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LNL0965
Conducting Effective Sales Meetings
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Purpose
To provide the organization the tools to maximize income and improve retention
1.Track activity
2.Celebrate success
3.Offer solutions for areas of weakness
4.Inspire salespeople with sales and marketing ideas, valuable news on a point of interest
5.Set goals for the next meeting
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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
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Objective
To get your sales force ready to SELL!
This is accomplished by being consistent with the following areas in every meeting …
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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 …
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Track Activity
Review with interest and drill down for the details on the previous three days’ activities …
… activities such as:
1.Contacts
2.Appointments
3.Presentations
4.Sales
5.Sponsors
Attitude + Activity + Accountability = Sales Success
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Celebrate Success
Based on the Results, make your meeting about the person who is getting the Results
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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!
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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 …
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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?
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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!
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Offer Solutions for areas of weakness
Based on the Results, facilitate the discussion either through peer group success or with your experiences
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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
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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!
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Sales Training
Selling is a profession …NOT an amateur sport
Agents MUST become experts in the sales techniques of this profession
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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
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Keys to an effective sales meeting
Interesting …… how?
Relevant ………………. examples?
Organized …………… on track?
Brief …………………….. finish on-time?
Positive …………………….. Ideas - Hope?
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In Summary:
1. Track activity2. Celebrate success3. Inspire salespeople with sales and marketing
ideas, valuable news on a point of interest4. Set goals for the day and week. Ask for a
commitment to accomplish these goals5. Last but certainly NOT least...
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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...
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As SALES LEADERS, we are to be problem solvers … in order for us to be effective problem solvers, we must be ...
PROBLEM IDENTIFIERS!
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Problem Solving 101
You will learn:
The 5 Fundamental Truths of this Sales Profession
To solve the problem of sales ... or lack thereof!
Only after you come to terms with the 5 Fundamental Truths
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“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
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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!”
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Fundamental Truth #1
Only two reasons for poor sales performance:
Lack of proper activity
Lack of sales skills
Skills
Activity
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Fundamental Truth #2Three presentations equal one close*
*one close should equal multiple applications...Husband & wife, Package deal, etc.
Activity
Skills
Presentations
SALES!
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Fundamental Truth #3
Five full sales days in sales week:
Activity
Presentations
Skills SALES!
Money Hours
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Fundamental Truth #4Three to four presentations per day
Equal 15-20 presentations per week
Weekly Goals
Activity
Presentations
SALES!
Money Hours
Skills
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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*
Weekly Results
Weekly Goals
Activity
SALES!
Money Hours
Skills
Presentations
*one close should equal multiple applications......Husband & wife, Package deal, etc.
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Problem Scenario #1
Agent: Emma Laceyone
Three presentations for the week with one close
NAME THAT PROBLEM
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Lack of Proper Activity
Daily Weekly
50 Contacts 240 Contacts
5 Appointments 24 Appointments
3 Presentations 15 Presentations
50+ Sponsors 240+ Sponsors
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Problem Scenario #2Agent: Iggy Noramus
Fifteen presentations for the week with one close*
NAME THAT PROBLEM
*assumes Agent understands definition of a presentation
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Lack of sales skills
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Problem Scenario #3
Agent: Ima B. Esser
Thirty presentations for the week with three closes
NAME THAT PROBLEM
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Doesn't have an “honest” definition of a presentation
This doesn't add up...
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Let’s do the math…
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 ???
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Agent Contacts Appointments or Worksite Surveys
Presentations With Decision Makers ADP Sales Income Sponsorships
Curley 240 24 15 10 1 300 7
Moe 120 24 22 19 7 2,400 190
Larry 150 5 5 5 5 1,900 5
Mary 40 15 12 12 4 1,400 240
Martha 200 40 10 6 3 8,450 0
Skippy 70 18 8 8 3 1,000 80
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Questions/Comments?
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