Sales Themesselling issues
Launch Meeting Topics, Agenda & Best Practice
Since your sales launch is the only global sales reunion that takes place every year, you want everyone in your circle to inform you about the company's strategy, train you on your new product, inform you about the competitive situation, and reactivate you to return to the sales floor. Having provided the keynotation to hundred of sales occasions and sales conversations, I would like to highlight 5 key performance indicators that need to be considered when scheduling your yearly sales brief.
You can classify sales organisations according to their level of sophistication. Each sales organisation can be categorised according to whether it is in a builds, competitions, maintenance, expansion or pull phase. During the construction phase, the sales organisation is established for the first time. When the sales organisation gets older, it will either prolong its past performance and have a long life, or it will experience a downturn and be compelled into the culling phase where it must scale back.
In the following diagram, the relationship between the phases of the sales organisation, the requirements in each phase and the lifecycle of the business is shown. As each phase faces a number of different issues, the starting shot for achieving the objectives, structures and results is also quite different. During the construction phase, the greatest sales and marketing task is the creation of adequate sales and marketing cover and the establishment of a functioning sales and marketing mode.
Therefore, the emphasis of the sales launch is on acquiring the constantly developing business presentations, the study of the product and the development of the sales initiative of the organisation through comprehensive exchange about the work in the sales force. Probably this gathering will be carried out as a coherent group in the form of "assembly" and took place in the head office or near.
On the other hand, a sales start for a maintenance firm is quite different. Emphasis is shifting from scale the business to maximize sales effectiveness by reducing selling costs and raising selling averages. Sales organisation is fully occupied with more permanent sales staff. We segment them according to the sizes of the companies they rely on, and the industry's vertically integrated sales professionals span financial, public sector, retailing, sales, healthcare, and more.
Therefore, the sales start should be organized in such a way that it meets the needs of the individual segments and creates added value from the point of view of the sales manager. Consequently, this session will use breakeven meetings and take place in a sought-after venue, most likely far away from the board. It can be very daunting for sellers to face these sector hubs.
Due to the "push" versus "pull" features of the markets that divide the 3 products from the 1, sales starts must be entirely different. As an example, the sales force of Device 3 must expand to new customers by implementing their solutions and advantages to sceptical, risk-averse shoppers (this calls for comprehensive education and practical know-how sharing such as best practice vendor panels).
On the other hand, the fact that it is such a well-known undertaking means that its sellers are drawn into new possibilities because of their own positions in the relevant markets. Each sales organisation has its own strength and weakness. When asked, for example, to rate the sellers they encountered last year, only 54% were able to clearly demonstrate how their solutions had a positive impact on their businesses, only 31% were able to speak efficiently with their company's managers, and only 18% were rated as trustworthy consultants who respected them.
A sales launch is a great way to concentrate on the unique shortcomings of your business and enhance the overall effectiveness of the group. Unfortunately, some sales organisations have not really pinpointed or precisely pinpointed their vulnerabilities. This is one of the main motivations why I like to carry out comprehensive pre-meeting research, sales force interviewing and on-line sales organisation survey before I put the sales launch of a business in the foreground.
Ultimately, it is the seller's qualities that should be seen as the determining factors in the supplier's bid for the deal. This is because the seller defines the sound for the relation to the potential purchaser. Purchasers can imagine a seller as someone trying to resell something, a contractor with whom they do deals, a strategically important corporate associate, or a trustworthy consultant whose views on commercial and private affairs are gathered and heard.
Obviously, a trustworthy consultant has considerable advantage over rival sellers. At the most, the lack of an items on the sales launch agendas is a detailed breakdown of how B2B analysts think and what they really have in mind. How do they perceive the sellers they encounter and how do they finally decide between them?
That is the kind of expertise the sales force craves. I' ve written a compelling research paper on the gap between high-performing and low-performing sales organisations that confirms that high-growth sales organisations have a higher degree of morality. And fifty-six per cent of high-performing sales force members said that their sales organization's ethics were higher than those of most sales agencies, versus only 11 per cent of sales force averages and 21 per cent of sales force below averages.
On the other hand, 35 per cent of below-average salespeople and 27 per cent of middle managers reported that their sales organization's moral standards were lower than those of most companies, as shown below. How high is the moral of your sales organisation? Here, too, the Sales Kitchen Off Event offers a singular chance to achieve immediate improvements.
Rather than team-building practices or game play, moral enhancement is a policy effort that involves a range of scheduled message and co-ordinated action. Place of the event, topic, agenda, giving aways and each moderator are part of the moral enhancement game. One of the things I was responsible for as VP of Sales was that our sales launch was a resounding success. What I did was to make sure that our sales launch was a great one.
