Anyone Can Sell by Thomas Plumamer

Author:Thomas Plumamer [Plumamer, Thomas]
Language: eng
Format: epub
ISBN: 978-1-58518-049-3
Publisher: Healthy Learning
Published: 2011-08-07T04:00:00+00:00

When you analyze a club that is struggling with sales, you almost always find a common denominator: The sales team has one “A” sales dog or diva and a set of secondary players who are struggling. The model looks like this as follows:

If you don’t have a sales system in place, then you make the mistake of shopping for someone who has sales experience and who can bring a system with him from where he last worked. The problem is that this person is a damaged good who probably exhibits many of the traits mentioned earlier in this chapter.

For example, he will need constant attention as a sales dog, he will threaten to leave if you don’t give him what he wants, he can put numbers on the board but his losses are high, he can’t train others to do what he does, and he ruins the rest of the staff because he won’t support any effort you make to implement a system. In other words, he might write a few deals, but over time it isn’t worth the pain.

This type of system is also characterized by a high turnover rate among the lower staff. In addition, the owner feels held hostage by the A player and the club is constantly short of sales staff that can produce, since the owner is only looking for someone who has a lot of club experience in someone else’s system. A more efficient model looks as follows:

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