1. ….RECRUITING/HIRING, LEADERSHIP
DEVELOPMENT, EFFECTIVE TEAMS
AND WORLD CLASS RESULTS
BUILDING THE
ULTIMATE REVENUE
TEAM
MIKE HUMES - CEO
JULY 20, 2013

3. Business Planning
1) Goals/Objectives
2) Strategies
3) Tactics
Same applies to organization, departments and
individuals.
“What you Measure you Accomplish”
APPLY METRICS WHEREVER AND WHENEVER
POSSIBLE.

4. Fan Relationship Development
1. Know The Fan
2. Communicate with the Fan
3. Keep the Fan
4. Grow with the Fan
 Create a Fan-Focused
Culture

5. Retention
“Create an emotional connection with our fans”
Increase loyalty of existing customers, which
creates:
• Reduced dependency on “low price” as a
marketing strategy
• Decrease costs incurred in an effort to
acquire new business
• Increased efficiency created by familiarity
with customers needs
• Increased margins, higher profits and a
greater market share

6. Consumer Model
1) Trial
2) Acquisition
3) Maximization
4) Retention

7. Monetize Your Business
• Understand and Improve Customer Lifetime
Value
• Customer Up-Sell and Cross-Sell Correlations
• Improve Customer Satisfaction and Build
Loyalty
• Acquire Profitable New Customers
• Recognize, Target and Replace Former
Customers
• Maximize the Value of Each Customer
• Reduce Churn

8. Consumer Segmentation
• WHAT
Research
• WHO
Targeting Methodology
• HOW
Creative Execution and media strategy

9. Targeting Filters
• Current Segment Size
• Motivators
• Segment Growth Potential
• Media Behavior
• Demographics
• Psychographics

10. A Sales Organization
Big Concepts
1) As managers we choose everyday if
we will be a mentor or tormentor to
our sales team.
2) Manager + Mentor = Sales Leader
3) Salespeople HAVE to work for Sales
Managers. They WANT to work for
sales leaders.

11. 30 Steps to Your Sales Success
1. Effort
2. Preparation
3. Education
4. Training
5. Practice
6. Presentation
7. Knowledge
8. Questions
9. Sell benefits
10.Time
management
11.Ask for the order
12.No?
13.Deadlines
14.Follow-up
15.Correspondence

12. 30 Steps to Your Sales Success
16. Customer service
17. Know your
competition
18. Assume the sale
19. Success sells
20. Enthusiasm
21. Relationships
22. Goals
23. Teamwork
24. Ask yourself if you
were at the other
end of the
presentation –
would you buy?
25. Most difficult
prospects are the
best customers

13. 30 Steps to Your Sales Success
26. Mentoring
27. Surround yourself with successful
people
28. Don’t make promises you can’t or
don’t intend to keep
29. One final call
30. Exercise

14. HIRE THE RIGHT PEOPLE - DUH
• Hire for enthusiasm. Promote for
enthusiasm. Cherish enthusiasm.
REMOVE NON- ENTHUSIASTS—
THEY ARE CANCERS. “Nothing is so
contagious as enthusiasm.”

15. HIRE THE RIGHT PEOPLE - DUH
• Non-Winners – On a scale of 1 to10, rate
between 1 and 3...don’t take risks, don’t try
new things, don’t try to meet new
people…will call on their current
customers, won’t seek new ones. Won’t
push their current customers to buy
more…resist trying to convince them to try
your newest products/services…don’t want
to be seen as salespeople…need to be
liked…Avoid them at all costs!

16. HIRE THE RIGHT PEOPLE - DUH
• At-Leasters – Most fall into this
category…rate between 4 and 6 on the
scale…will do enough to keep the their
jobs and maintain their lifestyle, but that’s
about it…If they need to earn $40,000 to
maintain their lifestyle they
will…performance will fall off once they
reach that…don’t have the ambition, drive
or desire to grab for the brass ring.

17. HIRE THE RIGHT PEOPLE - DUH
• The Winners –rate 7 to 10 on the
scale…not satisfied with the status
quo…want to make it happen…don’t
make excuses…perform whether the
economy is good or bad…will sell the
company’s newest
products/services…will fight to maintain
your profit margins...these are the people
you must hire in order to build a winning
sales organization.

18. Ask yourself …………..
• Are they articulate?
• What type of presence do they project?
• Are they building rapport?
• Do they project warmth and sincerity?
• Do they have a professional
appearance?
• Do they have the skills you require?
• Do their past selling experiences match
your needs?
• How much have they earned in the past?

