1.
How to Manage a Sales Team Like a
Championship Football Coach
Michael Halper
Founder and CEO
SalesScripter

2.
Professional
Football Coach
Staff
Sales
Management
and Leadership
Invest Time and Money In:
Training
Coaching
Preparation
Planning
Practice
Analysis
Low High

3.
Recruiting New Players
Using a Playbook
Practice and Preparation
Leveraging Statistics and Analytics
Reviewing and Analyzing Past Performance
Teaching and Developing Skills

4.
Football Sales
Recruiting
Takeaways
• Watch and analyze past
performance (live and on tape)
• Measure skills (workouts,
tryouts, NFL combine, etc.)
• Interview
• IQ Test (Wonderlic)
• Review resumes
• Interview
• Often focus primarily on past
performance
• Ask a thorough list of interview
questions

5.
Recruiting New Players
Using a Playbook
Practice and Preparation
Leveraging Statistics and Analytics
Reviewing and Analyzing Past Performance
Teaching and Developing Skills

6.
Football Sales
Playbook
Takeaways
• Provides each player with a
detailed playbook
• Plays outline what to do in
different situations
• Provide product training
• Provide sales training
• Provide marketing materials
• Provide a sales playbook
• Benefits to focus on
• Pain points to look for
• Questions to ask
• Customer examples
• Responses to objections
• Cold call scripts
• Voicemail scripts
• Email templates

7.
Recruiting New Players
Using a Playbook
Practice and Preparation
Leveraging Statistics and Analytics
Reviewing and Analyzing Past Performance
Teaching and Developing Skills

8.
Football Sales
Practice and Preparation
Takeaways
• Hours, weeks, months
practicing
• Practice plays
• Run drills
• View tape of opponents
• Develop game plan for each
opponent
• Provide phone, computer, etc.
• Provide territory
• Provide quota
• Role play with sales resources
• Prepare for objections that can be
anticipated

9.
Recruiting New Players
Using a Playbook
Practice and Preparation
Leveraging Statistics and Analytics
Reviewing and Analyzing Past Performance
Teaching and Developing Skills

10.
Football Sales
Metrics
Takeaways
• Measure everything in the
game
• Use metrics to make decisions
regarding changes,
improvements, rewards, etc.
• Measure a few things
– Sales
– Meetings
– Leads
• Measure more of the tasks and
activities that lead to:
– Sales
– Meetings
– Leads
• Measure
– Calls made
– Emails sent
– Networking activities
– Demos provided
– Quotes sent
– Proposals sent
– Objections received
– Conversion rates

11.
Recruiting New Players
Using a Playbook
Practice and Preparation
Leveraging Statistics and Analytics
Reviewing and Analyzing Past Performance
Teaching and Developing Skills

12.
Football Sales
Reviewing and Analyzing Performance
Takeaways
• Watch and analyze game film
• Make corrections and perform
coaching where necessary
• Some call monitoring
• Some review of deals lost
• Reflect back to improve moving
forward mindset
• Establish / improve process for call
monitoring and coaching
• Track objections and incorporate
coaching and sales tools

13.
Recruiting New Players
Using a Playbook
Practice and Preparation
Leveraging Statistics and Analytics
Reviewing and Analyzing Past Performance
Teaching and Developing Skills

14.
Football Sales
Teaching and Developing Skills
Takeaways
• Training camp
• Preseason games
• Teach mechanics
• Practice
• Drills
• Coaching
• New hire training
– Focuses primarily on product training
• Occasional sales training
• Provide sales training ongoing
• Incorporate sales coaching
• Focus on mechanics and skills

15.
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16.
SMART Sales System
S
M
A
R
T
ales
essaging
nd
esponse
actics

17.
SMART Sales System
Sales Methodology Software Platform Professional Services

18.
SMART Sales System
Sales Methodology Software Platform Professional Services

19.
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Training
• Recorded Training Videos
• Live Sales Training (virtual)
• Live Sales Training (in-person)
• Custom Sales Training

20.
SMART Sales System
Sales Methodology Software Platform Professional Services
• Sales Pitch Builder
• Library of Scripts and Templates
• CRM Functionality
• Email Automation

21.
SMART Sales System
Sales Methodology Software Platform Professional Services
Sales Consulting
• Sales Pitch Development
• Sales Process Mapping
• Script Assessment
Sales Coaching
• One-on-One Sales Coaching
• Weekly coaching
• Coaching Hour Blocks

22.
• By creating clarity for what to say and do, we will help you (your salespeople) to be SMART.
• By asking good questions, you will appear SMART.
• By appearing SMART, you will be able to make a better impression with the prospects you talk to.
• Having more information will make you SMART and this will help you to make better decisions
regarding what you do with your time and the prospects your pursue.
• By making SMART decisions, you will be more able to use your time wiser and get the most out
each day and week.
• By being SMART, you will position yourself to sell more and your job will be easier and less
stressful.
SMART Sales System

23.
SMART Sales System
Pricing
• Software - $49 per user per month (40% discount for annual subscription)
• Sales Training – No cost on YouTube
• Scripter Walk-Through (2 hour engagement to create your pitch) - $200
For $249, you will get a full library of sales scripts,
emails, and tools

24.
Contact Us
Michael Halper
Founder and CEO
SalesScripter
mhalper@salesscripter.com
@salesscripter