Archive for the ‘free sales team meeting topics’ Category
Thursday, August 5th, 2010
Summer is coming to a close, many kids are back in school and, if you follow business activity trends, you’ll notice that things are picking up heading into the next selling season. Right now in early August is the time to increase your sales activity so you can gain more market share as more and more purchases are made post-summer.
Get your team together early this month and pick a handful of activities that you need to be doing to win business during the next selling season, Sept- Nov. Set increased activity goals in those areas for the month of August. Watch Sept-Nov sales grow because your team is increasing activity in August instead of extending your summer by an extra month like your competitors are doing.
For an agenda to lead your team through an exercise to celebrate and learn from your summer’s success while planning for success in the next selling season, subscribe to Meeting to Win weekly sales team meeting agendas.
Join us for a great Fall Selling Season.
Tags: energize sales team, motivate sales team, sales team meeting agendas
Posted in discipline, free sales team meeting topics, performance | No Comments »
Wednesday, July 28th, 2010
The pre-work for this week’s Meeting to Win sales team meeting agenda includes two articles by S. Anthony Iannarino of The Sales Blog.
Mr. Iannarino writes an insightful blog and was kind enough to let us use his insights into the bottom 80% of sales performers. Read the articles, add to the list and decide where you want to rank.
To get a sales team meeting agenda that leads your team through this valuable exercise, subscribe before Friday! The agenda goes out at 6am ET. Hope you can join us in the TOP 20%.
Tags: energize sales team, motivate sales team, sales team meeting agenda
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Saturday, July 24th, 2010
Stop for a moment and think about the experience your customers have purchasing from you and your company. Do you make it easy and enjoyable or does the work just begin when they say “yes”. The Meeting to Win agenda that went out on Friday is Creating Better Buying Experiences and it leads sales teams through exercises to eliminate bad experiences and create better experiences. We think so often about selling that sometimes we don’t stop to think about what it’s like to buy.
I was sitting with my colleague while she was booking hotel rooms for our team for an upcoming trip. The website she was using limited her to two reservations and she needed three. To get three, you had to call. Well, we were in an office building with poor cell reception and limited time so, what did she do? She went to our second choice and booked three $400/night hotel rooms at the competition. The first choice will never know they missed out on that business, but one buying experience cost them $2,000 that week.
Put yourself in your customer’s shoes by calling your own customer service, reviewing invoices, visiting your website and ordering your own products and services. Talk to customers about each interaction they have with your company to learn where they experience frustrations. Get your marketing team in on the project. If you can improve the customer’s buying experience, you can increase sales.
FREE Sales Team Meeting Idea:
As a team, walk through the exercises in this complimentary sales team meeting agenda, Creating Better Buying Experiences. To get agendas like this every week, simply join other successful Sales Managers and subscribe to Meeting to Win.
Tags: motivate sales team, sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
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Wednesday, July 14th, 2010
Here is a link to the FREE e-book Paul promised and delivered. Enjoy! Thanks to Paul for mentioning Meeting to Win as a helpful resource for sales managers looking to have “meetings that rock“.
Tags: energize sales team, sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
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Tuesday, July 13th, 2010
It’s one of my goals to share great sales meeting ideas and resources with Sales & The City readers. In pursuit of that goal, I point you to Paul Castain’s two-part series, Sales Meetings That Rock.
Check it out here.
Tags: energize sales team, motivate sales team, sales team agenda., sales team meeting agenda, sales team meeting agendas
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Sunday, July 11th, 2010
We here in the northern hemisphere are experiencing the dog days of summer. If you haven’t taken a vacation yet this summer, shame on you. Immediately stop reading this and find a beach house - minimum stay 7 nights. If you are back from vacation, then continue reading. It really doesn’t take a lot of extra effort to gain the competitive edge. It simply takes a few strategic moves to create momentum that will reward you when others are just getting back in the game. Now, mid-July, is the time to take action. You have a good 6-8 weeks to get a headstart that you will not regret.
