DEAR SANDLER COACH Dear Sandler Coach, HBRA JOB BANK The HBRA JOB BANK is a FREE service for HBRA Members. If you would like to have a job posted, please use the Job Posting form to submit the information. The fee for Non-members is $50. Please contact the HBRA office at 203-335-7008 or email us for more information, FREE Resume Posting (Open to the public) E-mail your resume in Microsoft Word or Adobe Acrobat PDF format. Subject line: JOB BANK. Do not include your resume as body copy in an e-mail. Include a short paragraph summary of your skills or what type of job you are seeking. The HBRA of Fairfield County is not an employment agency nor will the HBRA recommend or refer any person seeking employment. It is up to the Member to contact an applicant directly and make employment decisions. I have a sales team of 4 and looking to add more, what are some ways of motivating the team to help me grow? - Manuel P. Hi Manuel, First congrats on growing the team. Certainly a lot of information to unpack here but let’s see what we can do. We talk a lot about knowing your people, as in what their lives are like, what their goals are, what they want to accomplish. In terms of sales we should pay more attention to the prospect and the pain they have as opposed to say all of our features and benefits. In a sense you have to sell your idea of growing the company to your people. A lot of time that starts with knowing things like your Core Value and designing a Mission Statement for people to put faith in and follow. It’s about knowing that one of them has aspirations to one day buy a bigger house and when you have your reviews talk about how close they are to that goal. A lot of times as leaders we get stuck in our own worlds and forget that our people most likely have different pains then we do. A lot of times that just starts off with listening to them. When you can give them something to be proud of and something to strive for then the motivation comes naturally. It’s not a stick and carrot scenario anymore. Sales incentives are great for motivating particular behaviors short term but building a culture of people that want the company to grow will keep that momentum going much further. John J. Fazio, Jr. John’s clients include the single entrepreneur all the way up to Fortune 500 companies in the areas of sales, leadership, management and customer service. Have a training question for John? Send your questions to hbra@ buildfairfieldcounty.com MARCH 2018 | HBRA of Fairfield County 27
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