Archive for the ‘sales management’ Category
Sunday, February 28th, 2010
(This Friday Meeting to Win begins a 3-week series called Maximize Customer Meetings – Before, During and After. To join us, subscribe here.)
As sales professionals we spend a lot of time talking about, reporting on and pursuing … customer meetings. It makes sense to spend considerable time preparing for these somewhat rare opportunities. One bad meeting with a client and it may be the last time you ever see them – or at the very least you may get delegated to someone without as much authority. A good meeting and it could be the beginning of a great relationship. So, life or death? Close!
Now, you’ve got the meeting – Congratulations. What next?
Today, we will focus on one aspect of meeting preparation to maximize your customer meeting - involve your customer in meeting preparation. Too often sales professionals don’t include their customers in building the agenda or working toward the meeting goal. What happens instead is that the salesperson shows up with the same slides or brochure they use on every first meeting and the customer sits back waiting for the show. Years and years of sales meetings have taught sales reps to perform and customers to spectate. As a customer, I have actually enjoyed some of these shows. Salespeople can really dazzle. The problem is that I am allowed to be lazy, watch the show and see if anything intrigues me enough to move forward. I am not prepared to act or prompted to action. Before I learned how to be a better buyer I saw some amazing shows, with many performers. One of those performances was from a company who wanted to build our sales team’s intranet. They never got a dime of business, but I got a lot of great shows. If I had been asked to get involved in the process at any point, they would have wasted a lot less of everyone’s time. That experience taught me to be a better customer and get involved even when I wasn’t asked. As a salesperson, it taught me to get the buyer in on the work.
Here is something I began to do with great success. Not only did I have productive meetings, I also consolidated sales cycle steps, met more decision makers and built trust and rapport. You can try it and see if you get the same results.
At your next customer meeting, ask the customer to share the responsibility for a productive meeting. Send them an agenda is advance with the goal for the meeting along with an agenda to follow. Ask them for their input on the goal and agenda for the meeting. Once you both agree upon how you will spend your time together it is both parties responsibility to bring the data, people or anything else that will help get the meeting goal accomplished.
Now, you are sharing responsibility for a great meeting that uses everyone’s time wisely and gets everyone working toward the same goal – helping that company. You are a partner instead of a vendor.
Sales Team Meeting Agenda Idea:
- Ask each rep to bring information about all upcoming customer meetings.
- For each meeting, ask each rep to share the desired outcome or goal of that meeting.
- Ask each rep to share how they plan to accomplish this outcome (this will be the agenda).
- Determine what responsibility the customer has in meeting the goal of the meeting.
- Ask each rep to choose one meeting and write an e-mail script for sharing the meeting goal and agenda and asking for the customer’s agreement and/or input on the goal and agenda.
- Share the script with the team for feedback.
- Revise the scripts based on feedback and try this before the customer meeting.
- Plan to report back on the outcome of using the e-mail scripts before customer meetings
- (To get more in-depth sales team meeting exercises along with full agendas, sample scripts, field work assignments and sales tips, visit Meeting to Win and subscribe for weekly sales team meeting agendas and exercises.)
Posted in agenda ideas, agendas, best practice, down economy, free sales team meeting topics, how to have productive sales team meetings, sales management, sales meetings, sales team agenda., sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas | No Comments »
Thursday, February 25th, 2010
As we continue with Pipeline Health Check week, we want to address risks in pipelines. If you know your risks, you can reduce the risks or at least manage them more effectively. As you examine your pipeline this week, check for these risks:
- A large percentage of the revenue in your pipeline is from one deal.
- You are not positioned with decision makers in late cycle pipeline opportunities.
- Your pipeline is heavy on early or late sales cycle deals – no balance.
- You have not added new “suspect” opportunities to your pipeline consistently.
- In mid-cycle deals you do not have a crystal clear picture of the decision process and who is involved and in what capacity at each decision point.
- You haven’t discussed money in mid and late cycle opportunities.
- You don’t know the competitive landscape in most of your opportunities.
- Your pipeline does not have at least 3X your sales goal in opportunities.
- You have deals that have stalled out with no progress forward in a few weeks.
- You are guessing at the size of opportunities instead of basing it on real diagnosis.
- You are chasing deals that are not in your company’s sweet spot.
