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5 Simple Strategies to Sell More this Summer – Sales Team Meeting Idea

May 17th, 2012

PalmTreesIt’s May already and that means that summer is right around the corner. That also means a new, sometimes challenging, sales season is upon us.

Here are 5 very simple actions salespeople can take to keep deals moving this summer.

1. During the month of May, meet with Decision Makers of your top deals to plan the summer months. Get the vacation, conference schedule of all decision makers and set a schedule of next steps around all those schedules. If not, expect meetings to get delayed until the right people are in town.

Sample script: “[Customer], I know that you have business results you want to see and that is the reason we are exploring your inquiry to buy [product/service]. I don’t want the summer months’ distractions to hinder your business results so I’d like to meet and plan our next steps around vacation and company meeting schedules. It would be best if we had the schedules of everyone who will need to be involved in the meetings so we can work around their schedules.”

2. Take action before your own vacation. Make sure customers know when you are going to be out of town. Weeks before you are leaving town, set next steps in motion. It is tempting to “let it wait”, but taking a proactive step with each active deal before you take a break will speed up your summer sales cycle.

3. Your own internal team will have their team meetings and vacations, too. Get their schedules and proactively plan their activities. For example, if you know you will have a contract to review in a live deal, meet with your legal department representative to plan when they can review and return the contract. Don’t let their vacation slow your deal down.

4. Project manage your deals and own the project. Treat your customers’ desired results as your own personal project for the summer. Create a timeline, task owners and goals. Have a plan for the summer and follow the plan.

5. Communicate constantly. Keep everyone in the loop on the project and their commitments. Confirm appointments in advance and make sure everyone understands their role in accomplishing the business results. Having a plan that everyone agrees to in advance and then communicating along the way will keep your sale on track.

Sales Team Meeting Idea:

  • Awareness.  Ask your team to make a list of all the differences they experience selling in the summer months.
  • Plan. Secondly, review the list of 5 summer sales strategies above, review and discuss how you can implement those in your own business.
  • Execute.  Add 5 more strategies with specific action plans for execution.
  • Commit. Each person on the team should share their plan to keep their top deals moving this summer based on this planning session.

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10 Sales Team Meeting Topics to Cover Every Year

January 18th, 2012

No matter how many sales team meetings you conduct each year – weekly, monthly or otherwise – there are a handful of topic categories that make sense to re-visit every year. As you make your 2012 sales team meeting plan,here are 10 topic categories most sales teams can benefit from reviewing every year.

1. SWOT. Look at your Strengths, Weaknesses, Opportunities and Threats and make a plan to address those each year. They change from year to year.

2. Objections. These can also change year to year based on the economic environment, your industry, competitor moves and your own pricing, products and business practices.

3. Seasonal selling plans. Before selling seasons or holiday seasons, it makes sense to set a plan to either capitalize on a selling season or keep deals moving during a vacation/holiday season.

4. Current Events. Take time each year to look at the economic and business environment at your top customers. What is happening in their business and how should you respond. Your customers’ businesses change year to year.

5. Book Discussion. Read a new book and discuss as a team. Keep growing, developing new ideas and gaining knowledge.

6. Guest Speakers. Invite guests to join or lead meetings each year. Fresh perspective is a great infusion of energy.

7. Pipelines.  Look at pipelines, analyze current pipelines and make sure everyone is clear what a healthy pipeline looks like and actions to take to get there.

8. Challenges. At least each year, put common challenges on the table for discussion. Leave with solutions to 5-10 common challenges and make progress year after year. Don’t settle for the same problems year after year. Be problem solvers and, therefore, leaders in your companies.

9. Start, Stop, Continue. Assess your sales practices for what is working, what is no longer working and what you should try.

10. Competition. Take time to review and analyze your competitors. They are changing year after year. Make sure you know what they are up to and what you should do to compete.

As you plan your 2012 meetings consider these 10 topics. Of course, sales team meeting topics from these categories are available at the Meeting to Win Store.  Subscribers get unlimited access to 100+ topics across 20+ categories.  Visit the Meeting to Win Store to review topics.  Become a Meeting to Win Subscriber for access to all topics.

Happy New Year from Meeting to Win.

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Sales Team Meeting Idea – End of Year Sales Lessons

December 16th, 2011

It’s the end of a another crazy year!  Hopefully, this one was full of successes for you and your team.  This is a great time of year to reflect on what’s worked, what hasn’t and head into the new year with a few lessons to apply.  Here is an idea for your next sales meeting.

First, celebrate!

Current Year Success Celebration

Each salesperson, list your greatest sales accomplishment in the current year (think all the way back to the beginning of the year, too):

  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  6. __________________________
  7. __________________________
  8. __________________________

 Now, reflect…

Sales Lessons from Current Year

As a group, reflect on the sales experiences you’ve had during the current year. 

