Playing a High IMPACT Game

Playing a High IMPACT Game

Sales Leaders,

If you were the coach of a high performing sports team, what would your team rally and conversation look like in the dressing room before game time?

  • Are you rallying your team to win this upcoming game?
  • Are you strategizing on game moves to play an offensive game against the competitive team to win?
  • Are you building confidence and getting them excited and motivated for the upcoming game?
  • Are they in strong shape to mentally and physically play this upcoming aggressive week?
  • Do you huddle and high-five and have your team cheer/mantra before you head out to the field?
  • What is the aura of your weekly sales meeting? Does your team leave more excited for an upcoming sales week?

What can you do to create a stronger IMPACT in your weekly sales meetings?

In our Sales Leadership Journey Program, we talked about this topic to get sales leaders to transition from mundane weekly meetings to being stronger coaches who rally their team at the beginning of the week.

Most sales meetings are too focused on last week’s sales achievements. You can’t do anything about last week’s sales numbers. You can do something about this week’s upcoming sales numbers.

You can’t do anything about last week’s sales numbers. You can do something about this week’s upcoming sales numbers. Click To Tweet

Here are 3 quick fixes to create stronger business rhythm:

  1. Other than secured sales – what are the next two important KPIs you want to feature on your dashboard?
  2. Apply the 5-5-5 Coaching Strategy to strategize on what you will do to win business this week.
    1. 5 minutes – one sales team member shares their customer situation
    2. 5 minutes – the rest of the team can only ask questions about the situation (great discipline to get the team to only ask questions, not provide solutions or sell too soon – yet)
    3. 5 minutes – the team can provide ideas, advice and solutions on how to win this business
  3. Get your team more involved in your sales meetings. Delegate a sales topic each week to a member of your team to provide a five to 10 minute sales training lesson.
Get your team more involved in your sales meetings. Delegate a sales topic each week to a member of your team to provide a five to 10 minute sales training lesson. Click To Tweet

One of our Sales Leaders in our “Leading Sales Success Journey” Program implemented a daily 4pm team call.  It has increased motivation and accountability…and best yet 25+ new clients since January 1st.  That’s great business rhythm!

BE MY VALENTINE – BE MY CUSTOMER!

BE MY VALENTINE – BE MY CUSTOMER!

Sales Leaders,

Remember when you were a kid and you had to put yourself out there in grade school and send a Valentine to everyone in the class, including the person you had a secret crush on? You would spend time personalizing all those Valentine cards, choosing different images and messages to add to every card. It was just as much fun (and sometimes painful!) to give those Valentine’s Day cards as it was to receive them…

This grade school Valentine’s Day ritual is a lot like Prospecting!

Who is the prospect you’re crushing on, the one whom you would LOVE to have as your next new customer? What can you do to #ShowTheSalesLove and get your dream prospect to return the love by granting you that meeting?

What can you do to #ShowTheSalesLove and get your dream prospect to return the love by granting you that meeting? Click To Tweet

Let’s think back to when you were 8 years old and had no fear during Valentine’s Day. Would you make a hand-written card, and spend time choosing the perfect Valentine’s Day message? Or would you do something bold and give them flowers, chocolates, or a teddy bear?

Be Creative and Bold this week. Choose the right messaging to get the attention of that “special someone” to create a sales relationship that lasts long past Valentine’s Day!

Be Creative and Bold this week. Choose the right messaging to get the attention of that “special someone” to create a sales relationship that lasts long past Valentine’s Day! Click To Tweet

Perhaps, you want to get really creative and send a v-gram or even send chocolates to get their attention! Or maybe you want to show the love to your favourite customers and thank them for their customer loyalty.

Whatever you decide to do, be sure to #ShowTheSalesLove this week!

 

STOP FOCUSING ON MONTHLY GOALS

STOP FOCUSING ON MONTHLY GOALS

Sales Leaders,

Did you achieve this past month’s sales goal?  Are you ahead or behind for the new fiscal year?

Too many sales leaders and their sales teams are only focused on achieving monthly targets – this will NOT help you exceed your sales goal for the year.  As a sales pro, you know that when customers defer decision-making, it elongates the sales cycle. You have to be focused on the bigger picture and the entire year in order to reap the best results.

The secret ingredient? Proactively identifying your 7-day task to achieve your yearly goal.

Sales Planning is all about alignment: Aligning your territory goals and plan with your company’s goals and plan.

Sales Planning is all about alignment: Aligning your territory goals and plan with your company’s goals and plan. Click To Tweet

From there, it’s about aligning every customer meeting to ensure it is purposeful in achieving your yearly sales goals and company goals.

The reality is, most sales professionals don’t take the time to analyze and build their territory and sales plan each year. This is critical to your sales success, especially as your goals will continue to increase each year.

