How Do You Build A Killer Sales Force?

Kate, the last to arrive at our regular table in the bar was
muttering.



Chris, our newest member did not know that asking her what
was bothering her was not a good idea.



Rob tried to stop him but she exploded,” I’m sick of the
lone wolf great salesman bull! Not only is it demeaning it is totally 180
degrees out of sync with reality.”



The entire place got quiet, not just our table.



Rob finally drawled, “We understand some polecat put a stink
on you sweetheart but just what did he do?”



“I’ve been working for months to get a sales team for one of
my clients to function at a higher level than they’ve ever known before. Each
of them by themselves are talented but together they are becoming formidable. When
the two of them walk into a conference together to pitch they get the business over
80% of the time. They get the business because they know they can…together.”



“What happened?” I asked.



Kate grimaced and said, “The sales manager couldn’t stand
the fact that they were closing four times as much business as he was so he
told them to sit back and watch a pro in action. He told them he didn’t like
them wasting two peoples time when it only takes one to close. He blew the
biggest contract those two youngsters and the company had lined up this year
with his macho lone wolf approach!



Ever time I hear a salesperson talk about being up close and
personal with a prospect and the only one who could be expected to make the
sale I want to get the twit up close and personal with a real pack of wolves.



This fool grew up in the city. He believes wolves hunt alone.



They don’t. They hunt in packs. Teamwork is what makes them
deadly. A lone wolf will steer clear of a grizzly but a pack turns the tales
and the grizzly will give them a wide berth.”



Rick leaned over and whispered to me, “That lone wolf just
made a mistake. He’s messin’ with Mama bear.”



Kate went on, “I’m sorry I can’t stay. I’ve asked the CEO to
have lunch with me. I’m resigning his account.” And with that she stomped away.



Rob leaned back ans said, “Whew! Our hummin’ bird just morphed
into a hornet.”



Rick said, I’ve never heard her put it quite that way before
but she always says that if you give her youngsters that aren’t being fed all
that macho bull that she will beat the cowboy lone wolf act every time. She’s
told me that any kind of professional service business from accounting to high
tech is better served by team selling and proved it by showing me the results. The
thing she says is that most folks can’t master all the skills and the special
industry or technology knowledge when they are young so teams are always
stronger. As they age, the more experienced can be teamed with the younger
ones. Then you truly have a pack and they are deadlier than any lone wolf.”



Chris summed up, “So if you want to build a killer sales
force start with a pack mentality and put together people with collaborative
skills. Tell the lone wolves to take a hike.”



Do you think packs or lone wolves make for a killer sales
force?



Jerry Fletcher has worked with lone wolves, packs and
newbies. He defers to Kate for sales training but says the way to a
salespersons heart is great leads.


Learn about that process at www.JerryFletcher.com

Networking Ninja Jerry speaks about how to connect, turn
contacts into contracts and generate non-stop referrals. More at: www.NetworkingNinja.co
m