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Add You - Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
Do you know your audiences? I mean really know them. I’ve just been working on a project for a client to help him position his financial planning business and to determine who his key audiences are. Common traits and common media habits are a couple of the characteristics we uncovered. In this particular case, the audience was high net worth individuals who tend to be conservative, and who are not mainstream media lovers or consumers. When they do consume media, it tends to be conservative talk radio or FOX News. They trust opinions of friends and colleagues, not the media. So, advertising is not the w
This type of positive peer pressure will be more effective than ANY amount of coaching that a sales manager can provide. It is also better received; it motivates and inspires each member to own their goals and achievements within the system.
When each member is self-driven to do better, they will seek the leadership that is necessary for them to gain better results. The employee will take it upon th
Hopefully you've taken the time to clarify the roles of your sales team and sales management. It's a valuable exercise. Now you get to assess sales team strategy and culture. Regardless of your methodology half of your sales representatives currently perform below average. Fifty percent are performing below average! Think about that. This is an indisputable fact. So why even assess the team? Simply put, to sell more.Successful selling organizations consist of three components; investment, activity and results. The first component is the investment in the sales team. The investment is measured in compensation, benefits, computers, software, training, hiring, meetings, sales material, phones and other related expenses.The second element is the activity of the investment. Face-to-face meetings, travel, preparation, telephone calls and administration comprise the
You fill the agenda with administrative crap, a bunch of whining and some pseudo-motivational words you picked up from somewhere. You give your staff a budget update and some suggestions on how to improve sales in the week ahead.
What about your sales staff? What are THEY doing?
Listening? Getting motivated to make some sales in the upcoming week?
I doubt it!
The problem is that you are speaking TO your sales staff instead of communicating WITH them. If they are an important part of the sales results, shouldn’t they play an important role in the meeting?
The Plan
Making money isn’t random.
Every business needs a plan to make money.
A great plan is one that focuses on producing results and holds EVERYONE accountable for achieving those desired results. This type of plan creates a production based organization.
Every business and sales organization has a target number that they need to hit either by the end of the month or the end of the quarter. Understanding your numbers and breaking them down into small, attainable chunks is the first step of creating a production based environment.
Every plan needs employees to make it work.
The most important ingredient, however, is the employees. To be productive, your employees need:
1.) Leadership
2.) Structure
3.) Systems
4.) The feeling that what they do matters
Your sales meetings should combine these factors to create an environment that will lead to productive employees.
Before the meeting, each person on the sales staff should create their own action plan. The action plan should be put in writing and should be developed by the employee, NOT the sales manager! This creates accountability, giving each member a sense of ownership and responsibility for achieving the goals of their action plan.
Unlike other methods of accountability, this action plan allows the salespeople to have the freedom to do it their own way while still keeping the objective in sight.
The Meeting
There are two goals of a weekly sales meeting:
1. Report production (How are we doing?)
2. Drive new production (How can we do better?)
Remember, the meeting should focus on producing sales results by highlighting each employee’s contribution toward that common goal or number.
Therefore, the sales manager should simply facilitate these meetings and help celebrate successes. Nothing more! Let the sales staff get involved in the meeting by showing each other what they have accomplished and brainstorm ways to reach the common goal.
Report Production: How Are We Doing?
Your sales meeting should begin by having each member of the team present/report their production from the previous week. They should have the floor to themselves and report their contribution toward your goal, or number, and the team.
Think about this: would you want to stand in front of your co-workers/peers and show them your less than positive results?
NO! And your sales staff doesn’t want to, either!
Your sales staff will be motivated throughout the entire week to be able to report positive data during the next week’s meeting. They will WANT to prove to themselves and their peers that they are making a great contribution to the team. They may not make that crucial extra step for the sales manager or for the company, but when their friends and co-workers are expecting them to hit that number, they won’t want to let them down!
This type of positive peer pressure will be more effective than ANY amount of coaching that a sales manager can provide. It is also better received; it motivates and inspires each member to own their goals and achievements within the system.
When each member is self-driven to do better, they will seek the leadership that is necessary for them to gain better results. The employee will take it upon th
I remember way back around a year ago, about exactly a year ago, I was talking with my workers that pack envelopes. those times, I was making many checks per bi-month. There were checks that were SO high that was somewhat the peak of my business, that we worked every other day just packing envelopes about 6-7 hours a day.I think I told these to my workers one day when I was gonna give the paychecks.. I think I was giving bonuses that time, I cant really remember..But I explained to them during my speech about it..I told them that I see money differently than most people especially at that point of my life where my business was just unbelieveable. I told them that for me, money is just an award for my hardwork... I made an analogy to compare it with basketball... Say for example we because the champions in our high school basketball team, we then earn a
Every business and sales organization has a target number that they need to hit either by the end of the month or the end of the quarter. Understanding your numbers and breaking them down into small, attainable chunks is the first step of creating a production based environment.