In order to get the most out of your sales planning, we have created this Sales Plan Template, as well as this quick list of best practices for creating an actionable territory/sales plan:

> Align your territory goals with your company goals and other KPIs.

> Plan Early – You should begin territory planning at least three to six months before your new fiscal year so that when the year begins, you have a workable plan to put into action. If you have not done this, you can still do so TODAY!

> Analyze your territory – Break it down into A, B, C and even D accounts. How can you turn your B accounts into A accounts and your A accounts into A+ top accounts? Can you delegate your C and D accounts to inside sales or customer service?

> Know your numbers – How many new clients did you secure last year to achieve your goals? What is your average account size? How many accounts are above your average account size? How many accounts are below your average account size?

> Plan to Prospect – How many prospects must you secure in order to hit your sales goal? Which companies in your territory will you approach? Create your target “suspect” list.

Plan to Prospect - How many prospects must you secure in order to hit your sales goal? Which companies in your territory will you approach? Create your target “suspect” list. Click To Tweet

> How can you make every call more purposeful to align with your territory plan goals and company goals? Apply the PURPOSE consultative framework. Time is money.

> Managing your territory is like managing your own business. Maximize your products/services, smartly maximize the usage of your time, and you’ll see your territory grow like a profitable business.

What is Your Leadership IMPACT?

What is Your Leadership IMPACT?

Sales Leaders,

Are you feeling stretched SO thin – more than ever before? We’ve noticed that during the past several months, everyone, especially sales leaders, have been stretched SO thin.  Leaders are working more hours, connected to their mobile devices late into the evening and throughout the weekends, and even at family events. If this sounds like you, you’re not alone; being overstretched is a would-be pandemic that is affecting sales leaders everywhere.

The question is:

What kind of impact do you have and how STRONG is that IMPACT?

Being overstretched is a would-be pandemic that is affecting sales leaders everywhere. Click To TweetBeing overstretched is a would-be pandemic that is affecting sales leaders everywhere.

If you are working more hours than ever, what is the IMPACT you are having on your:

  • Sales team – Are you leading & coaching them to be strategic, proactive, and brave with their customers?
  • Your customers – Are you helping them to better understand their business issues and providing recommendations that improve their business performance?
  • Your leadership team – How are you influencing them to align with your team’s sales and customer goals?
  • Your own boss – Are you coaching up to influence change in your organization?
  • Your family – How are you creating a positive impact with your kids and spouse? 

Take a moment to consider the above list. What is one area in which you could make a bigger impact? Make time in your hectic day to pause and answer this question. It can seem counterintuitive, but pausing to self reflect can actually allow you to be more productive, and therefore, more impactful, overall.

It can seem counterintuitive, but pausing to self reflect can actually allow you to be more productive, and therefore, more impactful, overall. Click To Tweet

Our Teneo team has been reflecting, strategizing and even disputing how we can help sales leaders have a significant impact, yet do this simply.

Are you ready to harness the power of your influence, and make real impact in all sectors of your life?  Do you crave the knowledge of best practices and the awareness and insight of other sales leaders? The desire for these things motivated Teneo to found the EVOLVE Sales Leaders event – an event designed specifically for driven sales professionals, to allow them to create a strong community together.

Re-PURPOSE your product & price conversations to PURPOSE Business Conversations

Re-PURPOSE your product & price conversations to PURPOSE Business Conversations

Your objective is to change your typical product or price conversation to a PURPOSE business conversation.

You’ll be amazed at how much more you will learn about your client’s business and the incremental sales opportunities it will generate.  It will enable you to be strategic, proactive and brave – exactly what your client or new prospect is looking for. 

When we asked buyers & customers, we discovered that they felt that less than 10% of sales professionals were following a sales process or consultative framework during their meetings. How do we change this perception? The answer lies within the PURPOSE Conversation.

When we asked buyers & customers, we discovered that they felt that less than 10% of sales professionals were following a sales process or consultative framework during their meetings. How do we change this perception? The answer… Click To Tweet

Consistently applying the PURPOSE consultative framework in your customer conversations will truly distinguish you as a Top Sales Performer in the marketplace.

The PURPOSE Conversation is a simple framework.  It allows you to better focus on your client’s situation and business, thereby uncovering bigger & better opportunities. When you follow these steps in the PURPOSE sequence, you’ll be amazed at how much better your customer conversation will proceed. 

Let’s introduce you to PURPOSE:

Too often, we are preparing for a customer meeting in the client’s parking lot! To have a more effective and productive meeting, prepare at least 1-2 days in advance. Even just 10 minutes of preparation will create a better outcome for you- and leave you with a more satisfied customer!

To have a more effective and productive meeting, prepare at least 1-2 days in advance. Even just 10 minutes of preparation will create a better outcome for you and your customer! Click To Tweet