should be posted
   4. Year-to-date numbers should be posted
   5. Goals should never be erased – goals not attained should be added to future months
9. Identify motivators 
   1. Recognize outstanding efforts
   2. Be quick to compliment
   3. Obtain ideas from your sales team
10. Always address the WIIFM (What’s In It For Me)
    1. Focus on the WIIFM (What’s In It For Me) of your team always

Follow this advice you will increase sales and profits.

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