Month 18 – If Only I Knew

The Completion Level of Your Training.

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Week 1: 30 Minute Sales Meeting

30 Minute Sales Meeting – If Only I Knew

Most sales teams consist of sellers with varying lengths of time with the company. This leads to different perspectives of your company, product and processes, which can give greater insight into the information sellers believe would be helpful to do their jobs even better. If I Only Knew is a nonthreatening way to discover and uncover need-to-know information that can make each seller, and the entire team, more successful.

Download PDF: If Only I Knew

Week 2: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Are You Guilty?

Assumptions can destroy sales. What are your reps guilty of? Can they get out of their own way and open more deals?

Sometimes sales reps get in their own way of closing more deals. Investing time in discovering how a sale gets stalled is just as important as learning what to do to make more sales. Look at these five assumptions that destroy sales and have true confessions with your reps.

Sales Huddle

Review the five assumptions which destroy sales.

Each rep selects their number one assumption, explains why and offers tips to turn it around.

1. I know more than my customers.

2. My customers know more than I do.

3. The account is solid. I’m their go to person when a need arises. They’ll never go anywhere else.

4. It’s not worth investing a lot of time with this customer. They are small and will always be small.

5. This customer only gives me small orders so I don’t need to contact them often.

Download PDF: Are You Guilty?

Week 3: Amazing Motivating Movie Clip

Try Something New For 30 Days

Is there something you’ve always meant to do, wanted to do, but just haven’t?

Is there something you’ve always meant to do, wanted to do, but just haven’t? Matt Cutts is an engineer at Google, where he fights linkspam and helps webmasters understand how search works. Matt found himself in a unique situation and challenged himself to Try Something New For 30 Days. This short, lighthearted Ted Talk offers a neat way to think about setting and achieving goals. You’ll be able to have some fun to inspire and change the lives of your sales reps by taking on the Try Something New for 30 Days Challenge.

Movie Link (03:00) http://www.ted.com/talks/matt_cutts_try_something_new_for_30_days

Motivational Discussion Questions (Select One)

  • Let’s have some fun! What’s something you have always wanted to do (and is realistic to do) for the next 30 days? (Chart everyone’s challenge and check in daily with each member of the team.)
  • What do you think are the easiest and the hardest parts to committing to a Try Something New for a 30 Day Challenge? Who is willing to take on this Challenge? What are your recommendations on how we proceed and support each other?

Download PDF: Try Something New For 30 Days

Week 4: 10 Minute Sales Huddle Energizer

10 Minute Sales Huddle Energizer: Invite a Guest

Change up the pace from time to time.Invite professionals from other departments within your company to talk about their area of expertise and how it relates to the sales team.

When was the last time the marketing team explained face to face with your sales team what they are doing to build your company’s brand, influence customers and attract new prospects? Or have there been any issues with production, accounting, or logistics your reps need to know about? Or can you imagine how a few minutes of facetime with the President or CEO could motivate your team?

They key with an Invite the Guest is to keep it short! It’s a sales huddle energizer and the longer it goes, the more it turns into a meeting or a challenge between departments.

The goal is to build team synergy between departments, allow everyone to feel they are being heard, and also provide the
opportunity to shed some new light.

Sales Huddle

Invite a guest and suggest they discuss one of these two options, plus allow time for questions and answers:

1. Give an update about their area of expertise or their department and how it relates to the sales team.

2. Give an update on a new product, marketing launch, policy change or general business update.

Download PDF:Invite a Guest