These are just a few of the risks to look for as you examine your pipeline. Know your risks and take steps to minimize them – the smallest steps can make the biggest difference when pursuing sales performance goals.
Sales Team Meeting Idea:
At your next sales team meeting,
- Ask your team to bring their pipelines.
- Go through each of the risks above as a group.
- Add risks to the list that apply to your team.
- Ask each person to honestly assess their pipeline against the final list of risks.
- As a team, set one action item each person can do to minimize their most dangerous pipeline risk.
- Plan to follow up as a team and do this exercise again, setting the next action item as you move toward healthier and healthier pipelines.
Meeting to Win provides in-depth sales team meeting agendas with training exercises, practice sessions, discussion topics and ideas to help your sales team sell more. This Friday’s agenda is the Pipeline Health Check and will lead your team through exercises that will lead to more balanced, healthier pipelines. Join us and get your own weekly sales team meeting agendas. Learn more here.
Posted in agenda ideas, agendas, communication, free sales team meeting topics, how to have productive sales team meetings, opportunity, performance, sales management, sales manager tips, sales managers, sales meetings, sales team, sales team agenda., sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas, team meeting, tips for meetings | No Comments »
Monday, February 15th, 2010
This post brought to you by Meeting to Win.
Subscribe and get a NEW sales team meeting topic every week or visit our STORE for 90+ sales team meeting topics across 21 different categories (see CATALOG HERE).
Wake Up Monday Sales Meetings with Guest Speakers
Sales team meetings are a great time to learn new skills, exchange ideas and share best practices. They are also a great time to dig deeper on topics relevant to the sales team. This could be a product the team would like to sell more of, an upcoming marketing campaign or pricing issues. When digging deeper on a certain topic, it is very helpful to invite a guest expert to your meeting. This could be the Product Manager for a new product, your Marketing expert or your financial analyst.
At Meeting to Win we recommend commiting to inviting guest speakers at least once per quarter. This adds a fresh voice and perspective and really adds some variety and interest to the weekly sales team meeting. Choose the topic in advance, ask the team to choose and invite the guest speaker, make sure the topic is relevant to helping the team sell more and enjoy a nice twist on your weekly sales team meetings.
Sales Team Meeting Idea:
- Look at your next few sales team meeting agenda topics.
- Determine if there is a relevant guest speaker that you could invite to support and provide expertise on one of the topics.
- Invite them to your upcoming meeting and enjoy the fresh perspective and voice.
Guest Speaker Ideas:
- A top performer from another sales team.
- A customer to share their experience with your company.
- Your CFO to discuss pricing, margins, company performance.
- Your Marketing Manager to share marketing information that can help you target and sell more effectively.
- Your Sales VP to discuss the company’s top initiatives and the sales team’s role in those.
- Another entire sales team (choose a peer Sales Manager and join the teams together for a sales team meeting/call) to share best practices across teams. Choose two or three topic areas – getting appointments, reduce discounting, etc – and ask the participants to bring ideas and best practices where they have them.
- If your company has Sales Trainers on staff, invite them to teach and practice a module that could benefit the team.
- A top performer from another company.
- A customer of a competitor. By sharing why they work with your competitor, they help further the industry as a whole and educate you at the same time.
- A sales consultant who has visibility into other companies.
- A C-Level person in your own company who can share their impression of sales reps who call on them.
Go forth and invite!
Tags: add interest to sales meetings, guest speaker, keynote speaker, sales team meeting agenda, sales team meeting speaker
Posted in agenda ideas, agendas, best practice, communication, free sales team meeting topics, how to have productive sales team meetings, management tips, sales management | No Comments »
Friday, February 12th, 2010
This post brought to you by Meeting to Win.
Subscribe and get a NEW sales team meeting topic every week or visit our STORE for 90+ sales team meeting topics across 21 different categories (see CATALOG HERE).
Sales Team Meeting Idea: The War Room
This topic is what we call The War Room and it has been very popular this past year. Sales teams that face reality and address it rationally, strategically and head-on succeed in the long run. This means their customers are better served, also. The customers’ success is the salesperson’s goal and, therefore, the underlying goal of every Meeting to Win agenda and sales team meeting topic.
Enjoy The War Room exercise at your next sales team meeting. Get more topics by subscribing for new sales team meeting topics to be delivered to your inbox every Friday.