Check out the Meeting to Win ideas for heading into the next selling season with a head of steam:
Click on this link to get a list of ideas: Getting a Headstart
Sales Team Meeting Idea:
- Ask everyone to read this blog post before your next sales meeting.
- Ask everyone to come with their own ideas to add to the list. During the meeting, create a comprehensive list of ideas.
- During the meeting, ask each person to commit to 1 or more activities that will make the biggest difference in their momentum.
- Ask someone to “own” the Summer Momentum Project (leadership opportunity). It will be their job to monitor and report on the team’s progress until the end of August.
- Then, once a month, Sept – Dec, ask the team to share the results of the SMP. I guarantee you will have RESULTS!
To get sales team meeting agendas that lead your team through exercises to gain momentum, close more pipeline opportunities and stay motivated during the dog – and any other – days, subscribe to Meeting to Win weekly sales team meeting agendas.
Look forward to Monday mornings!
Tags: energize sales team, motivate sales team, sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
Posted in Summer Selling Season, agenda ideas, free sales team meeting topics, sales meeting agenda, sales team agenda., sales team meeting agenda, summer sales | No Comments »
Thursday, July 8th, 2010
When I had the privilege to represent Franklin Covey’s Helping Clients Succeed sales training program in the marketplace, I realized something life-changing. The Consultants who shared the content always shared the fact that sales professionals needed to be effective communicators and, so much of any sales training program, is teaching them to be just that. A salesperson must first elicit information and then, using that information, make a compelling case for their products or services. Up until that point I had thought of myself as a salesperson, not a communicator. A powerful clarification on my real job.
I answered the phone call of a salesperson this week. The timing was perfect since this Friday’s Meeting to Win agenda is Masters of Communication. This call demonstrates exactly why sales professionals need to focus on their communication skills daily. First of all, this salesperson was clearly surprised to catch me “live” at 6:30pm. From the sound of it, he fully expected to get voicemail and probably had a good plan for that outcome. Then, because I am nice to salespeople, I said that I had about 2 minutes when I was asked if I had some time to talk. I had something on the stove and 2 minutes was even pushing it. Again, I caught this salesperson by surprise by giving him any time at all. Then, for the next two minutes this salesperson shared information about their service and used the phrase “in essence” about 10 times. (Let me say that many of my early sales calls could have been examples in blog posts just like this one!) The problem is that I don’t remember the service or the benefits because I was distracted by the fact that he seemed caught off guard and used this filler phrase over and over. I felt like it was merciful to end the call nicely.
There are some powerful communication lessons from this short call.
- First of all, be prepared for voicemail or live person.
- Have a clear reason to call that could be compelling to the person you are calling.
- Have a goal for the call and share the goal with the person you’ve called.
- With a plan, the need and, therefore, use of filler words or phrases diminishes.
- Eliminate jargon, cliches and lingo.
- Record your calls and listen to them.
- Role play every scenario you could encounter with team mates and help each other.
- Practice your “elevator pitch” every chance you get. Be able to nail this in any situation.
Becoming a master takes practice. Look for and create opportunities to practice. When that top prospect answers the phone finally, you want to be ready.
To get sales team meeting topics like Masters of Communication and many others, subscribe for weekly sales team meeting agendas from Meeting to Win.
Sales Team Meeting Idea:
Using the scenario I shared above, ask each salesperson to role play catching a prospective client “live” who says they only have 2 minutes to talk. What do you say in those 2 minutes? What is the goal of your 2 minute call? Ask each person to do the role play and ask the team for feedback. After this meeting, everyone will be prepared for one more scenario they may encounter.
Tags: motivate sales team, sales meeting agenda, sales team agenda., sales team meeting agenda, sales team meeting agendas
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Tuesday, June 22nd, 2010
I am finally reading Outliers: The Story of Success by Malcolm Gladwell. I’ve only been carrying it around for 2 years and, yesterday, on a flight read the first half. The concept of 10,000 hours is one of the many pages I’ve dog eared. This is the concept with supporting examples that it takes 10,000 hours of practice to become an expert and a stand-out. I’ve always been a believer that experience counts in sales. Think about how much time you actually spend in front of a customer practicing your trade – 10 hours/week if you’re lucky? How long would it take to gain 10,000 hours of practice? 19 years? 25 years?
