Posts Tagged ‘sales team meeting idea’
Saturday, September 18th, 2010
The Monday Morning Sales Team Meeting is the pace car for a sales team’s weekly race. It can either slow the team down or set them on a course to the checkered flag. The benefits of executing effective sales team meetings are exciting and worth the effort. And….it does take effort. There are so many things that can go wrong in any given moment during a sales team meeting. About 5% of sales team meetings are done well. Those teams have a competitive advantage that anyone can have with the proper amount of preparation and attention. Do not be discouraged! The Sales Team Meeting Troubleshooter can set a sales team’s week at the right pace.
Solve your sales meeting problems with The Sales Team Meeting Troubleshooter.
Problem:
Your sales team has one loud mouth that tends to dominate the conversation causing everyone to tune out. This person sometimes gets negative, focusing on one insurmountable problem with any topic. This person can get so focused on one detail irrelevant to 99% of the people on the call. Or, they brag… Whatever the direction, it’s always determined by the loud mouth and it’s never interesting to anyone other than the loud mouth.
Solution:
- To begin with, a clear agenda with a specific time allotment for each topic is key. The manager or timekeeper (Meeting to Win suggests having a time keeper) can simply speak up and say “to make sure we stay on track, we need to move on. Let’s add that topic to a later agenda (if relevant to others) or save it for your one-on-one (if not relevant to everyone else)”.
- Part of the agenda is to set goals for the meeting. Based on the meeting topics, the team should set a goal for the meeting. For example, if the agenda calls for role playing objections, the goal could be “at the end of this meeting, each person on the team should have one new idea for addressing an objection they have heard in the past month“. To meet that goal, again, the meeting cannot divert from the agenda or timeline.
- Third, if your loud mouth brings up a problem or seems to negate every idea, initiative or activity, ask them for a solution. Say something like, “Loud Mouth (best to use their name), you’ve pointed out the problem with doing 8 appointments a week. The reason for that goal is that statistics show that we need to see that many customers to get the sales results we need, (state needed result). Not meeting that goal is not an option. What other ideas do you have to meet that goal?” You may even say, “don’t answer that now, let’s table that conversation and we’ll allot 10 minutes on our next agenda for your ideas.”
Stay tuned to the Meeting to Win blog for solutions to all your sales meeting troubles as we continue adding to The 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!
Tags: motivate sales team, sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
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Friday, September 17th, 2010
I was watching football last weekend which I love to do for many reasons. One of those reasons is I like the strategy of the game. Those coaches and players have to think fast, know the game, have good instincts and be able to execute plans. In this particular play, our team turned the ball over and, therefore, off the field went the offense and on the field came the caught-off-guard defense. First play, the other team throws a long pass for a huge gain.
The coach on that team knew that when faced with that exact scenario, he would run that particular play. He ran it quickly and successfully because it was planned in advance to use against this defense in this moment of the game.
Salespeople would be wise to have their own “design plays”. This week’s Meeting to Win sales team meeting agenda will lead your team through an exercise to anticipate these opportunities and have a plan for them when they arise. Join us and spend one hour at the chalkboard designing plays that your team can execute every time they’re on the field where it really matters.
Anticipate every scenario you will face in each deal and design a plan to address it. Build your sales book and gain the competitive advantage. Join Meeting to Win for new exercises like this one every week.
Tags: sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
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Sunday, September 12th, 2010
This Friday, the Meeting to Win sales team meeting agenda, Anatomy of a Deal, will be delivered to our subscribers. We’re challenging our subscribers and our readers to re-visit your deals and your approach to winning those deals. Business has changed due to technology, economic factors, political climates and many other reasons. Are you still approaching your deals the same way you were five – or even two – years ago? That might be alright, but probably not.
How do you know?
One idea is to dissect your last 5-10 deals. Look at every factor in each deal – decision makers, sales cycle, steps, objections, etc. Then, determine what has changed and how should you change because of what you are learning?
Now, look at your current pipeline and your NEXT 5-10 deals. What can you apply to these deals to increase your odds of winning in this new sales climate?
