How to Build an Effective Sales Team: An Interview with Adam Shaivitz
Written by Dave Lavinsky on Wednesday, May 6, 2009
All entrepreneurs must be well-versed in sales.
We are always selling: Selling to employees as well as customers, investors as well as partners, etc. And those who excel at selling have a major competitive advantage.
To make sure that both you and I are in fact not only great at selling, but building an effective sales team, I recently interviewed sales whiz Adam Shaivitz.
If you're not familiar with Adam, Adam is the co-author of a best-selling book on selling called “Selling is Everyone's Business: What it Takes to Create a Great Salesperson.” He is also a sales consultant with Accelerate Performance who has consulted for Google, ADP, Pimco, Morgan Stanley, and many others.
Adam conveyed tons of great information. Two points that I especially liked were the following:
1. Make sure that you are properly motivating and solving the problems of your buyers.
The best salespeople are problem solvers who are able to sell the benefits of their offerings tailored to one or more of the six basic fundamentals that all of us as humans want:
Adam told us that too many business owners neglect their top sales performers. Rather, they tend to focus on improving their lowest performers.
The full interview is available for members of Growthink University
To listen to the first few minutes of the interview, please click the blue triangle in the player below.
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