19. Beyond hiring great people
• Hire those that will work well together
• Shared vision and commitment
• Physically together – open discussion
• Encourage positive, informal interactions
• Instilling a winning attitude organization
wide
• Eliminate jealousy, cynicism and defensive
behavior

20. Leadership Development
• Passion – do what you love, love what
you do
• Respect – make people your priority
• Vision – clearly communicate the future
• Humanity – its not about the paycheck
• Curiosity – look, listen and learn
• Integrity – honesty above all, to all
• Pragmatism – know what you don’t know

21. Get „em to buy in
• Your vision for the future
• Your strategy for getting there
• Why is this the best strategy
• Recognize and share every achievement
• Constant reminder what you stand for
and that the future is bright

22. Get „em to work together
• Involve them in the hiring process
• Assign projects for team members to work
on together
• Close proximity of offices
• Create incentive-pay plan common goals
• Part of salary review based upon
interaction with others
• Off site formally and informally

23. BUILD THE WINNING TEAM
• EVERYONE WANTS TO FEEL THEY ARE ON
A WINNING TEAM, THAT THE COMPANY IS
MOVING AHEAD. AND THAT THEY ARE AN
INTEGRAL PART OF THE GROUP

24. THE CREED OF THE CHAMPION
I never see failure as failure (rejection as
rejection) but only as….
1. A learning experience
2. The negative feedback I need to change
course of my direction
3. The opportunity to develop my sense of
humor
4. An opportunity to practice my techniques
and perfect my performance
5. The game I must play to win

25. 25 NUGGETS TO CHEW ON
Good listeners are good sales people.
Period…Lousy listeners are lousy sales people.
Period.
GREAT LISTENERS ARE GREAT SALES
PEOPLE. (Listening “skills” are hard to learn
and are subject to immense effort in pursuit of
Mastery. A virtuoso“listener” is as rare as a
virtuoso cello player.)
“If you don‟t listen, you don‟t sell anything.”—
Carolyn Marland, MD/Guardian Group

26. The Gold Standard in selling: be
INDISPENSABLE to the Client. No other goal is
worthy.
Never stop growing-broadening-deepening the
relationship. The key to “indispensability” is to
get the Client more and more … and more …
and then more … imbedded in “our” web.Hence
the so-called “selling process” is only the first
step!
USE THE WORD “WE” … CONSTANTLY &
RELIGIOUSLY!

27. Shit happens. That’s what they pay you for.
This is not a “GE” or “Ben & Jerry’s” sale—it is a
Joe Jones/Jane Jones sale. YOU ARE THE
“BRAND” THE CLIENT BUYS —especially over
the long haul.
Duh: You make money, the company makes
money, on repeat business.
Master—yes, you—the “PR” Game. “Word of
Mouth” is not accidental! You want Word of Mouth?
Make it happen!

28. PAY YOUR DUES IN THE CLIENT ORG
AND IN YOUR OWN ORG!
YOU MUST LOVE THE PRODUCT!
The point is not to “prove yourself.” (That‟s
ego-talk.) Let the best person present to the
Client. “Control freaks” get their just
desserts in the long haul—or sooner.”

29. GOAL #1: MAKE YOUR CLIENT A HERO—
YOU ARE NOT THERE TO GET CREDIT.
(“Taking credit” is for ego-maniacs. And
losers.)
Don’t short-change (time, money, depth) the
proposal process. Miss one tiny nuance, one
potential incentive that “makes my day” for a
key Client player—and watch the whole gig be
torpedoed.

30. Is the proposal-sales team weird enough…weirdos
come up with the most interesting, game-changer
ideas. Period.
Lunch with at least one weirdo per month.
(Goal: always on the prowl for interesting new
stuff.)
Gratuitous comment: Lunches with good friends
are typically a waste of (professional) time.
“Sticking with it” sometimes pays, sometimes
not—it takes a lot of tries to forge the best path
in. Sometimes you never do, after a literal
lifetime. (Ah, life.)

31. Work like hell on :
LISTENING/INTERVIEWING, PRESENTING.
These are “the essence of [sales] life”—and
usually picked up in an amateurish, catch-as-
catch-can fashion. Mistake! (Become a
“professional student” of these two areas, achieve
Mastery.)
Are you good at flowers? Think: FLOWER
POWER! ” what you should know about a Client;
e.g., birthdays & anniversaries. My “flowers
budget” is out of control. Hooray
You can‟t do it all—be clear at what you are
good at, bad at, indifferent at. Hubris sucks.

32.  Think “legacy”—what the hell is all this really about for
you and the world? (“Tell me, what is it you plan to do
with your one wild and precious life?”—Mary Oliver)
 THERE ARE NO “MODERATES” IN THE HISTORY
BOOKS!
 Keep it simple! (Damn it!) No matter how
“sophisticated” the product. If you can’t explain it in a
phrase, a page, or to your 14-year-old ... You haven’t
got it right yet.
 Know more than the next guy. Homework pays. (Of
course it’s so obvious)

33. “THE DANGER FOR MOST OF US IS NOT
THAT OUR AIM IS TOO HIGH AND THAT WE
MISS IT, BUT TOO LOW AND WE REACH IT”
- Michelangelo
“EVERYONE LIVES BY SELLING
SOMETHING” — Robert Louis Stevenson

34. Mike Humes
CEO
mikekhumes@gmail.com
http://about.me/mikekhumes