YIKES!
So, if you want to be an expert, you have to find more practice time. Here are some ideas:
- First of all, use your weekly sales meeting as a one-hour practice session. – 1 hour/week (Who saw that coming?)
- Role play your upcoming customer encounters with a team member or manager before the customer encounter. - 2 hours per week
- Spend time pre-call planning – opening statements, questions, objection responses, etc – 2 hours per week
- Take one sales training class per year. – 16 hours per year
- Spend 2 more hours per week with customers than you do now. – 2 hours per week
- Regularly attend a customer meeting with a peer to observe them. – 2 hours per month
So, adding all of this to your current 10 customer hours per week, you’ll be at 18 hours per week which would put you at expert status in half the time as your peers. My math shows 10 years (which is how long it seems to take in any field – music, technology, sports).
I love this concept because it means you have control over how you stack up against your peers in the marketplace. Invest time in your trade and it pays off.
Sales Team Meeting Idea:
- As a team, ask each person to calculate their own individual sales practice hours. Just use number of years of experience, add in training hours and ask each team member to come up with their number.
- Now, as a team, figure out how to get an additional 5-10 hours per week of sales practice.
- Commit to getting more practice and then track your performance against other sales teams in your own company. What results do you expect?
Enjoy working on your 10,000 hours.
Tags: energize sales team, motivate sales team, practice, sales team agenda.
Posted in agenda ideas, best practice, discipline, free sales team meeting topics, performance, sales meeting agenda, sales meetings, sales team agenda., sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas | No Comments »
Monday, June 7th, 2010
Meeting to Win subscribers have just begun the Summer Deal Makers Series. (Join us by subscribing and get a new agenda every week.) We thought we’d share the idea with our blog readers, also. As we’ve mentioned about once a week leading up to the summer, we all know that it can be more difficult to move deals forward in the summer months. Decision makers are on vacation and, therefore, sales process steps take longer to complete. Before you know it, sales cycles have doubled and sales reps don’t have much more than a tan and some frustration to show for the summer.
There is an alternative, though. As a team, choose two deals per rep and get in each other’s business. Each deal owner should share their summer strategy on those deals with the team. The team should provide input and ideas to keep the deal moving and, hopefully, closing during the summer. Each week, each rep should share what was accomplished on those 2 deals the previous week, the planned accomplishments for the upcoming week and, again, get input from the team. This can be done in rapid-fire format. Do it every week on the same deals. Stay focused and close those deals this summer.
The benefits of this are increased summer momentum, accountability to keep things moving in the summer and laser focus on sales and customers. The side benefits include increased morale, better team work and sales lessons galore.
To get structured sales team meeting agendas on this topic and many others, join as a subscriber and get in on the Summer of Momentum from Meeting to Win. We don’t want you to miss a minute of the fun. Join us or create your own fun. Best wishes for a great summer!
Tags: energize sales team, motivate sales team, move deals, sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
Posted in agenda ideas, blog, culture, discipline, free sales team meeting topics, management tips, meetings, sales meeting agenda, sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas | No Comments »
Monday, May 17th, 2010
Each quarter, Meeting to Win encourages our subscribers to invite a Guest Speaker to their weekly sales team meeting. We’ve updated the list we published in February with more ideas on Guest Speaker options. Invite a Guest Speaker to your next sales meeting and see your team light up.
Wake Up Monday Sales Meetings with Guest Speakers
Subscribe to Meeting to Win weekly sales team meeting agendas and enjoy upcoming topics such as:
Price vs. Value, Deal Makers (Series), Masters of Communication, 13 Critical Success Factors for Salespeople (Series) and many others to keep your team fired up, equipped and winning all year long.
Tags: guest speaker, sales meeting agenda, sales team meeting agenda, sales team meetings
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