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Archive for January, 2010

Seize the Day Every Day

Sunday, January 31st, 2010

Blog post brought to you by Jill Myrick, Owner of Meeting to Win. Meeting to Win provides sales team meeting agendas for sales managers who want to equip their teams to win. To get a Sales Team Meeting Agenda that helps your team Seize the Day Every Day, visit our Store and download Seize the Day Every Day.

Our Meeting to Win subscribers just got an agenda that focuses on seizing the day every day.  The sales managers who subscribe to the weekly sales team meeting agendas were provided with a sales training exercise to help their teams decide what it means to seize the day in their unique sales role and then … actually do it.

To do this for yourself, figure out what you could do each day to move you closer to your goals.  Once you figure out what those few things are, schedule them every day.  These things are the most important things for you to do during your work hours. 

What you’ll find is that this will be as helpful in deciding what NOT to do as it is in deciding what to do. If you prioritize around the things that you MUST do to exceed goals, you will simply not have time for some less important things.  This simple exercise of not compromising on the activities that matter creates efficiencies in other activities and altogether eliminates some others. 

No one can do everything so make sure you and your team are doing the few things that really matter.

Have a great selling week!

Visit Meeting to Win at http://www.meetingtowin.com/.  Upcoming agendas include Troubleshooters and Turn Gatekeepers into Escorts.

Make Sales Meetings Produce Results by Renee Houston Zemanski for Selling Power

Friday, January 29th, 2010

I was honored to be consulted regarding a Selling Power Meetings Newsletter.  I wanted to share it here. To visit Meeting to Win, click here.

Make Sales Meetings Produce Results

by Renee Houston Zemanski  for Selling Power

SellingPowerNewsletterLOGO

In a very challenging economy, your sales meetings, whether they occur weekly, monthly, or yearly, provide multiple opportunities to bolster your team’s spirits and sales. Here are a number of ways to make your sales meetings pay off now and later.

“Every sales meeting should equip the sales team with information to compete more effectively,” says Jill Myrick, owner of Meeting to Win LLC, a company that provides sales team meeting content to help sales teams compete and win every week. “If you aren’t doing that, then you shouldn’t call it a sales meeting.”

To get the most out of your quarterly or annual meeting, Myrick suggests dividing it into different segments, making sure you have an agenda with set time limits. Begin the meeting by quickly reviewing the agenda to set the tone for the day. For example, open the meeting with “This is our objective for today,” or “At the end of our time together, you should all be able to…”

Read the rest…

On the Fast Track? Introducing Fast Track Tools

Sunday, January 24th, 2010

FastTrackToolsLOGO

Tired of seeing bad ideas win?  If you can answer “yes” to that question, keep reading.  I want to introduce an exciting new business tool.

My friend Ken Revenaugh of Fast Track Tools tells us that good ideas and a great vision are not enough to be successful today. Winners need an authoritative, convincing, articulate presentation. In response, Ken, a 15-year sales veteran and go-to communication expert, launched Fast Track Tools and an interactive online workshop, “Communicate to Win.” This is no boring audio recording! The program is a unique, interactive, career-boosting curriculum that provides practical, actionable information and resources for early-career and experienced professionals alike.

In addition to the valuable workshop, Ken shares a lot of great advice via his blog and several information-packed ebooks. I’ve seen Ken in action over the past 8 years and I highly recommend you visit his site and take a look at all the great resources: https://www.fasttracktools.com/. You can also follow him on Twitter @fasttracktools.

Pull Up Your Anchors – The Sea Awaits

Saturday, January 16th, 2010

Being a successful salesperson takes unbelieveable self-discipline.  It is a job that requires proactive activity to move forward.  At the same time, there are enough things to simply react to that a salesperson can stand still instead of move forward.  I am in the process of writing a sales team meeting agenda to help our subscribers identify their anchors and then figure out how to pull them up occassionally so they can move forward into the sea of opportunity that exists for them.   I thought I’d share the concept in a blog post, also.

How can you tell if you have anchors?  Here are a few questions to answer:

  • Have you identified a new problem to solve for your current clients?
  • Have you presented new ideas and solutions to help them meet their goals?
  • Does your pipeline grow and move at a good pace?
  • Have you added new customers, new contacts and new referral partners to your client list in the past year?
  • Are your sales growing?

If you answered “no” to any of those questions, you may need to find and pull up your anchors so you can move forward and grow your business.  Anchors are the things you are doing instead of developing and expanding your business.

