Meet-Bill-Sayers---Part-2

About Bill

Bill Sayers

One of the world's foremost experts in sales and Sales leadership, Bill Sayers has more than 25 years of experience in sales and Sales leadership. He started his career as an inside sales rep and worked his way up the corporate ladder to the level of VP of Sales at an IBM company. During that time he worked for Revelstoke Lumber, King Products, Linotype, Ryder Transportation, GE Capital IT Solutions and IBM.

Bill speaks, coaches, leads education sessions and provides management consulting services to a variety of companies from start-ups to some of Canada's largest organizations. Having worked for some of the top organizations in the world, Bill has many experiences and lessons to draw from. His goal is to help corporate sales people to earn more money and to help companies increase their revenue in a profitable way.

The Sayers Group specializes in one on one consulting and group programs that include: Effective Negotiation Strategies; Strategic Account Management; and Professional Selling. Sayers also delivers keynote addresses on "Playing the Game - The Great Game of Sales" and "The Death of the Salesman".

Bill has been praised for his leadership, common-sense approach and ability to inspire sales people to new levels of success. His easy manner and strong public-speaking skills make him an engaging facilitator. Bill connects with senior executives and sales professionals alike, as he shares his real-life experiences and provides the appropriate tools and strategies for success in today's business world.

He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program. He is also on the faculty of Canadian Professional Sales Association and Canadian Management Centre. Bill is an Associate Member of TEC (The Executive Committee).

To receive our free "How are you Playing The Game" Scorecard and a 45 minute one-on-one session with Bill Sayers contact:

info@TheSayersGroup.com.

Testimonials

Bill Sayers is one of the great minds in sales today. He understands the game and knows how to coach and inspire winners. Funnels & Forecasts will entertain you, inspire you and deepen your understanding of the great game of sales.

Jim Morris

Senior Vice President Sales

Element K

Funnels & Forecasts is an entertaining and powerful read that should become a permanent fixture in the "Road Warrior" kit for every sales person. Sayers tells us stories from his own very successful career to provide both inspiration and practical advice from a guy who continues to "Go there, do that, and get the Tee Shirt every single day".

Geoff Garden

Managing Partner / Co-Founder

The MIHI Group

Bill has done a wonderful job of encapsulating the human experience that is selling and what it takes to be successful. Through his own experience he shares insights that can help novices and professionals alike and his own passion, integrity and respect for the profession are inspiring.

William H. Smalley

President

SCI International Inc.

The Great Game of Sales offers practical, straight up advice for sales people to accelerate their careers. Bill Sayers weaves together excellent selling strategies with his own experiences. You will walk away understanding what it takes to achieve the next level in your sales career"

Jeremy Miller

Partner

LEAPJob

Meet Bill Sayers - Part 1

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Meet Bill Sayers - Part 2

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Why are you in Sales?Bill Sayers

What made you get into sales? Was it a dream from the time you were a kid and first opened that lemonade stand in the front yard? Did it seem like it would be an easy job? Was it because one of your parents was in sales? Was there nowhere else to go…………….

What is it about Sales that attracted you?

Every sales rep will tell you a different story about why it is that they got into sales. More importantly, why are you still in sales? Are you still enjoying playing the game, or has the business become a grind....Read More >>

Product versus ServiceBill Sayers

During my 25-years in corporate sales life I sold both products and services. Sales people who inform me that they sell a service and that is more difficult than selling a product and it is a different sale, constantly approach me. I ask them how their business is going and they usually say – Not very well.

What is the difference?

Service sales reps will usually say it is difficult to explain their service. Ask many product sales people what their products do and you would think it must be a service. Service sales people say they must sell differently....Read More >>

Who Makes It About Price?Bill Sayers

Too often sales reps and sales leaders come to me and say – our business is all about pricing. Our business is different and we have to play in this price sensitive environment. I will listen and ask them about their business and what makes it all about price. I then say to them – “It is not the customer who makes it about price – it is the sales rep who makes it about price”. That statement is always good for some real push back and arguments from sales reps and their leaders.

Why does your customer or prospect buy...Read More >>

Comp Plans Drive BehaviourBill Sayers

Comp plans drive behaviour. Yet, how many companies and sales reps don’t understand this simple fact. Company’s change comp plans and can’t understand why sales people leave and/or why they are getting the results they are from the plan. Sales reps struggle with their comp plan or don’t understand the plan and therefore are unable to use the plan to their advantage.

What behaviour are you driving?

In my 20+ years of being a rep I never had a comp plan that increased my commissions and lowered my quota. And each year I received a new and different comp plan and each year a new behaviour was created for the sales team. It was interesting to watch. As a sales executive we were always trying to maximize the ability of the sales team to make money and keep the plan within the cost of sales percentages we had to work within. And there were times when we didn’t get it right.

I am amazed at business owners and corporate sales managers that don’t understand what happens with their comp plans. As an owner if you feel your sales team is not worth the commissions you pay and that they don’t work hard enough and so you cut the comp plan – be prepared for less work and performance. I had a company who decided that after the first quarter the plan was too rich and they dropped the commission levels and made it retroactive to the beginning of the year! I also worked for Linotype who had created the best comp plan I ever worked under. It was the year I made the most money.

What behaviour do you want to create?

What is it that you want your team to sell? Do you need revenue? Do you need margin? Do you need new products sold? Do you need a blend of products sold? So why not just tell the sales team what to do? Sales people are simple beings. They will follow the path of least resistance. However, if you tell them what you want, you create a comp plan that drives that behaviour and then you hold them accountable – then you will get the results you desire.

In 2000 the company I was working for decided to cap the sales reps income. It was felt the cap was more than fair and today I might say that it was. However the resulting behaviour was predictable. The end of January at the sales kick off meeting a rep got off the plane and...Read More >>

About Bill

Testimonials

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