“Objective” Sales Management

Knowing your sales team

Who are the best clients?

Try answering the question and see how many people think like you

Those who look for you:

Those who do not ask for discounts:

Friends:

Profiles must always be shared through an one-on-one conversation in person/online (Italian and English)
Report to the Organization:
- Hunter vs Farmer
- Individual general picture: “your DNA”
- Overview of teams based on multiple clusters
- Where conflicts arise in the team
- Team members under stress
- Team members who can help drive change
- Which priority motivational levers are part of the individual and which are part of the team

Like your sales people, the client also has their own “DNA”
The general attitude is to approach a sales relationship based on your own communication style
What happens when you do not correctly identify the style of your purchase stakeholders?
- ... the sales process is longer
- … why is it that the needs of purchasing stakeholders are different from yours
- ... then the business proposal undergoes multiple reworks due to relational misalignment

By developing the ability to recognize your stakeholder's style, you accelerate the sales process.