Stephan Schiffman - Creating Sales Stars: A Guide to Managing the Millennials on Your Team

CONTENTS

2018 Stephan Schiffman

All rights reserved. No portion of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any meanselectronic, mechanical, photocopy, recording, scanning, or otherexcept for brief quotations in critical reviews or articles, without the prior written permission of the publisher.

Published by HarperCollins Leadership, an imprint of HarperCollins.

Book design by Elyse Strongin, Neuwirth & Associates.

Epub Edition September 2018 9780814439401

978-0-8144-3940-1 (eBook)

Library of Congress Control Number: 2018954570

978-0-8144-3938-8

Printed in the United States of America

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PRAISE FOR

CREATING SALES STARS

Schiffman and Krebs do a masterful job of turning timeless principles into specific tools to enable salespeople to sell. Treat people with respect, listen, show empathy, personalize relationships, communicate, and make others betterall are translated into proven techniques that will create sales stars. Wonderful ideas not just for Millennials and salespeople, but for all of us wanting to make a difference.

DAVE ULRICH,

Rensis Likert professor, Ross School of Business,

University of Michigan; partner, The RBL Group;

and author of Victory Through Organization and The Why of Work

Stephan Schiffmans legendary and iconic sales training and coaching strategies have been instrumental in supporting my own sales and leadership growth and success for the past twenty-five years. In his latest timely book, Creating Sales Stars, he has transcended his earlier trainings into meeting the critical needs of todays generation. This book offers simple steps and techniques to ignite your sales team to be successful performers. Thank you, Steve, for giving us another GEM!

DONNA TERJESEN,

managing director, HBR Consulting

Millennials are the most powerful influencers to enter the twenty-first-century workforce. Their ability to challenge and be challenged has been defined in Stephan Schiffman and Gary Krebss well-thought-out book, Creating Sales Stars. Truly a powerful generation with ambition and drive for results!

MITCH PODOB,

vice president, Global Human Resources, Timex Group

Stephan Schiffman is always focused on results and the steps needed to achieve them. We operate in very competitive markets, and his ideas, insights, and techniques are both ageless and dynamic. This book is sure to help you adapt to a new and ever-changing world.

BOB JOHNSON,

CEO and founder, Kaffe Magnum Opus

Schiffman gives you the tools you need to break through to the Millennials in your organization, who do have a different mindset from past generations. Schiffmans clear and concise guidance in Creating Sales Stars provides the answer on how to get this group of people to thrive in your organization.

JOSH SANDERS,

vice president, Sea Breeze

Schiffmans book unlocks the secrets for managing the new sales force. He provides the steps needed to achieve positive results from any sales teamespecially the incoming generation.

J . PETER BENET,

CFP, CLU, owner, Benet Financial Services

Stephan Schiffmans books and training are often watershed moments for sales teams and their leaders. I have witnessed the results of Stephans teachings firsthand and watched them move the sales needle upward almost immediately. Many of my past employees comment to me that his books and training continue to have an impact on their sales careers and their lives. This book surpasses Schiffmans prior works in terms of relevance and timeliness, and will no doubt also become a watershed moment for generations of sales professionals and leaders to come.

DAN STARR,

vice president of sales channel development, pdvWireless

Steve Schiffman has done it again! In his most important book since Ask Questions, Get Sales, he has delivered a hands-on, street-level instruction that bridges the gap between past-gen and new-gen salespeople. Steve and Gary Krebss compelling and useful approach to managing this new era of sales professionals will deliver positive results and take your sales team to the highest level. Creating Sales Stars is a must read for business leaders, sales managers... and, yes, even millennials.

STEPHEN MUELLER,

managing director, OneBeacon Insurance

Nothing happens in a company until someone sells something. You might offer the best product or service in the world, but if your sales team is stuck and not closing deals, your organization wont go anywhere. The twenty-five principles in this book will supercharge your team to make salesand help you become a better leader too. From implementing the right training to creating a fun and interactive work environment to communicating in a manner that translates to employees of all generations, Creating Sales Stars is the one book you need to retain your best people and get them fired up to make sales while maintaining your own sanity.

RICHARD O. WARTHER,

founder, president, and CEO, Vanguard ID Systems, Inc.

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Dedicated to Sales Leaders everywherewho suffer

a lot more than people realize

ACKNOWLEDGMENTS

Whenever one takes on a project like this, there are numerous people who should be thanked for their efforts. First, with deep appreciation, Id like to thank my agent and friend, Gary M. Krebs. It was Gary who persuaded me to write this book in the first place, and I am grateful for his steadfast help and guidance. I dont think this book could have been done without him.

I am deeply indebted to all our clients, as well as the myriad business leaders, salespeople, and HR professionals who offered their wisdom in helping create this work.

The folks at HarperCollins Leadership and the former AMACOM have been exceptional to work with. I am especially proud to be working with an editor as exceptional, enthusiastic, and responsive as Timothy Burgard. I would also like to acknowledge Ellen R. Kadin, who originally received the proposal and passed it along to Tim for acquisition. The talented folks at Neuwirth & AssociatesPhil Gaskill, Jeff Farr, and Beth Metrickdid an excellent job copyediting and seeing the book through production.

I have had the good fortune of having written and published 72 books over the years. It has taken a lot of patience and persistence from others to enable me to accomplish that. Anne, my wife and partner, has been with me every step of the way. I do not know how far I would have gotten if it hadnt been for her. She never stopped believing in the story that I told her when we first methow I planned to speak, write, and travel throughout the world. This has all come to pass and we are still together.

My two children, Daniel and Jennifer, now have their own beautiful children: Justin, Julia, Dylan, Jordan, and Zoe. Thank you, with all my love.

Gary would like to offer his special thanks to Evan Krebs, a natural-born salesperson if ever there was one, who provided inspiration along the way. On the HR front, Mitch Podub has been a source of never-ending support and wisdom. Also thanks to Bill Gladstone, Peter McGuigan, John Willig, Grace Freedson, Alan Axelrod, Rick Frishman, Anne Alexander, Michael DeMartin, Mark Donenfeld, and Sheila Buff, without whom GMK Writing and Editing, Inc. would never have materialized.