Page 193 - Social Media Marketing

Building and Managing Your Own Sales Team 179

entire product line. You can add a marketing coordinator, someone
to process transactions and produce reports, someone to develop
your sales presentations, and much more.

Taking a Lesson from Your Dentist

Most dentists hire a receptionist to answer phones, greet patients,
process insurance information, and bill patients. They hire dental
hygienists to clean teeth, take X-rays, and prepare patients for any
special care that only the dentist is qualified to deliver.

If your dentist runs an efficient office, he or she probably spends
about 5 to 10 minutes with you for your six-month checkup, pri-
marily to find out how you're doing and quickly examine the inside
of your mouth for any potential problems. Your dentist offloads all
the lower-level tasks and then focuses on higher-level tasks, such as
fixing cavities, capping teeth, and referring patients to specialists.

To maximize your own efficiency as a salesperson, take a les-
son from your dentist and learn to streamline procedures. Apply
the assembly line approach to making sales and processing your
transactions. (See Chapter 7, IIAssembly Line Selling.")

Identifying the Benefits of Sales Teams

Salespeople who successfully make the transition to a team-based
system rarely regret their decision. What they regret is not having
done it sooner. They often tell me about how frustrated and over-
worked they were prior to building a team. Working over 80 hours
a week, having insufficient time and resources for their clients, they
found themselves making costly mistakes and having little time for
themselves and their families.

After establishing a team, their lives quickly improved. These
salespeople were now able to focus on what they did best-meeting
with clients and selling goods and services-and could outsource
the rest to other team members who had the time, resources, and
energy to take on those tasks. Sure, the salesperson had to share