The Boys Club

I haven't blogged in awhile. It's amazing how much time social networking takes up of your allocated computer time. Like most I'm blogging, facebooking, tweeting, not so much my spacing anymore. I've got my powersports job twitter, my Designz job twitter, construction job twitter and networking on Linkedin. All that and 2 gmails, charter, and 2 separate work emails. The time you put aside for computer interaction is gone and the thoughts you were ready to type out usually vanish somewhere.

Anyhow alot has been going on in my little power sports world. Most recently there have been some employee changes going on at my new employer. There have been a couple salesman who have moved out and a couple who have moved in. The ones who have moved in are part of an old crew from the past, and in my little power sports world, word about changes in a dealership travels fast. Now that 80% of the sales team is from an old team from another dealership, there has been several more sales people wanting to be a part of that team again. I've had several responses from these sales people from the other dealership, that they too want in, when there is an available position. Mostly because they want to be a part of a winning "Team" or "family" again, as some have put it. All of this reminds me of my previous, clueless, employer who called this "Team" or "Family" of sales people nothing but a "boys club" and meant it in the most derogatory term. So here's my take on how to build a "Boys Club" and make it a team or family of sales people who long for structure like it, and will always want to be a part of it over and over again.

Recently I watched a movie called the "grown ups" if you haven't seen it then I would recommend it, especially if your a married man with kids. Too funny. Anyhow it was about a team of mismatched kids who had there own individual personalities and strengths that when they teamed up to play ball they made a championship winning team. This is what you need to vision when building your sales team. Most of us think of your best salesperson and you say to yourself, if I can only clone this one salesperson I would be able to rule the world. Think about all the different personalities of your customers and the different events that take place to make that sale happen. Imagine having the ability to match personalities and strengths with your sales crew or better yet having a sales crew that can make the distinction and react appropriately.

Now take this group of mismatched misfits and give them structure. Structure is the key ingredient in building a sales team. Many times we take a new salesperson stick him/her out on the sales floor and watch as they learn how to sink or swim. While this may make an individual shine, if they have any kind of ability, it doesn't build a good team. As we grew up and played any kind of team sports we always heard the same phrase..There is no "I" in team. Same is true on the sales floor. One individual will not keep the lights on and the doors open or keep all the customers from walking out the door. Build a structured sales team, one who knows what is expected from the time they walk in to work until the time they leave. And like all team sports practice practice practice. It's not enough to train someone with just hands on experience.

Now you need a good coach. One who is motivating, one who has played the game before, one who knows how to use each individuals strength to make good plays. A coach that can build on a teams strength and not just an individuals. Getting out on the field and playing a with the team. Knowing when a substitution is needed. Take the team out on occasion, it helps build trust and understanding. A coach who sees him/herself as a part of the team.

When you build your dealership, and your the owner, the GM, or the sales manager, and someone asks you how you're succeeding or have become successful. Your response is always, "I have the best damn sales TEAM on the planet". Whether its a "boys club", "family" or "Team", there's nothing wrong with the comrodity that comes from the strength a group of individuals make when they come together, and they'll will never forget the feeling of being a part of that environment.

Google the word "Team" and wikipedia will give you this quick definition.

A team comprises a group of people linked in a common purpose. Teams are especially appropriate for conducting tasks that are high in complexity and have many interdependent subtasks.

A group in itself does not necessarily constitute a team. Teams normally have members with complementary skills and generate synergy through a coordinated effort which allows each member to maximize his or her strengths and minimize his or her weaknesses. Team members need to learn how to help one another, help other team members realize their true potential, and create an environment that allows everyone to go beyond their limitations.

That's "My Take"