Archive for the ‘sales meetings’ 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.)
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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.
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Sunday, February 14th, 2010
I came across this article and liked Kelley’s perspective on effective sales team meetings. I want to share his insights with our readers. Enjoy! (To get new sales team meeting agendas each week visit Meeting to Win.)
How to Run an Effective Sales Meeting by Kelley Robertson
Sales meetings are a fact of life and business and they are important for a variety of reasons.
-They allow larger companies to address the entire sales team as a group.
-They offer opportunities to provide additional training (product, skills, and technical).
-They help keep your team up-to-date.
-And, they present a tremendous opportunity for your team to connect and develop stronger relationships with each other.
Unfortunately, many sales meetings are unproductive and not nearly as effective as they could be. Here are a few of the most common mistakes people make when scheduling and running sales meetings.
Read the rest….HERE
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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.)
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Wednesday, February 10th, 2010
(Each week Meeting to Win provides a 60-minute sales team meeting agenda for our subscribers. Each week we cover sales and business topics all designed to help salespeople develop as sales professionals, sell more and better serve their customers. The agendas are packed with exercises, discussions and ways for your team to grow. This week’s agenda is Turn Gatekeepers Into Escorts. Visit us at Meeting to Win to learn more.)
How do you turn your current Gatekeepers into Escorts? Imagine… those currently keeping you from bringing solutions to decision makers actually setting up the meeting for you to do just that. Seem like a dream? It’s not…
To do this, sales reps need to think differently about their gatekeepers. First of all, let’s define gatekeeper for the sake of this discussion.
A GATEKEEPER is anyone who is preventing or hindering you from working with a decision maker. These people often take the form of a
- receptionist,
- executive assistant,
- RFP committee,
- manager in charge of finding a vendor and so on.
To think differently about gatekeepers, consider the important job they do. RFP committiees are doing the legwork of gathering information to help their company solve a problem or get a result. Executive Assistants are limiting the interruptions of a senior leader focused on his or her company’s key priorities. An IT Director is using his or her expertise to compare requirements with capabilities before involving decision makers in the business decisions.
To salespeople who want access to those decision makers, gatekeepers can be seen as nuisances instead of part of an important part of the selling process. If you are currently being hindered by gatekeepers, here is something to try.
- Consider their specific job and the business reasons they may be keeping you from the decision makers.
- Respect their position and the insider information a good relationship is sure to provide.
- Now, how can you address their needs in a way that will motivate them to escort you and your ideas to the decision makers? Determine what criteria the gatekeeper needs to satisfy to move you to the decision makers.
- Then, share your desire to meet with those making and impacted by the buying decisions. Let the gatekeeper know why (it’s got to be for their benefit, not yours) and ask how you can work together to get them comfortable and motivated to bring this solution to decision makers. Figure out how to help them do their job and ultimately make them look great.
- Now you are working together and you are actually helping them succeed in their gatekeeper role.
Gatekeepers do serve a purpose and are not always easy to deal with. They sometimes abuse their power, make poor decisions and often don’t seem to have the company’s best interest in mind. Teach them how to bring great solutions to their company by partnering with them instead of trying to run them over. You’ll be more efficient and enjoy the process more.
Sales Team Meeting Idea:
At your next sales team meeting, ask each team member to identify the gatekeepers in each of their pipeline opportunities. Figure out the important role they play in the overall decision process. Then, figure out how each rep can help them do their gatekeeper job more effectively so the deal can move forward to the real decision makers.
At the end of your meeting, each rep should have a clear gatekeeper strategy for one deal in their pipeline.
For more in depth exercises each week, subscribe to Meeting to Win sales team meeting agendas by visiting us here. The next agenda is Turn Gatekeepers Into Escorts (delivered Friday, February 12th, 2010).
To download the Sales Team Meeting Agenda (60 Minutes), Turn Gatekeepers Into Escorts, visit our Store here.
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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.)
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Wednesday, February 3rd, 2010
(To get a Sales Team Meeting Agenda and lead your team through a Troubleshooters exercise, download Troubleshooters from our STORE now.)
What could you do with 100+ ADDITIONAL selling hours per year? I did the math on this a few years ago and since then have been committed to solving nagging little troubles that arise. Let me explain.
Often a sales rep will face a recurring and nagging trouble such as invoice issues, late deliveries, collections, implementation schedule conflicts and other customer service/post-sale issues. Because of my own frustration with these things, I’ve added up the minutes I spend on these issues in a typical sales week. Believe it or not, 2 hours is a low average. And, more eye-opening is that it tends to be the same trouble over and over again. So, this could be a frustration or … an opportunity.