Every plan needs employees to make it work.
The most important ingredient, however, is the employees. To be productive, your employees need:
1.) Leadership
2.) Structure
3.) Systems
4.) The feeling that what they do matters
Your sales meetings should combine these factors to create an environment that will lead to productive employees.
Before the meeting, each person on the sales staff should create their own action plan. The action plan should be put in writing and should be developed by the employee, NOT the sales manager! This creates accountability, giving each member a sense of ownership and responsibility for achieving the goals of their action plan.
Unlike other methods of accountability, this action plan allows the salespeople to have the freedom to do it their own way while still keeping the objective in sight.
The Meeting
There are two goals of a weekly sales meeting:
1. Report production (How are we doing?)
2. Drive new production (How can we do better?)
Remember, the meeting should focus on producing sales results by highlighting each employee’s contribution toward that common goal or number.
Therefore, the sales manager should simply facilitate these meetings and help celebrate successes. Nothing more! Let the sales staff get involved in the meeting by showing each other what they have accomplished and brainstorm ways to reach the common goal.
Report Production: How Are We Doing?
Your sales meeting should begin by having each member of the team present/report their production from the previous week. They should have the floor to themselves and report their contribution toward your goal, or number, and the team.
Think about this: would you want to stand in front of your co-workers/peers and show them your less than positive results?
NO! And your sales staff doesn’t want to, either!
Your sales staff will be motivated throughout the entire week to be able to report positive data during the next week’s meeting. They will WANT to prove to themselves and their peers that they are making a great contribution to the team. They may not make that crucial extra step for the sales manager or for the company, but when their friends and co-workers are expecting them to hit that number, they won’t want to let them down!
This type of positive peer pressure will be more effective than ANY amount of coaching that a sales manager can provide. It is also better received; it motivates and inspires each member to own their goals and achievements within the system.
When each member is self-driven to do better, they will seek the leadership that is necessary for them to gain better results. The employee will take it upon th
Selling through online auctions is a great way to earn extra cash or even start a full-time business. When you find your one stop online auction shop that's just right, it can become a very lucrative business. There are many auction websites, but you'll want to find a site that best fits your selling needs. Here are some tips. Be an Auction Lurker Before listing your items, observe the auctions for a while. See what's hot and what's not. Every auction site will have its own unique audience. Some will attract more of certain types of buyers than other auction sites. The auction company might advertise more to certain groups of people using banners or paid search engine listings. If you're selling wholesale products, then you will naturally want to list with an auction shop that attracts wholesale buyers who are looking for great bargains. If selling hou
Before the meeting, each person on the sales staff should create their own action plan. The action plan should be put in writing and should be developed by the employee, NOT the sales manager! This creates accountability, giving each member a sense of ownership and responsibility for achieving the goals of their action plan.
Unlike other methods of accountability, this action plan allows the salespeople to have the freedom to do it their own way while still keeping the objective in sight.
The Meeting
There are two goals of a weekly sales meeting:
1. Report production (How are we doing?)
2. Drive new production (How can we do better?)
Remember, the meeting should focus on producing sales results by highlighting each employee’s contribution toward that common goal or number.
Therefore, the sales manager should simply facilitate these meetings and help celebrate successes. Nothing more! Let the sales staff get involved in the meeting by showing each other what they have accomplished and brainstorm ways to reach the common goal.
Report Production: How Are We Doing?
Your sales meeting should begin by having each member of the team present/report their production from the previous week. They should have the floor to themselves and report their contribution toward your goal, or number, and the team.
Think about this: would you want to stand in front of your co-workers/peers and show them your less than positive results?
NO! And your sales staff doesn’t want to, either!
Your sales staff will be motivated throughout the entire week to be able to report positive data during the next week’s meeting. They will WANT to prove to themselves and their peers that they are making a great contribution to the team. They may not make that crucial extra step for the sales manager or for the company, but when their friends and co-workers are expecting them to hit that number, they won’t want to let them down!
This type of positive peer pressure will be more effective than ANY amount of coaching that a sales manager can provide. It is also better received; it motivates and inspires each member to own their goals and achievements within the system.
