Complacency
No Description
MORE DECKS TO EXPLORE
PRESENTATION OUTLINE
SESSION 1
Photo by NASA's Marshall Space Flight Center
COMPLACENCY
AND ADDING NEW ACCOUNTS
"NEW ACCOUNT" KPI'S
- New "meaningful conversations" per week
- "First meet (i.e., networking event) to phone call" ratios
- "Drop-ins" this week
- One key account you want to work on
- "New account emails" to send out
- The key is to emphasize and don't stop
- May take up to 2 months to build the habit
SALES BLITZES
REPORTING AFTERWARD-ALL PARTICIPATE
Have a plan layer out weeks in advance to help mentally prepare them.
Booklets handed out a week in advance
Have a fun place to report back to in order to share stories
Booklets handed out a week in advance
Have a fun place to report back to in order to share stories
Photo by Monica's Dad
SPEND EVEN MORE TIME ON CALLS WITH THEM
WITH THE OBJECTIVE BEING NEW ACCOUNT CALLS
Photo by Yasunobu Ikeda
COME TO MEETINGS WITH YOUR TOP 5 EACH WEEK
NEW PROSPECTS YOU'VE FOUND OR RESEARCHED
Photo by Leo Reynolds
SET TWO YEARLY GOALS
EXISTING GROWTH/NEW GROWTH
2x4 exercise
Tie their goals to something they want, not you
Ask them how they plan on rewarding themselves when they get there
90% of goal is acceptable
Tie their goals to something they want, not you
Ask them how they plan on rewarding themselves when they get there
90% of goal is acceptable
Photo by JohnONolan
COACHING
- What went well?
- What didn't go well?
- What lessons did you learn?
- What will you do differently next time?
MORE QUESTIONS FOR SALES MANAGERS
- What is the outcome you want to achieve?
- What if you tried to this point to break in?
- What assumptions could you be making?
- What is the prospect's pain?
- Where do you need my help?
- What do you think will happen over the next two weeks?
- Why do you think that?
EXAMPLES OF EFFECTIVE SALES MEETING CONTENT
- Opening inspiration - 2 minutes
- Success stories - 1 minute per team member
- Coaching & Training - 20 minutes
- Scoreboard - 10 minutes
- Summary of action items - 5 minutes
38 minutes total