  • As a group, create a comprehensive list of all the sales lessons learned during the year you are just completing, 2011.
  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  6. __________________________
  7. __________________________
  8. __________________________
  9. ___________________________
  10. ___________________________
  • What was different in the 2011 vs. 2010?
  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  • What do you expect to be different in 2012 vs. 2011?
  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  • How will you apply the lessons of the current year to the year you about to enter?

_________________________________
_________________________________
_________________________________
_________________________________
_________________________________ 

Each person, share what they will apply from the discussion and work of this meeting:

_________________________________

Happy New Year!  Enjoy another year full of sales successes and lessons.  Thank you for visiting our blog.  Stay tuned for sales team meeting ideas throughout the year – or, become a Meeting to Win subscriber and gain immediate access to 100+ sales team meeting topics plus new ones delivered weekly.

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Halloween Sales Team Meeting Idea: What Scares Your Customers?

October 31st, 2011

Happy Halloween. What scares your customers?  Today is a great day to ask yourselves that question and, more importantly, alleviate those fears.

Fear is a powerful sales motivator.  Consumers spend money on many products and services (vitamins, alarm systems, etc)  because they are afraid of what may happen if they don’t.  Your customers are no different.  They may spend money on a solution from you because they are afraid of the problem you solve.  Today is a great day to recognize their fears and double-check yourselves to make sure you are actually alleviating their fears.

  • As a team, look at your top accounts.  Each person, examine your top 2.
  • Before the meeting, each rep should list their customers’ fears as they understand them.
  • During the meeting, each rep should share their top cutomers’ fears and the solutions your company provides or is proposing to alleviate those fears.
  • IMPORTANT: For those top accounts where the rep isn’t clear about “what scares their customers”, set a plan to help them learn their fears. 
  • Then, each person share how the customer feels about these solutions.  Is there still fear?  Why?  As a team, come up with ideas to mitigate the customers’ fears in each case. (Action Items.)
  • Outcome: Each person leaves with specific actions to take in each account to alleviate or confirm that you have alleviated the fears of your top customers.  Also, those who aren’t sure what scares their top customers should leave with a plan to learn their fears so they can complete this exercise with all the top accounts.

Happy Halloween!  Have a great Monday meeting.

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Reading to Win Book Club – The Energy Bus by Jon Gordon

September 21st, 2011

It’s time for the Meeting to Win Q4 Reading-to-Win Book Club. We’ve chosen the book, The Energy Bus, 10 Rules to Fuel Your Life, Work and Team with Positive Energy , by Jon Gordon.  Whether your team is struggling to end the year strong or overflowing with positive energy, this book will give them the extra push and motivation to end 2011 with energy and success.  Buy the book and join us for a 16-week discussion.  Get on the bus with Meeting to Win!

Reading Assignment:  Chapter 1, Flat Tire; Chapter 2, Good News and Bad News

Discussion Questions:

  • Think about whoyou know (or is it you?) that expects things to go wrong?
  • Describe how they make you feel or act?
  • In Chapter 2, George heard some “good news”, but because of his perspective, he missed it.  What opportunities has life handed you recently that you didn’t notice?  Has anything that seemed like bad news, actually turned into good news for you?
  • How did George’s perspective on the news of his car affect his work and family life?

Reading Assignment:  Chapter 3, The Long Walk Home; Chapter 4, George Wakes Up

Discussion Questions:

  • Describe a time in your professional life when you were at risk of “losing it all”.
  • Define “all”.
  • What is the difference between “talking” the game and “playing” the game in a sales role?
  • What evidence exists to prove one is “talking” it or “playing” it?

Reading Assignment:  Chapter 5, No Joy on the Bus; Chapter 6, The Rules; Chapter 7, You’re the Driver

Discussion Questions:

  • What signs do you keep seeing that tell you something needs to change?
  • Think of a time when the “fires” kept getting in the way of the goal.  List out your “fires” from the past week. 
  • Do you have any “rules” for your life?  If so, what are they?
  • Rule #1.  Who is your driver?
  • Beginning finishing the 3 sentences at the end of Chapter 7.

Reading Assignment:  Chapter 8, It’s All About Energy; Chapter 9, George Shares His Vision.

Discussion Questions:

  • Review your visions from the end of Chapter 7.
  • Now, list activities and people who increase your energy and those that drain your energy.
  • Share your vision with someone.
  • Why would now be a good time to make some changes?

