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Management Fast Start System

Management Fast Start System. Conducting Effective Sales Meetings. Purpose. To provide the organization the tools to maximize income and improve retention Track activity Celebrate success Offer solutions for areas of weakness

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Management Fast Start System

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  1. Management Fast Start System Conducting Effective Sales Meetings

  2. Purpose To provide the organization the tools to maximize income and improve retention • Track activity • Celebrate success • Offer solutions for areas of weakness • Inspire salespeople with sales and marketing ideas, valuable news on a point of interest • Set goals for the next meeting

  3. Goal … KEEP IT POSITIVE! • Sales meetings should be positive, a time to focus on team and individual wins, not individual problems • All discussion should be relevant and don’t allow people to present problems unless they also have potential solutions

  4. Objective • To get your sales force ready to SELL! This is accomplished by being consistent with the following areas in every meeting …

  5. Get the meeting off to a good start • Salespeople who come in for your meeting appreciate fresh coffee and punctuality. When conducting a meeting you need to be there prepared and ready to go before the first Agent shows up …

  6. Track Activity • Review with interest and drill down for the details on the previous three days’ activities … … activities such as: • Contacts • Appointments • Presentations • Sales • Sponsors • Attitude + Activity + Accountability = Sales Success

  7. Celebrate Success • Based on the Results, make your meeting about the person who is getting the Results

  8. Recognize Accomplishments • Take time to congratulate and thank your salespeople for meeting goals, closing deals and making money. Praise reinforces positive behavior and encourages everyone to do well!

  9. Share stories from the trenches • At least one positive “war story” should be shared in every meeting. These stories are engaging and fun to listen to, and they reinforce goals. • Questions you can ask to spur these stories …

  10. Drill Down Detail • How they made the initial contact? • What companies did they compete with for the sale? • What worked and what didn’t? • Sponsorships - how many?

  11. Encourage meeting involvement Involve Agents by having them demonstrate selling techniques Involve Agents by having them teach on a chapter from… “Secrets Of Closing The Sale” Tell me, I forget... Show me, I remember... Involve me, I understand!

  12. Offer Solutions for areas of weakness • Based on the Results, facilitate the discussion either through peer group success or with your experiences

  13. Provide valuable marketing ideas, sales ideas and training • Based on the results or a predetermined plan, you can have a prepared topic for discussion… • Marketing Ideas That Work • Whole vs. Term Life • Five Basic Needs • Door to Door • Side by Side • PMA – Positive Mental Attitude

  14. Product Knowledge • Make sure that Agents are experts on each policy in their portfolio This will instill confidence, and with this confidence they will be more likely to know what to recommend and… press play on the Laptop When you know … and when you know that you know … CONFIDENCE replaces FEAR!

  15. Sales Training • Selling is a profession …NOT an amateur sport Agents MUST become experts in the sales techniques of this profession

  16. Set Goals for the next meeting! • Based on identified opportunities for improvement, you must help them understand how they will get better and achieve their goals. • Contacts • Appointments • Presentations • Sales • Sponsorships • Learning Assignment

  17. An effective meeting requires forethought and prior planning

  18. Keys to an effective sales meeting • Interesting …… how? • Relevant ………………. examples? • Organized …………… on track? • Brief …………………….. finish on-time? • Positive …………………….. Ideas - Hope?

  19. In Summary: • Track activity • Celebrate success • Inspire salespeople with sales and marketing ideas, valuable news on a point of interest • Set goals for the day and week. Ask for a commitment to accomplish these goals • Last but certainly NOT least...

  20. Provide (training) solutions for areas of weakness. In order to provide the “right” training/solutions, we need to make sure we know what the areas of weaknesses are... In other words...

  21. As SALES LEADERS, we are to be problem solvers … in order for us to be effective problem solvers, we must be ... PROBLEM IDENTIFIERS!

  22. Problem Solving 101 You will learn: • The 5 Fundamental Truths of thisSales Profession • To solve the problem of sales ... or lack thereof! Only after you come to terms with the 5 Fundamental Truths

  23. “Rocks are hard, water is wet” The Art of Critical Thinking* *Involves skillful judgment as to truth; careful exact evaluation urgently needed and absolutely necessary

  24. Fundamental Truths • These 5 truths are just as true as they sound and they are just as simple as they seem “Rocks are hard and water is wet!”

  25. Fundamental Truth #1 Only two reasons for poor sales performance: • Lack of proper activity • Lack of sales skills Activity Skills

  26. Fundamental Truth #2 • Three presentations equal one close* *one close should equal multiple applications...Husband & wife, Package deal, etc. Presentations Activity Skills SALES!

  27. Fundamental Truth #3 Five full sales days in sales week: Presentations Activity SALES! Skills Money Hours

  28. Fundamental Truth #4 • Three to four presentations per day • Equal 15-20 presentations per week Presentations Activity SALES! Skills Weekly Goals Money Hours

  29. Fundamental Truth #5 • Fifteen presentations per week • With a 3:1 closing ratio • Equal five closes per week • Five closes should equal a minimum of seven to ten applications for the week* Presentations Activity SALES! Weekly Results Skills *one close should equal multiple applications... ...Husband & wife, Package deal, etc. Weekly Goals Money Hours

  30. Problem Scenario #1 • Agent: Emma Laceyone Three presentations for the week with one close NAME THAT PROBLEM

  31. Lack of Proper Activity

  32. Problem Scenario #2 Agent: Iggy Noramus Fifteen presentations for the week with one close* NAME THAT PROBLEM *assumes Agent understands definition of a presentation

  33. Lack of sales skills

  34. Problem Scenario #3 • Agent: Ima B. Esser Thirty presentations for the week with three closes NAME THAT PROBLEM

  35. Doesn't have an “honest” definition of a presentation This doesn't add up...

  36. 30 pres. x 1.5 hr. = 3 hrs. drive time per sales day= One 30 min. lunch per sales day= 45 hrs. pres. time 15 hrs. drive time 2.5 hrs. lunch time 63 hrs. total 63 Hours divided by 5 sales days = 13 hour work days??? Hmmm ??? Let’s do the math…

  37. Questions/Comments?

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