Walk Like a Giant, Sell Like a Madman

Chapter 15. Building and Managing Your Own Sales Team

For the better part of human history, people have been teaming up to do everything from securing food, water, and shelter to raising children, building communities and towns, and providing the goods and services required to maintain our existence and pursue our dreams.

Despite the many benefits of teams, however, salespeople all too often choose to fly solo, and if they achieve any level of success, they eventually find themselves overworked and unable to take their business to the next level. As a result, they lose a sense of balance in their lives and ultimately become rather unhappy and unfulfilled.

When you do everything yourself, you are doing business, not building a business. By forming a sales team, you establish an independent business unit, and perhaps even a salable asset, that is much bigger, more efficient, and more productive than you can possibly be on your own.

NOTE

Some sales positions are more conducive to teams than are others. More and more real estate agents, for example, are implementing a team-based approach, but if you sell appliances or pharmaceuticals, a team-based approach may not be feasible. For details about building and managing a real estate agent team, check out Power Teams: The Complete Guide to Building and Managing a Winning Real Estate Agent Team, by yours truly and John Featherston, founder and CEO of RISMedia (for sale zt www.rismedia.com). If a team-based approach is not right for the ...