I Build Sales Teams

I recruit, train and manage sales reps on an outsource basis so you can focus on product development and operations. I have built over 120 teams for clients since 1987 and what I have learned I share with you.

Talent Marketplace

To grow you need sales. Your first sale is to the rep. Only after do you focus on selling prospects. You are competing for reps in the sales talent marketplace. Specifically to the fraction who are willing to work entrepreneurially on a commission basis. They compare your offer to the countless others out there. Your offer is comprised of your company, product, position characteristics, leads provided and pay plan. It has be more than just good, it must be better than all the other offers they can get and must convince them to quit the job they already have. I get lots of requests to build sales teams. I can only take projects where I can recruit reps. I must be convinced that your offer will sell and can help you package it so it will sell.

Sales Process

I create psychologically-engineeredâ„¢ sales processes that make selling easy and fun. The old style talk-at-and-coerce method is ineffective and obsolete. Instead I ask reps to focus on the prospect's agenda. Rep's learn to discover and serve a prospect's best self-interest and encourage them to act on that interest. This results in significantly better sales results while protecting your brand and reputation.

Fewer Reps Can Equal More Sales

I often get requests to build teams with hundreds or thousands of reps. What they really want is a lot of sales. The former does not necessarily lead to the latter. Since a fraction of the reps do most of the sales and reps are hard to come by, the trick is to get the same or more sales with just a few reps. I accomplish this via an imaginative and effective sales process, training to get reps to change old habits and by using technology to amplify results. I have developed prospecting methods that are many times more effective than cold-calling. Reps want easy sales so that's what I arrange.

Let's Talk

I invite you to tell me about your company and products on my Project Information form. I will carefully review what you share and then contact you to talk and see if I can help.