What if I solved that ONE trouble and gained 2 hours per week back in my selling week? I chose to make solving that one trouble a priority. Even when I wasn’t able to completely make it go away, I was able to drastically reduce the time I spent on it each week. The hard part was to stop and take the time to find a solution instead of just living with it. What I got was over 100 hours of additional selling time that year – and, in most cases, happier customers and reduced frustration every day. Everyone wins!
So, quit living with that recurring frustration and get your life back – or at least 100 hours of it.
(This post brought to you by Meeting to Win, provider of sales team agendas for Sales Managers. Troubleshooters agenda comes out this Friday. Join us and lead your team through an exercise to take back 2 hours per week per salesperson. If you have 8 salespeople on your team times 2 hours per week times 50 weeks per year you get an ADDITIONAL 800 SELLING HOURS PER YEAR for your team. It’s worth the time to solve problems.)
(To get a Sales Team Meeting Agenda and lead your team through a Troubleshooters exercise, download Troubleshooters from our STORE now.)
Tags: energize sales team, motivate sales team, sales team meeting agenda, sales team meeting idea, troubleshooter
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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.
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Saturday, October 24th, 2009
Each quarter Meeting to Win leads our subscribers through a business book in the Sales Performance Book Club. Each week’s reading assignment and Discussion Guide are included in the weekly sales team meeting agenda newsletter. To subscribe, visit us at our website www.meetingtowin.com. Enter the promo code Q4PUSH and get weekly agendas free for all of Q4 2009. First payment isn’t due until Jan 2010. Learn more here.
Grab the following book, read a chapter per week as a team and use the Discussion Guide during weekly sales team meetings. Your team will be motivated and inspired by the new ideas and practical advice. Happy Selling from Meeting to Win.
Sales Performance Book Club
Let’s Get Real or Let’s Not Play
by Mahan Khalsa and Randy Illig
Chapter 1
- Chapter 1 lists 5 premises or key beliefs. Do disagree with any of those?
- Which of the key beliefs made you think about your client relationships differently? Why?
Chapter 2
- Each participant should share if and how they will take one of the “No Guessing” challenges.
Chapter 3
- What is different about the way the authors suggest you qualify an opportunity vs. the way you do it today?
- What will you try from this chapter?
Chapter 4
Discussion questions:
- Share thoughts around qualifying the resources of time and people. Does the team do this today? What are the benefits?
Exercise:
- Each participant should practice the “three-part response” (pg. 85) out loud for the group.
Discussion:
- How comfortable is each member of the sales team with executing the “three-part response”?
- What, if anything, will each participant do differently when qualifying resources, time, people and money, moving forward?
- When will each participant expect to have a chance to practice qualifying resources and using the “three-part response”?
Chapter 5
Discussion questions:
- Each participant should share one “take-away” from Chapter 5.
- Are there benefits to understanding the Decision Process as outlined in Chapter 5? Why or why not?
Exercise:
- Take two live deals in the team’s pipeline and fill in the blanks on the Decision Grid on page 98. (There will probably be blanks since this is not in practice yet.)
- What gaps exist in the salesperson’s knowledge of the decision process for each deal?
- How can those salespeople fill in those gaps?
- Each salesperson on the two deals should share specific next steps to complete the Decision Grids for those opportunities.
Chapter 6
Discussion:
- What differences exist between the way each participant prepares and executes the final presentation vs. the way the authors suggest sales professionals should do it?
- How does the authors’ advice apply to the team’s sales process? What would work?
- What specifically will each participant do differently, if anything, after studying this chapter?
Exercise:
- As practice, choose one person with an upcoming presentation to prepare and share their presentation for the team prior to sharing it with the prospective client.
Chapter 7
Discussion:
- For each participant, what opportunities are you currently pursuing? What has been the approach so far?
- After reading this chapter, what will be each participant’s specific next steps in pursuit of the top opportunities?
Exercise:
- Three volunteers should practice for the group an “opening statement” (pg. 195) for an upcoming meeting with a new prospect.
- Group should share feedback and reaction.
Last Words
Discussion:
- Upon completing the book, what does each participant want to do differently after reading Let’s Get Real or Let’s Not Playby Mahan Khalsa and Randy Illig?
Exercise:
- Please complete the SPI.
- Each person should share their SPI (Sales Progression Index) score.
- Based on the SPI score, each participant should share their next steps on that live deal.
- Did the SPI reveal any surprises for the sales rep?
- Is the SPI exercise a valuable exercise to use to advance deals?
- How can you use it moving forward?
Helping Clients Succeed sales training is based on Let’s Get Real or Let’s Not Playby Mahan Khalsa and Randy Illig. To learn more and follow their blog, visit ninety five 5 at http://www.nf5.com/default.aspx.
Meeting to Win leads a new Sales Performance Book Club every quarter. These are included on weekly sales team meeting agenda newsletters. To learn more and subscribe, visit Meeting to Win at http://www.meetingtowin.com/.
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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”.
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