Reading Assignment:  Chapter 10, Focus; Chapter 11, The Power of Positive Energy

Discussion Questions:

  • Rule #2.  How can you spend more time focusing on your vision?
  • Do NOT complain about anything for one whole day, then one whole week.
  • Invite others into the No Complaining challenge with you.
  • Rule #3.  Think of three events from the recent past that gave you negative feelings.  What are some other, more positive perspective choices you could have made?
  • Specifically, how can you be more positive at work today?

Reading Assignment:  Chapter 12, George Takes a Walk; Chapter 13, One Great Golf Shot Theory, Chapter 14, Bus Tickets.

Discussion Questions:

  • Start your day with a Thank You Walk around your office.
  • What was your great golf shot from the previous day? If you are in leadership, call each person on your team this week and ask what their success was from the previous day.
  • Rule #4:  Who do you need to invite on your bus?  Visit www.theenergybus.com and get your e-tickets.

Reading Assignment:  Chapter 15, A Very Long Weekend; Chapter 16, Who’s on the Bus, Chapter 17, The Enemy is Negativity.

Discussion Questions:

  • What can you apply the character of Abraham Lincoln to in your role at work?
  • Any idea who your wolves would be?
  • Rule #5:  How can you apply this rule today? What will you do differently to follow this rule?

Reading Assignment:  Chapter 18, No Energy Vampires on the Bus; Chapter 19, The Ultimate Rule of Positive Energy, Chapter 20, George Takes Control of His Bus; Chapter 21, George Has a Dream.

Discussion Questions:

  • Rule #6:  Post your sign.
  • Make a plan to handle your energy vampires.
  • How can you build your positive strength?

Week #9:

Reading Assignment:  Chapter 22, Better Today than Yesterday; Chapter 23, Feeling Good, Chapter 24, Lead with Heart.

Discussion Questions:

  • How can you improve daily?
  • How would people describe your heart?
  • How can you lead with heart?

Reading Assignment:  Chapter 25, Chapter 26, Chapter 27, Chapter 28.

Discussion Questions:

  • Rule #8:  How do you show your “passengers” you really care about them?
  • Based on the “Five Ways to Love Your Passengers” in Chapter 27, dDescribe a leader you know of who really loves their passengers.
  • Look for ways today to invest in people – be  a “love magnet”.

Reading Assignment:  Chapter 29, Chapter 30, Chapter 31.

Discussion Questions:

  • What’s your team’s purpose?  How is your team helping to put a man on the moon (insert your company’s ultimate goal)?
  • Work together as a team for a shared vision or purpose.  What is it?
  • How are your implementing Rule #10?

Reading Assignment:  Chapter 32, Chapter 33, Chapter 34.

Discussion Questions:

  • Visualize your moment of glory.  How will you celebrate?
  • Where can you provide some “joy”?
  • Review the 10 Rules and how you can apply them.

Extra credit:  Follow the The Energy Bus Action Plan in the back of the book. 

Happy New Year!

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The Social Network in Sales

August 24th, 2011

During the month of August Meeting to Win subscribers have been taking lessons from the past year’s top movies.  We’ve covered Limitless, Just Go With It and even Yogi Bear (who by the way, had a real sales problem).  This Friday, each subscriber is receiving The Social Network agenda.

 

Social networks have touched every life.  Whether you are a user or not, you are hit with the new vocabulary such as “tweets”, “like me”, “friend me”, “LinkIn with me”, etc.  We’ll ask teams to examine social networking and how it can advance – or even jeopardize – their cause in the marketplace. 

Become a Meeting to Win subscriber for exciting sales team meeting topics like The Social Network along with access to the entire Meeting to Win store.

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Can’t We All Just Get Along? YES!

August 18th, 2011

School is back in session for most students and the topic of getting along with one another is always a central theme in classrooms. What a great place and age to learn to resolve “workplace” problems.

On that topic, I wanted to share 3 ways to reduce workplace conflicts.
1. Man Up.  Do not ever send an e-mail about a sensitive issue or a conflict. The only e-mail that is acceptable is one that requests a time to sit down and talk. Schedule enough time with the person involved and bring your issue to them face-to-face.

2.  It’s NOT About YOU.  When having your face-to-face discussion about whatever issue you are facing, do not make it personal.  Talk about the situation, not the person.  For example, if someone keeps disrespecting you in team meetings, instead of saying “YOU always interrupt me” or “YOU always put down my ideas, WHY do you do that?” try something like “When I’m interrupted by your comments during meetings, I get the impression that you don’t value my contributions.  Is my impression correct?“  Then be quiet and let them answer.  The conversation is already less confrontational, but no less direct and clear.