War Room
The War Room exercise is a time to get together as a team to address the surrounding business climate, how it is affecting the team’s selling efforts and what actions make sense to address it moving forward.
- As a team, quickly list the ways the current business climate is affecting your business. What are the most recent developments in the economy, your industry, your customer base, your competitors, etc?
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- Begin with one item from the list you just created and, as a group, share some ideas, best practices and strategies for handling that challenge.
Challenge: ______________________________________
Strategies:
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- Continue this with each item until you run out of time.
Challenge: ______________________________________
Strategies:
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
Challenge: ______________________________________
Strategies:
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
Challenge: ______________________________________
Strategies:
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
- ________________________________________
Posted in agenda ideas, agendas, best practice, down economy, free sales team meeting topics, how to have productive sales team meetings, performance, sales management, sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas, team meeting, tips for meetings, tough economy | No Comments »
Thursday, February 11th, 2010
LinkedIn has become a very valuable tool for me. I enjoy partnering with my connections for referrals, business opportunities, learning experiences and awareness of our industry and business climate. In the few years I’ve been using LinkedIn I’ve reconnected with former colleagues, exchanged valuable referrals, developed deeper relationships with clients, kept track of clients when they’ve switched companies, connected employers and employees, created great peer networks and, not lastly, increased sales. My point? LinkedIn is a powerful tool in my business.
In the past year, I have gotten more active on LinkedIn Groups. I wanted to share my experience and some of my best pratices for using these groups to build business acumen, share and gather best practices and grow as a sales professional.
- First of all, you need to find a group that is well-managed. This means that the group manager is actively involved in the discussions and ensures that spam or selling is not tolerated. The groups that add value are made up of a community of peers that value sharing ideas and best practices for the benefit of the group – and ultimately the customers they serve. Here are three groups I am active in and would highly recommend: Sales Blogcast, Sales Gravy, Sales Playbook (If you know of other good groups, please post a comment and share them with our readers.) Visit one or more of these groups and request to join.
- Once you are a member, you should share your ideas and opinions on discussion questions already posted.
- If you are facing a sales challenge such as getting a prospect to take your call, overcoming a price objection or dealing with customer service issues, you can post your dilemma for the group. These groups are made up of professionals from the sales industry and are great about sharing their experiences, ideas and suggestions. You will have a great list of perspectives to consider as you decide how to tackle your sales challenge.
- Be respectful of your network. You can disagree -it is actually interesting and valuable to get differing opinions. Just do it politely and with respect.
- Make an effort to share news that might be useful to the group. Most groups have a place to post news. If you find something helpful, share it with the group.
- Follow up on discussions you post. Thank group members for their input and continue to facilitate the discussion until it runs its course.
- Be abundant. In the The 7 Habits of Highly Successful People, Dr. Stephen Covey defined this abundance mentality as “a paradigm that there is plenty out there for everyone.” The Abundance Mentality is in contrast to the Scarcity Mentality. (The 7 Habits of Highly Effective People by Dr. Stephen R. Covey)
- Invite colleagues to join and participate in groups you find useful.
- Stay positive. The groups I’ve recommended manage to stay realistic and positive. They are solution oriented no matter the challenge.
- Remember the Golden Rule always.
These groups are a great enhancement to your life and career when you participate appropriately. Please feel free to share your own best practices by leaving a comment for our readers.
Get active in LinkedIn Groups and reap the benefits immediately.
Sales Team Meeting Idea:
Ask your sales team to
- all join the same group or
- each join a different group.
At your sales team meetings, bring one of the discussion questions from your LI group to your own team. Share the LinkedIn Group’s responses and then build on those.
Or, determine a sales challenge that exists on your team and post it to the group(s) you belong to. The next time you get together, share the answers from the LinkedIn group(s). Be sure to let your LinkedIn Group(s) know how they helped your team by leaving a comment in the discussion thread, also.
(Meeting to Win offers subscribers sales team meeting agendas every week. Join us by subscribing at https://www.meetingtowin.com/subscribe.)
Posted in agenda ideas, best practice, down economy, free sales team meeting topics, how to have productive sales team meetings, management tips, maximize tools, new managers, performance, sales activity, sales management, sales manager tips, sales managers, sales meetings, sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas, selling tools, team meeting, tips for meetings | No Comments »
Thursday, February 4th, 2010
Neal Boortz is outraged this morning. To be fair, no matter which day I choose to write this, I could start my post the same way and, to be fair again, there is a lot of stuff to get outraged about if you enjoy being outraged. Today’s particular outrage is about a school district here in the Atlanta area spending $400K of federal stimulus money to take 200 teachers to a conference in Hollywood, CA for 4 days of learning and development. The justification for this includes the idea that the teachers will come back from this trip excited about what they learned and eager to implement what they learned in the classrooms.
This topic made me think about the annual sales meeting that many salespeople just came back from. January is a hot time for this. It is typically fair to say that salespeople learn a lot during these annual meetings and do come back excited. But then what happens? Well, the same thing that will happen to these teachers. Back home things continue to churn and students need to pass tests, parent conferences need to continue, a failing student needs to be addressed, discipline problems continue, the school play needs to be rehearsed, tests need to be graded and so on. Before these teachers realize it, they are doing exactly the same things they were doing before they left for the conference and the conference was nothing more than a pep rally and a chance to socialize and sightsee with peers from around the country. Lfie can get in the way of great intentions after all.
Hopefully what will happen is this instead. The school system will follow this Hollywood conference with a plan to implement the top ideas from these meetings that will make the most impact on key areas this school district needs to address. Whether that is increasing graduation rate, implementing more sports programs, raising the SAT test scores or reducing absenteeism. What is the plan and what is the plan to hold these teachers accountable to bringing back the change that will make a difference?
If you’ve just had your annual sales meeting, what is different in the way you help customers because of the time you invested to attend your meeting? Some companies follow these up effectively and many, many do not. Everyone comes back after the company has invested hundreds of thousands of dollars and selling time and salespeople have invested selling and family time and …. do the very same things they did before they left. Sure, they are a little excited, but are also now 4 days behind in their day jobs. Now it’s catch up time instead of implement-what-you’ve-learned time.
Bottom line, you should be outraged like Neal if your company dragged you half way around the country for a big rah-rah session with no plan to advance, reinforce and apply the valuable lessons and information you absorbed during your meeting. I know I would be.
(Post brought to you by Jill Myrick of Meeting to Win. Meeting to Win provides weekly sales team meeting training topics. Each agenda offers 60 minutes of sales development content along with ideas to reinforce, advance and apply the training in the field. Join us by subscribing today.)
Posted in discipline, down economy, how to have productive sales team meetings, management tips, meetings, new years resolutions, sales management, sales manager tips, sales meetings, sales team, sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas, team meeting, tips for meetings | No Comments »
Tuesday, February 2nd, 2010
(Post brought to you by Jill Myrick of Meeting to Win. Meeting to Win provides sales team meeting agendas and topics to our subscribers. To see subscription options, click here.)
Communication seems to be the common theme in any successful relationship – parent and child, husband and wife, co-worker and co-worker, boss and employee. The most successful salespeople become masters of communication. Before you can master effective communication, it’s OK to … just communicate. If there is a relationship in your life that is suffering or just feels vulnerable (customer, employee, etc), first just communicate. Here’s the powerful part – to communicate you have to be there. You aren’t communicating my sitting in your office wondering about the problem. You have to pick up the phone, spend some time with them – just reach out.
Spend the time on the relationships you care about and communication will happen. Mastering effective communication can happen over time and even then….you’ve got to be there to do it.
Posted in Uncategorized, agendas, communication, free sales team meeting topics, management tips, new managers, sales management, sales manager tips, sales team agenda., sales team meeting agenda, sales team meeting agenda topics, sales team meeting ideas | No Comments »
Sunday, December 20th, 2009
It is almost impossible to not “go off the grid” with your prospective customers and customers during the holidays. Everyone is heading to some much needed time off. You can have a competitive advantage by staying on the grid while your competitors are dropping off. Here are 5 ways to do it that won’t cut into your much needed and deserved R&R.
1. Send Happy New Year cards to your clients. These cards should arrive right before or right after Jan 1st. Your greeting will stand out since it won’t be arriving with the pre-Christmas gifts and cards that get lost in the shuffle or arrive during vacations. Your New Year’s greeting could include a calendar or some useful information for the new year.
2. Send an article or book that is relevant to the current business climate or their current business issues. They can start the new year thinking about you and gaining some fresh ideas.
3. Get on their calendar for a January meeting. The new year is a great time to evaluate the business you did the previous year and set plans for the new year. Requesting a Jan meeting in December is extremely effective. Customers want to feel they have a productive Jan set up before they leave for the holidays, also. Setting up a meeting with a good objective is a good way to help them do this.
4. Help them prepare for new year planning meetings. If they are a current customer, one way to do this is to send them a slide deck outlining the work and accomplishments in 2009 along with some ideas to continue the good work in 2010. Your email can start with “Often our clients ask us for a recap of the previous year so they can use it during thier new year planning sessions. I thought you may also find this helpful. Please see attached document. I am happy to walk through the slides with you at your convenience. Hope it’s helpful as you head into the new year.“ Write it in a way that they could use it with their superiors and in planning meetings. They will see you as a true partner and you’ll cut their 2010 workload before the year even begins.
5. Instead of just an “out of office” reply, send a proactive note to your customers and prospective customers several days in advance of your vacation. Let them know you’ll be out and how they can get in touch with you if appropriate, or at least how to get in touch with someone who can help them in your absence. They probably will be out, too, but they will have you in mind and feel that you took an extra step to ensure they are taken care of even when you are out. (It’s a great reason to reach out to them when you return to let them know you are back in the office and move your relationship forward.)
Enjoy your time “off the grid” while a few small efforts will keep you “on the grid”. Happy New Year!
Tags: new year
Posted in communication, how to have productive sales team meetings, management tips, new managers, new years resolutions, sales activity, sales management, sales manager tips, sales managers, sales tips, tips for meetings, tough economy | No Comments »
Sunday, October 11th, 2009
This has been a tough year for many. It’s Q4 and salespeople could be feeling tired and ready to “write this one off” and take another shot at it in 2010. Here’s the problem with that. Momentum is a very cool thing and it’s great when it’s working for you and horrible when it’s working against you. So, even if 2009 is a lost cause in terms of goal achievement, there is no better time (well, a month ago would have been better, but…) to get momentum going for 2010.
To gain more and more momentum as you close in on 2010, try these strategies:
The first five on the list come from the advice my friend Alvin of Tactivity shared in a LinkedIn discussion. I’ve added (and repeated) a few ideas that have helped me, also.
- If you’re on pace to the President’s Club in your organization, then increase your activity.
- If what you are doing hasn’t been working, then complete a thorough cleansing of the pipeline/funnel: Is it real? Is it good business? Can you win?
- Prioritize your activities around the health of your newly cleaned funnel
- Brainstorm a list of possible actions for your top opportunities; then choose only the 3-5 activities that will really advance them towards closure
- Go get it done!
- Conduct business reviews with existing clients to secure relationships, identify risks and uncover new ways to help them.
- Examine your territory for new opportunities a tough economy has turned up.
- Increase your sales activity. Oh, did we already mention that one? Action creates action, energy creates energy. Make more calls!
- Solidify referral partners. Decide to gain 20 referral partners and stay in touch with them, ask for referrals, be accessible and be someone they would be proud to refer (hint: send them referrals, also).
- Stay “on the grid” with prospects and existing customers. Share useful information to help them run their business more effectively. Don’t be out of sight or you know where you’ll be…. Out of mind. Many of their sales reps have “gone dark” lately as companies do lay-offs and reorganizations. Just being there may differentiate you!
- Have a team meeting every week to celebrate successes, share ideas, collaborate on hot deals and challenge each other. This team accountability and celebration is fuel for your sales engine. (You know we couldn’t leave this one out!)
- BONUS: Increase sales activity. In my experience, there is NO substitute. Commit to accelerated sales activity in Q4 if you do nothing else. Yeah, it’s worth mentioning 3 times.
2010 can be an amazing year. Salespeople that build momentum now can get a head start and be rewarded by helping more customers in 2010 than they ever thought possible. Not to mention, for some 2009 can be a distant memory…. Get started today. Staring in January 2010 will be TOO LATE.