As it was the only global sales team event held annually, I wanted everyone to quit the event that was training on our new product, being well informed about the competitive situation, and most of all being reactivated to return to the sales floor and start selling. Having participated in more than a hundred sales kick-offs as a keynote-speaker I can now confirm that the first steps towards the success of a sales kick-off start with the choice of the right topic.
Keeping this in view, here are five things you should consider when choosing your opening sales topic. One of the most important things to consider when choosing your topic is the sales representative's moral high. Every sales representative goes through high and low moral cycles.
If the moral is high, you can be more imaginative with the topic you have chosen and take greater chances. One of the best sales whistle I have ever visited, for example, was inspired by the topic "An evening at the Oscars". "Prior to the meetings, each sales region produced its own videotape of the typical daily sales activity.
On the other hand, I would not suggest such an exaggerated subject in difficult circumstances. At this point, the topic should be more commonplace such as "Better, Harder, Faster," which provides a forum where moderators can meet to discuss changes and pending enhancements. When you' re in the middle of a fusion, choose a topic like "winning together", which encourages team work, or something like "The Power of Synergy", which emphasises how businesses are bigger together than if they were two.
And what's the salesantra? As a rule, the manager of each sales organisation has a clearly delineated area of improving the external service for the new year. Of course, it makes good business of making this mantras the basis of your sales launch theming. As an example, one of the companies wanted to concentrate its sales teams on concluding larger transactions.
You chose a topic around ball and used the slogan "Swing for the Fences! "During the entire get-together, they showed footage of the greatest homerun hit of all times. During their prize dinners, the Vice Presidents of Sales presented registered bat products to the top sellers.
Shouldn't the topic be focused on your archive rivals? So for example, instead of an equivocal topic like "In it to win it", use your competitor's name in the sales pitch like "BEAT ACME!
" Keep in mind that sometimes the simplest topic is the best. Could the speakers discuss the topic? Its slogan is crucial because it provides the central concept from which the moderators of the meetings can draw. Recently I took part in a get-together where the topic was "Reach for the Stars" with an artwork of a missile on its way into orbit.
While not necessarily a poor topic, it turned out to be hard for speakers from areas such as sales, technology and service to integrate it into their presentation. One better spatial topic would be "All Systems Go! "This would have allowed the speakers to present all the new product and enhancement programmes introduced in their area of the company.
Take into account the Meetings Taking into account. It is very important that there are three kinds of meetings available to the participants participating in the sales launch. Firstly, all presentation and discussion information should be available on-line via the web. Don't let yourself be trapped in linking the effectiveness of your meetings to the breadth of material you distribute.
Secondly, you should make available some kind of sales capability that you can improve yourself (e.g. a copy of the pre-sales strategy book). In the ideal case, you want your takesaways to be adapted to your topic. Thus the meetings platforms of "Swing for the Fences" received different coloured corporate caps and shirts, which indicated in which group they worked for training teambuilding.
Make sure you don't save on take-aways, because your yearly sales launch is the most important sales talk of the year. Selling is more than a game. Sale is the artistic juxtaposition of texture and free thought, trial and human, logics and emotion. Heavy Hitter's approach has enabled more than 100,000 sellers to achieve top sales with businesses such as Google, IBM, EMC, Oracle, AT&T, PayPal and Allstate Insurance.
Heavy Hitter is used as a topic in about half of the sessions he attends. Session schedulers will usually dress up the location with a sport-related topic that focuses on baseball/sport, team work, excellency and victory. Furthermore, the topic is enhanced by a convincing takeover as every participant of the sales meet gets a copy of Heavy Hitter Sales Linguistics:
Expanded sales talk strategies for senior sellers or Heavy Hitter I.T. sales strategy: Competition experience from interviews with more than 1,000 important decision-makers in information technology and top sellers. In the last few month alone, I have been interviewing a hundred top sellers as part of my preparations for the speech I will be giving at their company's sales launch.
On the basis of these debates, here's what the Heavy Hitters expect from their next sales pitch. Cutting-edge, best selling techniques. Sales people don't want to be constantly remembered about the sales fundamentals they already know. Some of the best sellers, the most reputable sellers, always tell me that they want to know something new about their salesmanship.
You want to inform yourself about the latest sales and distribution trends. Therefore, I suggest meetings on current sales psychological research, the interpersonal character of the group choice, and the sales vocabulary (how the customer's minds use and interpret the vocabulary). Not only are these topics intriguing, they also help to ensure the ongoing prosperity and development of leaders.
Those are really hard times to be in sales. There are several businesses I know that have reduced or even called off their yearly sales calls. It is a big error, because one of the most important things in any sales conversation is the maintenance and nutrition of the team's psychological state. Yet the real thing is that not everyone is going to make his odds during this downturn (and this also involves some of your best sellers).
The aim should therefore be to conquer two of the sellers' toughest enemies: gloom and self-doubt. Salesmen' track records. