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Foundation Certificate Programme

Webinar 2 - Wed 9th March, 2011.

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Intentions for this SessionExperience and understand basics of effective sales

management • Meet your Sales Manager and Sales Team• Participate in your Weekly Sales Meeting• Discover Weekly Sales Reports

Continue to improve your sales effectiveness • writing and delivering responsive sales scripts,

questioning techniques for exploring, focussing on and solving clients’ problems

Start improving your sales efficiency with: • KPIs, metrics, reports and targets for your sales

activity• expert tips for managing distractions

Crank up your sales empowerment with • powerful Buddy Boosting Strategies

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Welcome to

YOUR

Weekly Sales Meeting

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What is A Sales Meeting?

• Formal communication between:– Sales Manager >>> and Sales Person / Team

• Report Results and Key Performance Indicators (KPIs)

• Review Activity, Results, Deliverables (assignments)

• Cultivate healthy competition and best practice

• Give & Receive Feedback

• Recognise & reward good & great performance

• Identify & manage under-performance and skill gaps

• Develop & up-skill - for immediate and longer-term needs

• Present plans, forecasts, previews of things coming up

• Share AOB’s - relevant to Sales Team, eg: news, highlights

• Encourage & motivate for the week ahead

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EMPOWERMENT

How would a weekly sales meeting benefit:

• You?• Your Business?

Who is:

• Your Sales Team? • Your Sales Manager?

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EMPOWERMENT

FCP Sales Meeting Ground Rules

• Attendance is mandatory• Preparation is mandatory• Chatham House Rules - please respect the info being shared - do not repeat or share recordings

• Focus on numbers first - embellishment and stories by invitation only!

• Respect your Sales Manager!• Respect Your Sales Team• Respect the agenda and time• Be Your Affirmation when you join the meeting

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Agenda Week 2 Sales Meeting - 9/3/11

1. Weekly Sales Reports 1. Each person reports their Results and KPIs - 2 mins each

(max)

2. Assignment 1 - Weekly Reports

2. Weekly Sales Review 1. Assignments

2. Leader Board & Sales Award/s

3. Activity, performance, results

3. Weekly Sales Script Surgery with Mike (role play)

4. Weekly Feedback 1. Help with under-performance and issues

5. Support and Accountability - Buddy System

6. Next Week Preview - Sales processes & metrics

7. AOB - Announcements

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EFFICIENCYSales Reports - Results and KPIs

KPIs vs Results: your performance leads to your results.

Results are the things you want: eg: bank balance, cash flow, sales, profits

KPI’s measure the smaller thing/s you need to PERFORM

- to get the RESULTS you want.

If you’re not measuring your KPI’s - you can’t manage them

Sales KPI’s fall into 3 main areas:

Activity eg: # of calls, # of hours on phone, # hours doing sales activity

Effectiveness eg: % of presentations that convert into a ‘yes’

Efficiency eg: calls per hour, orders per conversation

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EFFICIENCYWeekly Sales Reports - max 2 minutes per person

KPIs:

1. How many leads were on your list?

2. What was your desired outcome with these calls? 1. Sales appt / order / proposal / first paid booking / other?

3. How many leads did you attempt to call?

4. How many decision makers did you actually speak to?

5. What was your actual outcome? eg:• How many 1st appointments did you set?

• How many sales appointments did you make?

• How many sales did you make?

Results:

1. # of sales made, total £ value of sales, total £ cash received.

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ASSIGNMENT 1

Weekly Sales Reports

• To be completed and submitted each week

• Report for period: Monday - Sunday.• Report due by: midday Tuesday

following. • Email to:

fcpsalesmanager@revsales.co.uk

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ASSIGNMENT 1

Weekly Sales Reports

• My objective with each call is to: Eg: Make appointment / invite to webinar / get paid

booking

• # leads on list• # leads I attempted to contact this week• # leads I actually contacted this week• # of YES’s I got• # of NO’s I got • # of MAYBE’s I got• # of hours I spent making these calls• I need help with:

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WEEKLY REVIEW PART 1

Leader Board - by KPIs

• Activity• Performance• Results

• Sales Award for Top Performer - Script Surgery with Mike

• At this stage we’ll focus on what worked.

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WEEKLY SCRIPT SURGERY

• This script got the best results this week

• Take notes at each stage of what worked - and on Mike’s suggestions for further improvement

Assignment:

• Deliver YOUR script to at least 5 qualified decision makers.

• The best performer next week gets a Script Surgery with Mike.

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WEEKLY REVIEW PART 2

What didn’t work?

Observe and discuss - in context of 3E’s

Where were you lacking?

• Effectiveness - keep practicing and using theory

• Efficiency - what does it take to be efficient around sales? How can you manage focus and distractions?

• Empowerment - head space, environment, accountability

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WEEKLY REVIEW PART 2

Focus on Efficiency - Eliminate Distractions

• Loud noisy environments

• Lack of focus

• Checking emails

• Internet and Facebook

• Instant Messages popping up - Skype / FB etc

• Inbound calls and texts

• Mind chatter - mentally managing things

• People interrupting your flow

• Too many ‘windows’ open (on your computer)

These things break momentum and will LOSE you sales!

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ASSIGNMENTS

1. ACTIVITY Complete 5 - 10 sales calls 2. RECORD Complete sales report for week

commencing Monday and ending Sunday.3. REPORT Submit weekly sales report by

midday Tuesday for week ending Sunday to fcpsalesmanager@revsales.co.uk

4. SUPPORT Work with and support your buddy in completion of this week’s assignments

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ANNOUNCEMENTS

DATES FOR YOUR DIARY

Thu 31/3/11 - Bonus FCP catch up session 3 pm - 6 pm

Followed by…

Thu 31/1/11 - Monthly Movie Night - 7 pm - 10:30 pm

Wed 20/4/11 - FCP Graduation Session with Social Event

Wed 27/4/11 - Monthly Movie Night - 7 pm - 10:30 pm

OFFERS

• REVsales Skills Profile with FREE Coach Carter DVD - £90

• REVsales Skills Feedback Session - 10% off in March - £135