To get started, think about everything you do in a week to simply maintain, or not lose, your current business.  These are your anchors.  Examine those activities closely and determine how to use those to grow your business or how to delegate them to a capable associate with different responsibilties (customer service, etc).  Anchors can be good sometimes.  Occassionally it makes sense to stop, drop your anchor and get ready to move forward again.  Just don’t sit there too long. 

Now, replace your anchors with business development activities.  Your ship will be sailing again before you know it. 

Pull up your anchors – the sea awaits.

 

Post brought to you by Jill Myrick, Owner of Meeting to Win, LLC.  Join our growing community of subscribers for weekly sales team meeting topics in a 60-minute format.  Agendas include practical exercises, practice sessions, discussion topics and leadership opportunities.  Grow your sales with Meeting to Win.

Sales Managers – SWOT Your Team for the New Year

Thursday, January 7th, 2010

This is the January Sales Management Meeting Topic our subscribers received.  To get sales and sales management meeting topics, visit us at https://www.meetingtowin.com/subscribe to see all the options.  Enjoy the following exercise as a realistic and motivating start to the new year.

Meeting to Win
Sales Management Meeting Topics
January Topic:  SWOT Your Team for the New Year

Hello Sales Leaders,

You’ve probably all done SWOT Exercises before and the new year is a great time to go through this important and eye-opening exercise again.  I suggest re-visiting it at least twice a year to see what’s changed, what you’ve been able to address and prioritize sales management activity.  Do this exercise as a team for the region.  Each sales manager may want to take it down to their own territory level at the same time.  The outcome of this exercise will be an action plan and awareness around the realities of the STRENGTHS, WEAKNESSES, OPPORTUNITIES and THREATS facing you and your team in the new year.  Understanding the playing field is important in your overall game strategy.

In the following chart,

  1. As a team, list the region’s STRENGTHS.  This list could include things like top performers, struggling competitors, stronger economy, no open sales territories, etc.  List anything about your region that could be considered a strength.
  2. As a team, list the region’s WEAKNESSES.  This could be open territories, low-price competitor, natural disaster, etc.
  3. As a team, list the region’s OPPORTUNITIES.  This could be an upcoming marketing campaign, new products, etc.
  4. As a team, list the region’s THREATS.  This could be competitors recruiting your top performers, lowering employee morale, etc.

 

STRENGTHS

 

_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________

WEAKNESSES

 

_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________

OPPORTUNITIES

 

_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________

THREATS

 

_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________

 

Once you’ve completed your lists, answer the following questions:
Which strengths can you maximize in the new year?
1.  ____________________
2.  ___________________
3.  ___________________

How will you do this?
___________________________________________________
___________________________________________________
___________________________________________________

What weaknesses can be eliminated? (open territories, etc)
1.  ____________________
2.  ___________________
3.  ___________________

How will you do this?
___________________________________________________
___________________________________________________
___________________________________________________

What opportunities can you seize?
1.  ____________________
2.  ___________________
3.  ___________________

How will you do this?
___________________________________________________
___________________________________________________
___________________________________________________

What threats can you eliminate?
1.  ____________________
2.  ___________________
3.  ___________________

How will you do this?
___________________________________________________
___________________________________________________
___________________________________________________

What strategies can you use to combat your weaknesses and threats?  For example, if a competitor is undercutting their price, you cannot eliminate this threat.  What strategy can you use to reduce this threat?

Weakness or Threat

Strategy

 _____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
_____________________________________ _____________________________________
   

From this exercise, choose the 3 things that your sales management team can do to make the most impact on 2010′s sales performance.
1.  ____________________
2.  ___________________
3.  ___________________

What is the action plan to do these 3 things and what results do you expect?  When will they be completed?  When will you see the desired results?
___________________________________________________
___________________________________________________
___________________________________________________

Nice work.

New Sales Team Meeting Topic Store Coming Soon….

Saturday, January 2nd, 2010

Meeting to Win is happy to announce that we are launching a new sales team meeting store in 2011. The store will kick-off with 90+ sales team meeting topics for purchase. We will add new topics regularly. Never again will Sales Managers lack sales team meeting content!

Topics include:

  • Current Events and Why They Matter
  • Economic Stimulus for Your Customers
  • Customer Loyalty – Rank and Raise
  • Effectively Handling Price Inquiries
  • End of Year Sales Lessons
  • Fiercely Protect Your Selling Time
  • Focusing on the Right Activities
  • Getting First Appointments
  • Make it Easy to Choose You and Your Company
  • Selling With Stories
  • Visualize Success in the New Year
  • and many, many more…

Check out the new store in 2011.  We welcome any topic requests as we head into the new year, also. 

Happy New Year!

The Meeting to Win Team