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FormulaWon Growth TracksVirtual Sales MeetingSales Meeting Structure

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House Keeping– Sound: VoIP or Telephone (Audio Pin #)– Type questions or raise your hand to speak– Recent webinars on portal home page– Next Webinar is Focus on Success

• Thursday June 16th at 2:00PM Eastern Time• Topic: vCIO Panel

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Virtual Sales Meeting

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Inside Sales Champions

• We’re experiencing dramatic results with the members of our Inside Sales Champions program

• Go to members.trumethods.com/insidesalesto learn more about how it can help your Inside Sales process

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June 9th-11th

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Sales Meeting Structure

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PBR Review

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Purpose of a sales meeting

• Discipline• Accountability• Education• Positive coaching

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Results of a sales meeting

• Culture of success• Higher expectations• Attitude, self image and self-discipline• Command of the process of building a sales

engine

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What makes great sales meetings?

• Structure• Brutal Honesty• Positive Motivation• Rhythm

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A sales meeting isn’t…

• …a time to explain away poor results• …a time to paint a rosy picture of the future• …a time to reprimand the team• …a time to complain

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Who should attend?

• Owner • Sales Manager• Inside Sales• Outside Sales• Marketing• Possibly vCIO

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Schedule the meeting

• Weekly frequency• Don’t deviate from the time!• Top priority: everyone attends every week• Make it the first activity of the day• Make it early in the week

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Preparation

• Use TruMethods Playbooks– Inside Sales, Outside Sales, vCIO

• Use the TruMethods Outside Sales Review Sheet for every prospect on the PBR

• PBR• Rotate facilitators• Be sure everyone comes prepared

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Structure

• Good News– Personal or Professional

• Weekly Activity Review– Inside sales playbook– Outside sales playbook– Marketing campaigns and results– Warm lead activities– vCIO Playbook activities

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Structure

• Activity is not your job• Process and results are built on top of activity

100% of activity goals 100% of the time

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Structure

• Review First Time Appointments (FTA’s)– Review Outside Sales Review Sheet– What was the outcome and what is the next step?

• Review appointments scheduled for the week– Source of the lead– What do we know?

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Structure

• PBR Review– Closed sales & Lost sales– 30 Day Prospects

• Outside Sales Review Sheet• Next step & who controls it• Predicted close date• What action can we take to move it closer to closed?• Who should move down to 31-60 or move off?• Update the current month’s forecast

– 31-60 Day Prospects• What action can be taken to move them to a 30 day?• Who should move off?

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Structure

• PBR Review– This is like sport team watching film– Don’t get better at the wrong things

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Structure

• PBR Review– vCIO

• Closed NRR or MRR upgrades• Status of outstanding proposals & next steps• New project proposals• MRR upgrade proposals• Update the current month’s forecast

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Structure

• Where are you stuck?– What issues do you need help with?– What obstacles are you facing?– Brutal honesty

• Training Time– Role-play– Internal training– TruMethods training

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Structure

• Monthly– Review monthly, quarterly, and YTD results

• MRR, NRR• Sales activity• Marketing results• Warm lead source results• Close ratios• Prospect database review

– Forecast next month• How will you achieve the forecast?• How many ways can you get there?• Be realistically optimistic

– TruMethods Virtual Sales Meeting

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Summary

• This is not just a status meeting• Actions should come out of a sales meeting• Ask yourself and others tough questions• Be accountable and hold others accountable• Discipline equals success!

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Summary

The most important 30 minutes of the week!

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Q&A© TruMethods, LLC. 2016 - All rights reserved.