SALES103: Public Speaking for Sales

4.1: Building a Sales Team

• 4.1.1: Recruiting

  • Boundless: Marketing: "Chapter 14, Section 5: Managing the Sales Force: Recruiting and Selecting Salespeople" URL

    Read the section of this page titled, Recruiting and Selecting Salespeople, regarding the basic means for recruiting sales professionals. This information can be helpful both as you seek a sales position and later if you find yourself in a management position. For now, consider how this article can help you find that first sales position.

• 4.1.2: Training and Managing

  • Wayne Hurlbert's "Managing Sales People"

    Phil Gerber owns a consulting firm and is an expert sales manager and trainer. As you listen to this podcast, imagine that the speaker is your first sales manager. You will gain insights into how your manager will likely monitor and encourage your performance. Try to determine which guidelines that are offered would be most appealing to you.

• 4.1.3: Motivation

  • WikiHow: "How to Pay Commission to Your Sales Staff" URL

    Read this article regarding how you should compensate a sales staff through salary. This information will give you some guidance as to what level of compensation you could expect in the sales positions you consider.

  • Brazilian Administration Review: Danny Pimentel Claro and Sílvio Abrahão Laban Neto's "Sales Managers' Performance and Social Capital: The Impact of an Advice Network" URL

    This article offers the suggestion that managers help foster social networks among their sales staff. Consider the benefits you might garner by working in a sales team that features these types of relationships.
    

  • Chris Stiehl's "Treat Your Sales People like Customers" URL

    In this article, Chris Stiehl provides insight into his research regarding sales staff motivation. Which of these methods might work for you?