To help sales teams build momentum during Q4, Meeting to Win is running a Q4 Push Promotion which means…free sales team meeting agendas for Sales Managers. Sales Managers can subscribe for sales team meeting agendas and get all of Q4 for free. First payment of $10/month won’t be charged until January 2010 (sales managers can unsubscribe any time in Q4 and never be charged). The agendas are designed to motivate sales teams and accelerate performance while continually gaining and maintaining incredible momentum.
Read more HERE then join us by subscribing HERE and entering the Promo Code “Q4PUSH”.
Posted in LinkedIn, Uncategorized, agendas, best practice, communication, culture, down economy, free sales team meeting topics, management tips, meetings, new managers, new years resolutions, opportunity, performance, sales activity, sales management, sales manager tips, sales managers, sales meetings, sales team, sales team meeting ideas, sales tips, tough economy | No Comments »
Wednesday, September 30th, 2009
For the past 6 months I’ve had the opportunity to witness a salesperson succeeding. Of course, I know many salespeople succeeding, but this story really intrigued me. First of all, this salesperson started a consulting business in their field 6 months ago. They had no brand, about ten thousand competitors and no marketing budget. Oh, and we were in the downward spiral economically.
Flash forward 6 months and this salesperson has more business than they can handle and is now considering adding to their team just to keep up.
I am very impressed with how hard this person has been working and really started to think about the actual keys to their success beyond just hard work. I started making a list of this salesperson’s activities, habits and characteristics and thought it would be fun to share my list in a blog post.
So, here, in no particular order, are my observations or what I am calling “one salesperson’s keys to success”.
- Creative deal and pricing structures. This consultant is in an old industry where they’ve always done pricing the same way. He surprised prospective clients with better deal structures than they’d seen. Don’t mistake “creative” for lower – these are competitive deal structures that are a win for both parties.
- This salesperson is not afraid to walk away from deals. If the deal isn’t in this person’s sweet spot, he actually walks away from it and spends time where he can be more effective – and valuable to his client.
- Cold, hard, disciplined sales activity. This salesperson knows what activity leads to sales results and he does that activity EVERY DAY.
- Manages time effectively. Plans his work and works his plan – seems so simple.
- Does not get slowed down by rejection. He is able to expect some rejection and take it in stride knowing he is that much closer to a “yes”.
- Uses technology effectively. He is very selective about which technology tools to use and which would be “cool”, but just create more work or wasted time.
- Frugal. He is only spending money where there is clear ROI.
- Networking, networking, networking every day.
- Chose a niche and sticks with it. He is turning down business outside his niche. Since he began doing this his traction in his niche is growing daily and his client list has doubled each month.
- He sets attitude rules. For example, if he loses a deal, he only allows himself to “mourn” it for 24 hours. He uses business development activity to pull him out of mourning which turns into new opportunities before the 24 hours is even up.
- He takes care of himself – he works out daily, eats right and even took a week vacation.
- He doesn’t waste time on administration. He set up a system that is efficient and doesn’t spend too much time on paperwork.
- This person naturally has no call reluctance.
- This salesperson has stayed in touch with past clients consistently for 15+ years.
- He is a master at LinkedIn. Daily he is on LinkedIn building and sharing his network.
- He asks for referrals every day – and gets them.
- For some reason, Tuesdays were a discouraging day. This salesperson figured out why (he couldn’t connect with anyone on Mondays and felt no progress) and did something about it. He created a plan to stay motivated on Tuesdays and recognized that the week always improved.
- Extremely and appropriately persistent.
- Knows his ideal customer and pursues ONLY that.
- Faces reality and addresses concerns during deal pursuits. He recognizes when a deal may go south and addresses it with the client before he spends too much time.
- Works a tactical plan. This salesperson knows his strategic goals and then carves out time to create a detailed tactical activity plan. When he gets to his office he “doesn’t have to think”, he just executes his plan.
- He really enjoys his business and his clients. Making them happy and solving business needs genuinely motivates him.
These are just my observations of one successful salesperson. If you are struggling currently, grab some ideas from this list. Duplicate his success using his habits. Happy Selling.
This post brought to you by Jill Myrick, Owner of Meeting to Win, LLC. Get weekly sales team meeting agendas and create momentum on your sales team! Visit us at http://www.meetingtowin.com/.
Posted in Uncategorized, best practice, down economy, efficient, management tips, performance, recession, sales activity, sales management, sales tips, tough economy | No Comments »