3.  If you must TATTLE, do it like a Kindergartner.  Kids are very open communicators and we can learn something from that.  Typically, before a kid gets an adult involved in their conflict, we hear something like “I’m gonna tell”.  Here’s a life lesson.  There are times that an issue needs to be escalated and resolved at a higher level.  If you’ve practiced #1 and #2, this should rarely, if ever, happen, but if it does, the right way to escalate is to include the other person(s) in the conflict.  Say something like, “I realize that we both feel strongly about this issue and we disagree about how to handle it.  We must get it resolved for the sake of the customer/project/business.  I plan to involve [insert supervisor's name here] to get their opinion and decide how to move forward.  Would you like to be involved in that conversation?” 

Put these ideas into practice and enjoy workplace communication and collaboration like never before.  Have a great day!

Sales Team Meeting Agenda on this topic coming soon. 

Subscribe to Meeting to Win and get (1) a new 60-minute sales team meeting agenda every week AND (2) access to the Sales Team Meeting Topic Library (100 topics to download anytime).

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Meeting to Win offers Subscribers UNLIMITED ACCESS to Topic Library

August 4th, 2011

Heading into the Fall selling season, Meeting to Win is offering a new level of access for Meeting to Win subscribers – UNLIMITED ACCESS to the Meeting to Win Topic Library (See Catalog HERE).

 Meeting to Win is committed to helping Sales Managers and Sales Trainers execute productive sales team meetings with topics that are relevant, motivating and inspiring. 

We offer over 100 sales team meeting topics across 21 different Selling Success Categories and deliver a NEW topic every week to subscribers. 

You can either subscribe and get the library and the new topic each week or buy the topics as needed at the Meeting to Win STORE.

Either way, better sales team meeting begin with better topics.  Enjoy the Fall Selling Season armed with an arsenal of sales team meeting topics.

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Limitless

July 25th, 2011

This weekend, I watched the movie Limitless with Bradley Cooper and Robert DeNiro.

 

It followed a converation I had with a friend who is helping a recently diagnosed family member navigate cancer treatment. She said that she has had to make some changes to her daily routine so she is more mentally “present” to make good decisions, understand all the medical terms, determine the best options and support several family members emotionally.

The movie and this conversation got me thinking about how we really can control, to a large extent, our ability to maximize our brain power.

(Sales Managers, we’d love to help you hold powerful sales team meetings this Fall – See how we can help you HERE.)

As salesprofessionals head into the Fall 2011 selling season, there are ways to prepare and set themselves up for success.  Today, I challenge them to think about how to prepare mentally.  Here are some ideas to help them maximize their brain power so they can be more focused, disciplined, strategic, innovative and creative. 

1.  Plan a bedtime that allows for enough sleep. 

2.  Get up early.

3.  Eat healthy.

4.  Eat at a table, not the TV.

5. Exercise at least 30 minutes per day.

6. Get fresh air every day – no matter the weather.

7. Read books – fiction, non-fiction and outside your comfort zone.

8.  Visit museums and art galleries.

9.  Have some quiet time each day.

10.  Set a time- management schedule and stick to it.

11.  Say “no” to things.

(What else would you and your team add to this list?  What would you remove?  Meeting to Win subscribers will enjoy a Limitless sales team meeting agenda in August 2011.  Subscribe today and don’t miss another issue.)

12.  _________________

13.  ________________

14.  _________________

15.  ________________

As you prepare for the Fall 2011 selling season, plan to unleash your brain power for your benefit and the benefit of those who rely on you – your customers.  Happy Selling from Meeting to Win.

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Fall 2011 Sales Team Meetings – What is your plan?

July 18th, 2011

Summer is moving right along and it’s time to start thinking about the Fall selling season. Wise sales people are already taking action and positioning themselves strategically as all the decision makers finish up summer vacations and settle back into their offices to make some purchases. What an exciting time of year!

At Meeting to Win, we also start planning for a great Fall with sales team meeting topics to keep your team motivated and successful between now and the holidays.

What you can expect from Meeting to Win – Fall 2011:

  • NEW ACCESS FOR SUBSCRIBERS – Subscribers will have access to ALL STORE items for download anytime.
    • 100+ Topics currently available.
    • New topics added regularly.
  • We’ll continue to provide a brand new topic every week for subscribers.
    • Including such topics as:
      • Course Correction – Be the GPS
      • Dump the Slides
      • How’s That Working For You?
      • Basic Boot Camp
      • Image to Win
  • MORE EXPERTS.  Our Summer of Experts series was so successful that we will continue to provide sales team meeting topics with expert content throughout the year.
    • SNEAK PEAK:  Join us in the Summer of 2012 for Summer at the Movies.
  • Sales team meetings topics on the pulse of today’s business environment – equipping your team to sell more that very week.

Join us by subscribing and get a momentum boost for the Fall of 2011.

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