When each member is self-driven to do better, they will seek the leadership that is necessary for them to gain better results. The employee will take it upon th
Ethics in professional accountancy are of utmost importance. Now as the business and financial world is adopting international accounting and auditing standards, it is becoming all the more necessary to adhere to certain Code of Ethics prescribed by international and national accountancy bodies. Before arguing in favour of the topic, let’s have a look at some basic concepts:ProfessionA profession is an occupation that requires extensive training and the study and mastery of specialized knowledge, and usually has a professional association, ethical code and process of certification or licensing; for example engineering, medicine, social work, teaching, law, finance, the military, nursing and Accountancy etc. Classically there were only three professions: military, medicine and law. Each of these professions holds to a specific code of ethics and members are a
Therefore, the sales manager should simply facilitate these meetings and help celebrate successes. Nothing more! Let the sales staff get involved in the meeting by showing each other what they have accomplished and brainstorm ways to reach the common goal.
Report Production: How Are We Doing?
Your sales meeting should begin by having each member of the team present/report their production from the previous week. They should have the floor to themselves and report their contribution toward your goal, or number, and the team.
Think about this: would you want to stand in front of your co-workers/peers and show them your less than positive results?
NO! And your sales staff doesn’t want to, either!
Your sales staff will be motivated throughout the entire week to be able to report positive data during the next week’s meeting. They will WANT to prove to themselves and their peers that they are making a great contribution to the team. They may not make that crucial extra step for the sales manager or for the company, but when their friends and co-workers are expecting them to hit that number, they won’t want to let them down!
This type of positive peer pressure will be more effective than ANY amount of coaching that a sales manager can provide. It is also better received; it motivates and inspires each member to own their goals and achievements within the system.
When each member is self-driven to do better, they will seek the leadership that is necessary for them to gain better results. The employee will take it upon th
About This Article The following question comes from a real estate postcard survey I emailed to more than 3,000 agents and brokers. From hundreds of responses, I compiled a list of the most commonly asked questions about real estate postcards. This is one of those questions.Question: Should I handle postcard marketing myself or outsource it?Answer: A postcard marketing company can make your life easier. There's no doubt about that. I know this for a fact, because I've worked for two of them. But you shouldn't let a vendor run every aspect of your postcard marketing program. Such vendors are expert at handling the logistics of printing and mailing. But it's unlikely they are real estate marketing experts as well.My recommendation: Trust postcard vendors with the logistics of printing and mailing, but develop the strate
This type of positive peer pressure will be more effective than ANY amount of coaching that a sales manager can provide. It is also better received; it motivates and inspires each member to own their goals and achievements within the system.
When each member is self-driven to do better, they will seek the leadership that is necessary for them to gain better results. The employee will take it upon themselves to turn to the leader for guidance and coaching. They will turn to the leader for sales answers.
This means that your staff will be more receptive of suggestions and advice. It also means that you won’t be wasting your time giving lectures or reprimands to employees that you just can’t seem to motivate!
Reward Production
This is also a good time to recognize and reward individuals that have produced results OR have taken action that will lead to results in the future. Most organizations fail to recognize and celebrate these actions that lead to results, and are missing a great opportunity to continually motivate and inspire their team members!
For example, if a team member hasn’t actually made a sale, but has made several presentations to a number of people throughout the week, celebrate it! They are on their way toward producing positive results!
You know the actions that are required to make a sale, and you need to make the accomplishments of these actions just as important as the sale itself.
By letting each member shine and show their individual production, each team member will provide their OWN desire to produce results for the team!
Drive New Production: How Can We Do Better?
After everyone has given their report on their production from the week prior, it’s time to drive new production and have each salesperson determine a new action plan for the upcoming week.
The best way to drive new production is to have a creative roundtable discussion about how the team can hit the goal number for the coming week. The sales manager should simply facilitate discussion. This isn’t the time for you to bark orders or make everyone in the room listen to YOUR great ideas!
Allow each member of the team to choose how much of the number or goal they feel they can effectively be responsible for. Of course, make sure that the sum of everyone’s individual goals is equal to or greater than the total weekly number.
This conversation is effective because every person on the team has the same goal in mind. There will be many new ideas presented in this style of sales meeting, because everyone will have a chance to brainstorm and give input.
Because each member will have a voice, each will feel like the team goal is their own personal goal, and will feel like they are making a difference. This style of meeting is effective because it provides the members of the team with the structure, system, and accountability they need to produce the results that you want!
By having a production based organization, you will be able to facilitate sales meetings that will keep EVERY member motivated to contribute to the team! Giving each member the chance to own their individual goals and brainstorm ideas will give them the drive and desire to do just what you hired them to do—produce sales!
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