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Today, I had what I feel was one of the best sales meetings that I have ever had. It was well-planned and well-executed. I even had three of my directs compliment me after the meeting. I indicated to my team that a scheduled block of ride a longs are now part of our weekly routine and that each Tuesday, Wednesday and Thursday we will be meeting in our "mission control center" (BTW, the banner I had designed showed up this morning right after our meeting. I immediately began climbing over the cubes and got it hung. Looks amazing.) for what I call "rally stand ups."

I am looking to get an idea of what each rep is doing that day as well as what accomplishments they had on the previous day. Any advice on how to make this as exciting and motivating as possible?

Also, I have instituted two blocks of "prospecting time" on Thursdays. The first block is 9-11am and the second block is 2-4pm. One of these times is mandatory (we are an outside sales team but this prospecting is crucial to their success) My team understands that their goal is to uncover and set 3 new appts per week. I will be having a meeting (in person or conference call) at 4:30 on Thursdays following the last calling block to recap the results. What is the most effective way to penalize (or coach) those that DON'T meet the goal? They will be in front of their peers so which approach makes the most sense? Thanks in advance!!

cb_bob's picture

Yahtzee -

It sounds like you had a great meeting! Now that you have made your very aggressive schedule known, it is time to show that you are as committed to it as you would like your directs to be.

Is there room in your schedule for another prospecting session on Friday? You could make this session mandatory for those reps who do not make their appointment goals. This strategy works great for us when we have branch managers who do not meet their monthly recruiting appointment goals (I work in real estate).

Bob

yahtzee's picture

[quote="cb_bob"]Yahtzee -

It sounds like you had a great meeting! Now that you have made your very aggressive schedule known, it is time to show that you are as committed to it as you would like your directs to be.

Is there room in your schedule for another prospecting session on Friday? You could make this session mandatory for those reps who do not make their appointment goals. This strategy works great for us when we have branch managers who do not meet their monthly recruiting appointment goals (I work in real estate).

Bob[/quote]

Not much time available for me on Friday (i have my own forecasting call to hop on as well as catch up from being out all week) but having a non-performer in another session certainly isn't out of reach. Thanks for the reply.

kenstanley's picture

[quote="yahtzee"] What is the most effective way to penalize (or coach) those that DON'T meet the goal? [/quote]

Give them lots of feedback according to the model.

And how about posting a picture of your new banner?

JorrianGelink's picture

"Mission Control Center" is brillant I would love to see a photo of that banner also. That's awesome!!!

Important Step One: Maintain the schedule and stay committed to holding it down.

Important Step Two to point out underperformers: Easy stuff, have the names of those who rocked and give them special commendation, make them feel fantastic and are approachable so those who are underperforming ask for help later on or ask "Wow, that recognition was amazing I should step up my game"

Don't penalize those not hitting goals, show them the light of where they can find success.