ABCs of Building Teams
A,B,C… Always Be Closing.
A memorable line from the movie Glengarry Glen Ross. Entertaining but ridiculous in practice. This is the old-school concept that you can talk people into things… Perhaps you can for a moron but morons rarely build successful businesses. You can’t control prospects and you can’t control reps. Why try? Offer what they want to buy and they will indeed buy.
When building a sales team, first you must recruit. You need to sell people to work with you. You need to close them. If you want a team of high-performers, you will need to invest in training. You need to teach them to close. Finally you must manage this team to get the results you want. You must close them on a shared vision of mutual succcess.
Here’s my 3-step philosophy on teams: