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Archive for October, 2010

Sales Team Meeting Troubleshooter – Problem: Negativity Prevails

Friday, October 29th, 2010

Continuing on our mission to eradicate the world of life-sucking weekly sales team meetings, we continue with the Meeting to Win Sales Team Meeting Troubleshooter.  We are on to a highly destructive problem Sales Managers face during their weekly sales team meetings.  Join us for the journey by subscribing to the Meeting to Win blog at:  Meeting to Win Blog Sign-Up

Problem: 

No matter the sales team meeting topic, one or more people present the negative side and the meeting ends on a low note.  “Well, the reason that won’t work is…”, or “Everytime we try to do that, ….”, Etc. Been there?  If so, keep reading.

Solution:

  • It is important to stay realistic AND solution-oriented in weekly sales team meetings.  No matter the team, company or product, there will be barriers to selling it.  It’s just life.  You can make excuses or you can make it happen.
  • It is important to have an agenda with objectives for each topic.  If the agenda topic is to practice handling new objections the team is hearing.  The objective should be to “leave the meeting with one new idea for handing each of the new objections the team lists during the meeting.”  This sets the goal to end with a solution instead of an insurmountable problem.
  • Stick to the agenda, also.  By staying on track, you will accomplish the meeting goals instead of heading into a negative direction. 
  • There are problems that need to be addressed on sales teams.  If there is a barrier to selling that the team struggles with, put it on an upcoming agenda and ask everyone to come with 2 solution ideas.  The goal of the meeting will be to acknowledge the challenge, understand how it impacts the ability to sell, create solutions and develop next steps.   Instead of excuses, there will be solutions.
  • When someone brings up a problem in a negative way, ask them for their opinion about how to fix the problem.  The solution must be something the team has the power to do.  Give them the homework assignment of working with their peers to come up with a handful of ideas to overcome or work around this problem.
  • As a team, set some ground rules for your team meetings.  Things such as common courtesies of being on time, not interrupting one another, etc.  A great one regarding negativity is to only present a problem if you also plan to suggest a solution.  No matter how weak the solution, it is a step in the right direction and changes the entire conversation.
  • Set meeting goals.  At the end of the meeting, everyone should agree that the meeting was a good use of their time.  If they just hashed out problems and reasons they “can’t”, then you will not gain agreement on any meeting goal.  It’s everyone’s responsibility to use that hour wisely.

Don’t allow the negative to creep in.  It’s a bad habit that is hard to break.  

For positive, inspirational weekly sales team meeting topics, subscribe to Meeting to Win.  We’d love to work with you and your team.

To see solutions to other sales team meeting problems, visit other articles in this series:

Sales Team Meeting Troubleshooter – Problem: The Dominator

Sales Team Meeting Troubleshooter – Problem: Chirp…Chirp…

Sales Team Meeting Troubleshooter – Problem: Latecomers

Sales Team Meeting Troubleshooter – Problem: Data Dump

Sales Team Meeting Troubleshooter – Problem: Non-Existent

For a list of ideas for your upcoming sales meeting, visit Sales Team Meeting Ideas You Can Use Today.

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Salesperson, King James Version

Monday, October 25th, 2010

Have you ever noticed how a conversation with a customer or prospective customer can completely change the communication style, word choice and posture of a salesperson? 

Many people are uncomfortable praying out loud. We’ve maybe all had this experience – it’s Thanksgiving, someone suggests to someone else that they pray over the meal. That person, trying to seem like it’s no big deal, goes white as a ghost and loses all control of modern day english. I get it – very scary.

Many salespeople have this same set of feelings when the prospective customer actually answers the phone. And, not surprising, the less experience, the more awkwardness.  Nothing says “I pray once a year” louder than a prayer like this one:  Meeting to Parents Prayer (this clip never gets old!).

Really, the same thing applies to salespeople.  The more experience, the more natural.  When salespeople click into Ben Stiller mode, it is not only awkward and painful for them, the customer is suffering, too. 

This week, treat customers like the real people that they are.  Have a great week!

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Sales Team Meeting Troubleshooter – Problem: Non-Existent

Friday, October 22nd, 2010

As you can imagine, Sales Managers often call us to discuss challenges they face in regards to their sales team meetings.  We are addressing those challenges one-by-one in our Meeting to Win Sales Team Meeting Troubleshooter in an effort to eradicate the world of bad sales team meetings.  You are welcome. 

Today, we are addressing one we hear as a complaint from sales people and a challenge from sales managers.

Problem: 

Everyone agrees that regularly held sales team meetings add value to a salesperson’s week.  But…many, many teams have these meetings sporadically.  They are often scheduled last minute or, worse yet, cancelled last minute or, in the worst cases, abandoned completely.  Whatever the reason, salespeople experience inconsistent sales team meeting schedules.  We do know that regular, consistent communication is a key activity in any healthy relationship, professional or otherwise.  Why would it be any different on a sales team?  Lack of communication reduces morale, accountability and trust and increases miscommunication, fears and negativity.

Solution:

  • Use the technology available to you to proactively schedule your sales team meetings.  Most find it’s best to have the meeting at the same time each week and simply put a recurring appointment on the calendars of the sales team.  (You may want to change quarterly just to keep things fresh.)  That way, you can include an agenda, call-in information, etc right in the meeting notice.  The sales team will plan around this meeting since it is part of their schedule already.
  • This next one is the most frustrating thing for a salesperson.  DON’T CANCEL THE MEETING!  Too often, this cancellation goes out at the last minute or every week.  The sales team begins to not believe you when you schedule this meeting.  It is disrespectful to ask salespeople to plan around a meeting that you end up cancelling regularly.  Don’t treat their schedule any different than you want your schedule treated.  It is better to just not schedule the meeting in the first place.
  • Salespeople in particular can get very disconnected. Often they are out in the field by themselves all week taking care of customers.  Give them an hour a week to stay connected with their teammates.  This gives them a chance to feed off of the team’s energy, share frustrations, brainstorm solutions and simply connect with those in their shoes.  Don’t deprive them of this motivational hour.
  • As the Sales Manager, your team is your only job. Without them, you wouldn’t have all those other tasks anyway. So, make them your priority and let nothing stop you from your weekly team meeting.  They are your job – don’t let other things become your priorities.  At Franklin Covey, they ask managers “What is the one thing that has to happen or else nothing else matters?”.  For you, it’s that your team performs.  Nothing else you do will ultimately matter unless your team performs. A weekly sales team meeting is a key activity to have on your list of top priorities.

This is such a common problem – I hope this is helpful for Sales Managers.  Sometimes managers hesitate to schedule their meetings because they don’t know what they’ll talk about.  Those managers may want to subscribe to Meeting to Win.  We send subscribers 60+ minutes of sales team meeting content every week.  You’ll never lack for great sales topics for your sales team meetings again.  Join today.

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 To see solutions to other sales team meeting problems, visit other articles in this series:

Sales Team Meeting Troubleshooter – Problem: The Dominator

Sales Team Meeting Troubleshooter – Problem: Chirp…Chirp…

Sales Team Meeting Troubleshooter – Problem: Latecomers

Sales Team Meeting Troubleshooter – Problem: Data Dump

For a list of ideas for your upcoming sales meeting, visit Sales Team Meeting Ideas You Can Use Today.

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Need a Sales Team Meeting Idea? Highs and Lows

Monday, October 18th, 2010

It’s Monday morning, is your team looking forward to their weekly sales team meeting?  If you decided to watch the football game last night instead of plan for your Monday morning meeting, we are here to help with a topic you can use this morning.  We’re football fans, too….

(For help every week, subscribe to Meeting to Win.)

Typically, when a Sales Manager doesn’t have a good meeting planned in advance, they resort to the “let’s go around to each person and hear about your week last week” stand-by topic.  Of course, one person gives their verbal activity tracker while everyone else checks e-mails. 

Instead…  try a twist on the last minute topic.

Sales Team Meeting Topic:  Highs & Lows

Ask each team member to share 2 highs and 1 low from the past week. 

In 2 minutes or less, each person on the call should:

  • Share 2 Highs (Activities or events that created opportunities or moved existing opportunities forward.)
  • Share 1 Low (Setbacks in customer accounts or pipelines.)
    • Everyone should keep track of the team’s lows for later.
  • When each person is done sharing their highs and low, they should call on the next person. 
  • Continue doing this until everyone has shared.
  • Now, each person should share one lesson they can take from (1) thier own low and (2) from another team member’s low.
  • To end, celebrate the highs – add up the revenue, new clients or any significant data from the Highs list.  (It’s great to see progress.)

Hopefully, this provided you with a productive start to a Monday with an interactive topic filled with practical lessons for the week ahead.

Join Meeting to Win and do better than last-minute every week.  Your team will be provided with 60 minutes of interactive and positive sales team meeting topics, complete with pre-work, sales performance book clubs, critical sales skill practice and meeting management tips every week.  We’d love to work with you and your team.  Learn more About Meeting to Win.

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This week, have I…?

Friday, October 15th, 2010

Sales Managers, it’s Friday.  Time to ask ourselves some questions as we head into the weekend.

This week, did I…

  • thank my sales team for their efforts?
  • congratulate the successes?
  • spend time in the field with my sales team and our customers?
  • provide coaching on live opportunities?
  • address problems openly and honestly before they can’t be fixed?
  • hold an interactive and interesting sales team meeting?
  • remove barriers for my sales team?
  • manage internal people and processes so my team could focus on moving sales forward?
  • reduce the noise?
  • protect my team’s selling time?
  • thank valuable customers?
  • follow through on my commitments to my team?
  • learn something new?
  • play a daily part in moving deals forward?

There is still time to check off anything on your list.  

Have a great weekend.

For help creating interactive sales team meeting environments, subscribe to Meeting to Win.  Get sales team meeting content delivered to your inbox every week with Meeting to Win.

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Sales Team Meeting Troubleshooter – Problem: Data Dump

Thursday, October 14th, 2010

The Monday Morning Sales Team Meeting is a critically important hour in the week of a salesperson.  Executing these sales team meetings poorly can leave your team unmotivated, desperate and, as we’ll address today, overwhelmed.  Because I am guessing you want to do none of these things to your sales team first thing on a Monday morning,  I am sharing the Meeting to Win  Sales Team Meeting Troubleshooter one trouble at a time.  Thanks for joining us.  As they say, if you’re not part of the solution, you’re part of the problem.  With a small amount of attention, your meetings can be the exceptions to poorly executed sales team meetings that plague sales teams the world over.

Solve your sales meeting problems with The Meeting to Win Sales Team Meeting Troubleshooter.

Problem: 

You, the Sales Manager, want to have inspiring, interactive and energizing sales team meetings.  Afterall, you have been a sales rep before and have endured countless horrible, motivation-robbing sales meetings.  And, yet, you find yourself leading those very meetings. 

The problem is that you barely have enough time to cover the volumes of information your boss, home office, marketing team, product team, HR team and Collections teams demand that you cover with your sales team.  Have you ever noticed that everyone wants a piece of the sales team?  HR wants to reorganize them, Finance wants to count their sales, Operations wants to get along with them, Marketing wants to promote underperforming products, Product teams want to promote their products and the Executives want to sell more.  The sales team is the vehicle for all these departments and they all want to communicate – often.  This leaves your sales team meetings full of powerpoint decks and, ultimately, turn your meetings into Data Dumps.  And, no one is paying attention unless the particular topic happens to affect something they are currently working on.  So, boring sales meeting?  Check.

Solution:

  • To begin with, I happen to believe that, if done appropriately and in the best interest of sales and the customers, it is OK to push back on some of these requests.  At the very least, ask that they be reprioritized and spread out.  It’s worth a shot… I did have a VP of Sales who set up barriers around the sales teams Tues-Fri to protect selling time.  Great move!
  • The reality is that companies feel that it is necessary to dump this data and aside from respectful push-backs and reprioritization, ultimately, it’s going to have to be…dumped.  So, as a team, acknowledge that this information needs to be shared and, hopefully, in many cases it is actually helpful.  Then, figure out a better way to share it so you can reserve Monday mornings for sales-generating sales and customer topics.
    • Some ideas:
      • If you have an intranet, carve out a team page and post any information that can simply be posted.  As a team, set a standard for reading updates once per week or whatever makes sense.  Last time I checked, we are all adults and can be trusted to keep ourselves updated.  Expect that.
      • Since Monday mornings are the worst time to dump, set aside one hour (outside of selling time) to Data Dump.  Call it what it is and dump away.  Everyone can come prepared for an administrative meeting.
      • Share information on a recorded webinar.  Send your team a note when there is a new webinar so they can access it when it is more convenient for them.  They can call you with any questions.
      • Create a team newsletter.  Once per week or less frequently, update the newsletter with necessary data dumps.  Again, set a team standard that this needs to be read regularly. 
      • Send this information in e-mails with clear subject lines.  I’ve seen coding systems used, too.  “A” meant read/take action within 24 hours (everyone hates fire drills); “B” meant “read/take action within the next week”; “C” meant “FYI/good info to save”.  With a good system, the team members can prioritize and manage their time around all the information coming at them. 
        • The inbox can be the most overwhelming place!  Teach everyone to use Outlook most efficiently.  E-mails can be coded and filed as they come in.  They can set aside informational e-mails to read outside of selling time.  Color code emails from important people (customers!). The best thing I did was differentiate between e-mails sent to just me and those sent to a distribution list that just included me with a code in Outlook.  Guess which one got filed in “read later”?

So, Sales Managers, be the filter and manager of all the information your team needs to be successful.  As we suggest on almost every selling challenge.  Discuss this challenge as a team, throw around ideas and come up with a solution that the team agrees on.  Then, execute effectively.  Dump your data, just do it in the least disruptive way possible.  Your team will feel more motivated and less overwhelmed.

Stay tuned to the Meeting to Win blog for solutions to all your sales meeting troubles as we continue adding to The Meeting to Win Sales Team Meeting Troubleshooter.  To get new sales team meeting topics every week, complete with a 60 minute agenda,  join Meeting to Win.  We’d love to work with you and your team!

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 To see solutions to other sales team meeting problems, visit other articles in this series:

Sales Team Meeting Troubleshooter – Problem: The Dominator

Sales Team Meeting Troubleshooter – Problem: Chirp…Chirp…

Sales Team Meeting Troubleshooter – Problem: Latecomers

For a list of ideas for your upcoming sales meeting, visit Sales Team Meeting Ideas You Can Use Today.

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Oh No, Not Another B****y Sales Meeting! by Jonathan Farrington

Monday, October 11th, 2010

If you’ve spent any time with me or Meeting to Win, you know that I try to pass along anything that will help you, the Sales Manager, hold interesting and effective sales team meetings.  If you haven’t been spending time here, WELCOME to the best place to improve your sales team meetings!  Here is an article by a sales consultant respected the world over.  He shares 10 strategies to help your next sales team meeting be the exception.  (Subscribe to Meeting to Win and take the guess work out of planning interactive, helpful weekly sales team meetings.)

Oh No, Not Another B****y Sales Meeting!

by Jonathan Farrington posted on The Customer Collective

My experience suggests that most frontline sales professionals, in most companies, do not enjoy sales meetings. It is also my perception that most sales managers in most companies do not have a clue when it comes to using these events as an excellent opportunity to motivate their people ahead of the next week/month/quarter, and send them back out into battle really fired up.

Even fewer appreciate the need to add in an “educational experience” into the agenda. So here are a few tips which will increase the chance of your team actually looking forward to your meetings. 

Read the Rest…HERE

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Sales Team Meeting Troubleshooter – Problem: Latecomers

Friday, October 8th, 2010

The Monday Morning Sales Team Meeting is a critically important hour in the week of a salesperson.  The right meetings can motivate and inspire a salesperson for the week ahead.  Unfortunately, there are so many things that can go wrong in this one little hour – .025% of a salesperson’s week can set the course, good or bad.  Do not be discouraged.  Pulling from years of experience – and trial and error – I am sharing the Meeting to Win  Sales Team Meeting Troubleshooter one trouble at a time. 

Solve your sales meeting problems with The Meeting to Win Sales Team Meeting Troubleshooter.

Problem: 

You, the Sales Manager, start your weekly sales team meeting every Monday morning at 9am and, yet, every week sales team members are joining the call at 9:02, 9:05 even as late as 9:10.  They always have a good excuse, usually something customer-related because who could fault them for that.  Then, you find yourself repeating your greeting and opening remarks over and over as each new person joins the call and finally starting the meeting at 9:15.  Already off schedule and off to an unorganized, awkward start. 

Solution:

  • Make sure everyone knows what is expected of them in regards to sales team meeting ettiquette.  A pro-active way to avoid some of these problems in the first place is to set team standards for sales team meetings.  As a team, set ground rules for your weekly sales team meetings.  One of those rules should be that everyone must arrive on time ready to participate in the meeting.  If someone violates the team rule, it is much easier to address it with them and resolve the problem.  (For help setting team ground rules, download the Kick-Off to Great Sales Team Meetings Workshop to use at an upcoming sales team meeting.)
  • When someone does join late, do NOT stop and tell them what they have missed so far.  Let them be lost.  It is rude to make the rest of the team hear the same thing twice because one of their team mates is late. 
  • For fun, let everyone know that all latecomers will need to sing the National Athem or some other “punishment”.  Make it clear that being late is something to avoid.  You can have some fun with this if it is rare.  If you have a repeat offender, you’ll need to address that more seriously outside the meeting enviroment.
  • If you have the type of conference call system that you can “lock” and not allow entry to a call, “lock” your call at the meeting start time and do not let latecomers in.  If you don’t, let everyone know not to bother calling in if they are calling in late.  It’s disruptive.
  • As a Sales Manager, show respect for your team’s time by being on time yourself, ending calls on time, using their time wisely and expecting the same level of respect from them. 
  • Make it clear that the sales team meeting hour is an important hour that the team should plan their schedule around attending.  Then… make it a valuable hour – everytime.

Stay tuned to the Meeting to Win blog for solutions to all your sales meeting troubles as we continue adding to The Meeting to Win Sales Team Meeting Troubleshooter.  To get new sales team meeting topics every week, complete with a 60 minute agenda,  join Meeting to Win.  We’d love to work with you and your team!

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 To see solutions to other sales team meeting problems, visit other articles in this series:

Sales Team Meeting Troubleshooter – Problem: The Dominator

Sales Team Meeting Troubleshooter – Problem: Chirp…Chirp…

For a list of ideas for your upcoming sales meeting, visit Sales Team Meeting Ideas You Can Use Today.

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Sales Team Meeting Ideas You Can Use Today (Most are FREE)

Sunday, October 3rd, 2010

Sales Meeting Ideas You Can Use Today

We are happy you stopped by.  Chances are you are a Sales Manager who is looking for ideas to improve your weekly sales team meetings…maybe even for a meeting you have in an hour.  

Let’s get started…

We believe you have come to the right place!

Since we know Sales Managers often visit our website with an immediate need, we are going to give you a ton of ideas you can use right now – most are FREE. 

Then, if you like your Meeting to Win sales team meetings, we invite you to solve your sales team meeting challenge forever by subscribing to weekly sales team meeting agendas from Meeting to Win.  For the cost of a fast-food lunch, you can get 60-minutes of sales generating sales team meeting content delivered right to your e-mail every Friday morning.  (Learn more About Us.) 

First, here is immediate help for your upcoming sales team meeting.

10 Ideas for a Great Sales Team Meeting Today!

  1.  Use this FREE Meeting to Win Sales Team Meeting Agenda, Create Better Buying Experiences.  If you work with customers, you can use this always relevant topic! 
  2. Invite a Guest Speaker to your sales team meeting.  For ideas, visit Wake Up Monday Morning Sales Team Meetings with Guest Speakers.
  3. Start a Sales Performance Book Club.  Ask your team to come to your next sales team meeting with one book idea for the team to consider (or use a Meeting to Win Discussion Guide).  Give them each 3 minutes to share an overview of the book and why they believe it might be a good one.  At the end of the meeting, the group can choose a book.  Your next 8 meetings are covered as you work your way through the book of choice – see the Sales Performance Book Club article for agenda help.
  4. Dust off your sales training manuals from your last training session.
  5. Conduct a War Room session at your next sales team meeting. Follow our guide for positively and productively addressing a selling challenge. Leave empowered to overcome at nagging problem.
  6. Go to the well of sales team meeting ideas with the Meeting to Win 100 Sales Team Meeting Topics e-book for $99 (or 50 cents per meeting).
  7. Make your upcoming meeting about improving ALL your meetings. Your team will be grateful!  Download the FREE Kick-Off to Great Sales Team Meetings from Meeting to Win.
  8. Have a fast-paced, idea-flowing brainstorming session.  As a team, add to this list of 25 Actions to Take to Improve Your Sales Performance This Year.  At the end of the meeting, ask each person for their own commitments from the list and get an update during each sales team meeting for the rest of the quarter or year.
  9. Share relevant Best Practices on a common sales topic. Pick one sales topic relevant to the entire team and ask the team to share experiences on this topic, successful and otherwise.  The goal of the sales team meeting is for everyone to gain one or two new ideas on this sales topic. 

10.  Maximize limited selling time with Seize the Day Every Day, a ready-to-go 60-minute sales team meeting agenda from Meeting to Win.  Download NOW for $19.95.

Other agendas you can download to use NOW include:

Subscribe to Meeting to Win weekly sales team meeting agendas and never need a last minute idea again.  Learn more About Us.  We’d love to meet you!

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Sales Team Meeting Troubleshooter – Problem: Chirp…Chirp…

Friday, October 1st, 2010

The Monday Morning Sales Team Meeting is a critically important hour in the week of a salesperson.  The right meetings can motivate and inspire a salesperson for the week ahead.  Unfortunately, there are so many things that can go wrong in this one little hour – .025% of a salesperson’s week can set the course, good or bad.  Do not be discouraged.  Pulling from years of experience – and trial and error – I am sharing the Meeting to Win  Sales Team Meeting Troubleshooter one trouble at a time. 

Solve your sales meeting problems with The Meeting to Win Sales Team Meeting Troubleshooter.

Problem: 

As the Sales Manager, you’ve prepared your agenda, you’ve gotten to your office a few minutes early, you’ve dialed into your weekly sales team meeting call a few minutes early to greet your team and…. you wait.  Like most Sales Managers, you want to make the most of this hour.  You are counting on undivided attention as you work your way through your topics of company news, report requests, performance updates (so you can fill in your report for your boss) and assigning tasks.  So, you greet your team members as they join – they sound a bit overwhelmed and tired from the weekend as you try to fire them up with “good morning”, “how was your weekend?”.  They greet you and then push… mute.  You start your agenda and you hear in support… chirp… chirp…. nothing.  It is silent.  No one laughs at your jokes, agrees or disagrees or even answers questions.  Just …chirp…chirp.

Solution:

There is nothing more awkward than leading a call and not having any idea if the team is supportive or even listening.  Most likely, they are checking their e-mails.  There are ways to make your sales team meetings interactive and interesting. 

Here are a few solutions to this problem:

  • First of all, create an agenda that isn’t just about you, the sales manager.  No matter how tempting, the sales meeting is not your opportunity to gather performance updates from each person or gather information for one of your reports.  You need to be doing that in one-on-ones with your salespeople or pulling the information from reports you already gather from the team.  Instead, make the agenda about them and what is helpful to them, NOT you.  This can be done by adding agenda topics relevant to sales issues they face in the field.
  • Then, involve your team in leading and managing the sales team meeting.  Assign team members to lead agenda topics, ask someone else to be the timekeeper and keep the team on track, randomly call on people for their opinion on the current topic and involve the team in agenda preparation.
  • In addition, send the agenda out in advance and include pre-work.  The pre-work can be reading an article, preparing an idea on an agenda topic or any other quick assignment to get them in the meeting before the meeting.  During your sales team meeting, have a discussion on the pre-work.
  • Lastly, as a team review the agenda and set a goal for the meeting.  “At the end of this meeting, we each want to have one new idea for handling an objection we’ve heard recently.”  Then, at the end of the call, ask each team member to share their one new idea to confirm the team met the goal of the meeting.  Time well spent!

Stay tuned to the Meeting to Win blog for solutions to all your sales meeting troubles as we continue adding to The Meeting to Win Sales Team Meeting Troubleshooter.  To get new sales team meeting topics every week, complete with a 60 minute agenda,  join Meeting to Win.  We’d love to work with you and your team!

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To see solutions to other sales team meeting problems, visit other articles in this series:

Sales Team Meeting Troubleshooter – Problem: The Dominator

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