We hope you enjoy the exercise. To lead your team through a step-by-step analysis, Anatomy of a Deal, join Meeting to Win. You’ll get new sales team meeting agendas and exercises every week – delivered directly to your inbox. Your sales team will never be the same.
Tags: motivate sales team, sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
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Wednesday, September 8th, 2010
THE IMAGE TO WIN SERIES
I heard Tom Cruise on a talk show many years ago talking about the brand “Tom Cruise“. He is the product and the brand and everything he says, does, wears or is involved in adds or detracts from the Tom Cruise brand. This is the same for salespeople; just with a smaller audience in most cases.
Today’s installment of the Image to Win Series focuses on defining the brand of YOU. Tom Cruise knows what he wants his brand to be. What an important first step! Thinking about celebrities, you can assume that Madonna’s brand is very different from Barack Obama’s brand. Everything any of these public figures does sends a message and creates an image of their brand in the minds of the public. They know how to act, what to write, what to say, what to wear and where to be seen based on the image they want the public to have. They often have the advantage of publicists and managers who help guide them – let’s call them their VPs of Marketing.
Do you know the brand or image you want the world to see from you as a sales professional? Take a moment and write a list of 10 adjectives you want customers to use to describe your image or brand.
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Now, what actions would people have to see from you to create that image in their minds? Also, think about what they would see from you to detract from that image.
Tom Cruise jumped around on Oprah’s couch and severely detracted from the brand and image he spent 20+ years developing. I think I read he had also just fired his manager… Don’t leave your image to chance. Take the time to define your brand and what your brand stands for. Then, carefully choose your words, images, virtual presence and appearance to fit your brand.
We’ll continue with this Image to Win Series and dig into specifics on developing your brand. In the meantime, pay attention to brands you respect – Coke, Starbucks, Target, etc. Look at every action they take, where they show up, what messages they share, how their employees dress and every other detail of their brand. Should be a fun series!
Sales Managers, to take your team on an Image to Win journey, sign up for weekly sales team meeting agendas from Meeting to Win. The Image to Win sales meeting series starts in October.
Tags: sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
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Tuesday, September 7th, 2010
This week’s Meeting to Win agenda (sent to subscribers every Friday morning) is focused on “news you can use“. To stay proactive and become more and more of a valuable resource to customers, it is important to understand the customers’ current events and how those current events impact the decisions they are making. Those decisions ultimately determine how they will engage the salesperson and their products and services in their business. Which, I don’t have to say it, impacts the success of the salesperson.
It is a powerful approach to understand the customers’ business and be able to suggest ways to help them address their current business needs before they ask – or worse yet, ask someone else. Whether they use the salesperson’s ideas or not, it is a powerful position to be in and makes the salesperson a partner in success instead of just another vendor.
Salespeople would be wise to dig into the customers’ news and figure out how that news should impact their decisions and, especially, their decisions in regards to the salesperson’s business. What should be suggested and expected in the next 30, 60 or 90 days? How does that impact the salesperson’s business in the next 30, 60, 90 days?
Sales Team Meeting Idea:
- Ask each salesperson to bring news about their top client to the next sales meeting.
- Give a 2 minute overview of the current news.
- As a team, determine 3-5 decisions that customer may make because of this news.
- How might that impact your company’s business with that customer?
- What should you do about it?
- Continue this for each sales rep – 10 minutes per rep.
- Each rep should leave with one solid action item for an important customer.
Join Meeting to Win for weekly sales team meeting agenda topics like News You Can Use delivered directly to your inbox every Friday morning.
Tags: motivate sales team, sales team agenda., sales team meeting agenda, sales team meeting agendas, sales team meeting idea
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Saturday, July 24th, 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).
Create Better Buying Experiences
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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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
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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
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Wednesday, May 26th, 2010
I always love to share great meeting advice I come across in my reading. Here is some sound advice from Salesopedia’s newsletter this week.
13 Ideas to Run Engaging Meetings
Enjoy!
Tags: energize sales team, meetings, motivate sales team, sales team agenda., sales team meeting agenda, sales team meeting idea
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