Unit 4 Activities

Time Advisory
Completing this unit should take approximately 4.25 hours:

  •    Subunit 4.1: 4 hours
  •    Subunit 4.2: 0.25 hours  
Learning Outcomes
Upon successful completion of this unit, you will be able to:
  • articulate how sales people are recruited;
  • explain how a sales training program is created;
  • recognize motivational strategies used in the management of sales people;
  • describe how sales teams function in an organization; and
  • list the criteria typically used to evaluate sales professionals.


4.1 Building a Sales Team

4.1.1 Recruiting

Reading: Boundless' "Recruiting and Selecting Salespeople” (HTML)

Instructions: Read this article 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.

Reading this article and taking notes should take approximately 30 minutes.

Terms of Use: This resource is licensed under a Creative Commons Attribution-ShareAlike 3.0 Unported License. It is attributed to Boundless, and the original version can be found here.


4.1.2 Training and Managing

Lecture: Wayne Hurlbert's BlogTalkRadio: "Phil Gerber: Managing Sales People - Aug. 11, 2010” (HTML)

Instructions: 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.

Listening to this podcast and taking notes should take approximately 1 hour.

Terms of Use: Please respect the copyright and terms of use displayed on the webpage above.


Lecture: RainToday.com: John Doerr's "90% of Sales Training Fails - But You Can Fix That” (HTML)

Instructions: In this podcast, John Doerr, President of RAIN Group sales training experts, addresses sales training successes and failures.

Listening to this podcast and taking notes should take approximately 30 minutes.

Terms of Use: Please respect the copyright and terms of use displayed on the webpage above.


4.1.3 Motivation

Reading: WikiHow: Lily A. Sapp's "How to Pay Commission to Your Sales Staff” (HTML)

Instructions: 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.

Reading this article and taking notes should take approximately 30 minutes.

Terms of Use: This resource is licensed under a Creative Commons Attribution-NonCommercial-ShareAlike 3.0 Unported License. It is attributed to Lily A. Sapp and WikiHow, and the original version can be found here.


Reading: Brazilian Administration Review: Danny Pimentel Claro and Sílvio Abrahão Laban Neto's "Sales Managers' Performance and Social Capital: The Impact of an Advice Network” (PDF)

Instructions: 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.

Reading this article and taking notes should take approximately 1 hour.

Terms of Use: Please respect the copyright and terms of use displayed on the webpage above.


Reading: Chris Stiehl's "Treat Your Sales People like Customers” (HTML)

Instructions: In this article, Chris Stiehl, author of "Pain Killer Marketing,” provides insight into his research regarding sales staff motivation. Which of these methods might work for you?

Reading this article and taking notes should take approximately 30 minutes.

Terms of Use: Please respect the copyright and terms of use displayed on the webpage above.


4.2 Evaluating Sales Professionals

Reading: Uber Articles: Rob McKinnis' "Want Better Sales Results from Your Sales Staff? Stop the Pain! Check the Sales Process” (HTML)

Instructions: This brief article provides a synopsis of McKinnis' research and publications on sales management practices. Rod McKinnis is the author of Sales Is Simple: From Luck to Leverage. He provides a slightly different overview of how to help others find success in sales.

Reading this article and taking notes should take approximately 15 minutes.

Terms of Use: This resource is licensed under a Creative Commons Attribution-NoDerivs 3.0 Unported License. It is attributed to Rob McKinnis, and the original version can be found here.


4.3 Unit 4 Summary

Sales is often thought of as an individual process. However, you will more likely be a member of a sales team. The team element introduces issues of training, working with others, staff motivation, and possibly competition. Recognizing the variables present in sales teams and being comfortable with them will be helpful in your career. Those who excel in these areas might have the opportunity to move into management positions. Unit 4 provides an overview of the team element in sales from both the sales person and sales management perspectives.

Based on your previous work and experiences assess how you might perform as a sales team leader. What would your skills and strengths be? What type of leadership or managerial approaches do you think you would use? What skills and knowledge do you think you need to develop now, or during your sales career, that would make you qualified to be a sales team leader in the future?   

Last modified: Monday, 4 February 2019, 11:46 PM