Start / Stop / Continue

The Rainmaker Academy

will equip you with a number of tools.

To organize the tools in a constructive manner, use the Start/Stop/Continue matrix at the

front of your workbook

Presents

Team Selling

Objectives

Describe the need to develop sales teams Identify the dynamics of high performing sales

teams Improve current sales team productivity Increase personal communication effectiveness

Reasons for Team Conflict

Small GroupActivity

10 Minutes

Four Stages of Team Development

Performing

Forming Storming

Norming

Team Diagnostic

Innovate With Team Profile

Example A

I like to examine the details

I’m good at recognizing alternatives.

I tend to focus on many things at once.

I like to see the consequences before I act.

Example B

Innovate with C.A.R.E. Profile

TALLY BOXSymbol Total

COLUMN

SHOULD

TOTAL 120

Conceptual Approach Skewed Toward Left

• Likes to come up with new ideas

• Is good at exploring alternatives and discussing concepts

• Is good at visualizing the master plan

• Prefers to focus on the future, develop theories, principles and ideas

• Is good at recognizing alternatives

Spontaneous Approach Skewed Toward Top

• Wants freedom from constraint

• Tends to move from one subject to another

• Focuses on many things at once

• Likes to have respect and influence

• Lets their feelings guide their decision making

Normative Approach Skewed Toward Right

• Prefers to put ideas into a familiar context

• Relies on past experiences to guide them

• Likes to see consequences before acting

• Prefers to let others take the lead

• Tries to fit in with others

Methodical Approach Skewed Toward Bottom

• Prefers order and rationality

• Tends to follow a step-by-step process

• Examines the details and thinks things through before acting

• Focuses on what they can prove to be true

• Likes to see things fit together

The Creator

The Advancer

The Refiner

The Executor

The Flexer

Distribution of Patterns

• Creators 26%• Advancers 5%• Advancer Axis 1%• Refiners 10%• Refiner Axis 1%• Executor 17%• Flexer 4%• Creator/Advancer 7%• Advancer/Executor 8%• Refiner/Executor 8%• Creator/Refiner 13%

Your Pattern is…..?

Patterns of Your Team

Your Best Role on a Team

Three Things You Do Best in Selling

Roles in Selling

Proposals Networking Public Speaking Target Selling Client Selling

What Three Things do You Enjoy?

What Do You Hate?

What Skill does Your Team Need to be More Effective?

Patterns

#1

#2

#3

#4

#5

Team Snapshot

Gene

Josh

Missing

Team Snapshot

Kim

Linda

Missing

Team Snapshot

Jana

Gary

Missing

Team Snapshot

Sharon

Avoid

Team Snapshot

Barbara

Todd

Brigitte

Avoid This Situation?

What Goes Up Campaign

The P.E.P. Cycle

P.E.P. Cycle for Each Team Pattern

Creator P - ________________________________________E - ________________________________________P - ________________________________________

Advancer P - ________________________________________E - ________________________________________P - ________________________________________

Refiner P - ________________________________________E - ________________________________________P - ________________________________________

Executor P - ________________________________________E - ________________________________________P - ________________________________________

Flexer P - ________________________________________E - ________________________________________P - ________________________________________

P.E.P. Cycle Creator

P Short Lived Stage

E Gets an Idea

P What if they don’t like it?

P.E.P. Cycle Advancer

P No Ideas

E I hear An Idea I Like

P People Poke Holes and Raise Objections to Ideas

P.E.P. Cycle Refiner

P No Ideas

E Clarifies ObjectionsPokes HolesMakes Idea Better

P What if they can’t handle?

P.E.P. Cycle Executor

P Oh, You’re going to change?

E I have the information I need to implement the plan.

P Afraid it won’t work

P.E.P. Cycle Flexer

P We Have Nothing

E Plays Role of Dealmaker

P What if they don’t buy it?

Team Innovation Z Process

Z Process Case

Who Represented What Patterns? Conflict Points You See? If Conflict Points Not Resolved, What Will

Happen? Steps to Take Now?

Z Process - Part 2

How did it get off track?

What were key hand off points?

Steps to work effectively?

2 Minute Drill

Top 5 Team Builder Practices

2 Minute Drill

Top 5 Team Wreckers

Team Exercise

Positive Attributes Effect

Negative Attributes Effect

Consensus

Consensus is Not: Unanimous Vote

Majority Vote

100% Agreement

ConsensusConsensus Is: All Support 100%

Agree 75%

Anyone Can Block, but must haveAlternative

Habitual Blockers (without Alternatives) will be confronted

Dealing with Differences

Tendencies That Bother You

Your Tendencies That Bother Others

What Can you do to reduce tensions?

World Record

400 Meter Dash

43.29 Seconds

World Record

400 Meter Relay

37.4 Seconds

Understand, Respect, Appreciate, and Value

Contributions of Each Member

On The Work Team.

Five Reasons for Balancing Sales Team

Without Creators: No New Concepts

Without Advancers: Implementation Stalls

Without Refiners: New Directions Not Thought

Through; Details Overlooked

Without Executors: No Implementation

Without Flexers: Stress

Together We Are Better!

Price LeverageProfessional Client

Time Line

Leverage

Leverage

Delivery Date

Clients Must Overcome Three Pricing Emotions

PRICE

RESISTANCE

PRICE

ANXIETY

PAYMENT

RESISTANCE

Team Readings

Situation #1Situation #2Situation #3Situation #4

Team Meetings

Purpose Advance Sales EffortHelp Each OtherConfront and Resolve

Obstacles

Self Assessment

5 Minutes

Team Innovation Highlights

Team Profile identifies most natural approach and most comfortable role we perform in sales process

Use the Team Profile to understand how to interact successfully with team members with different patterns.

Being aware of the P.E.P. cycle (Panic, Elation, Panic) helps to understand the sales process better.

Team Highlights

The Z process identifies how strengths of each member

on an innovation team can be used effectively.

We need to understand, respect, appreciate, and

value the contributions of all team members.

Thank You!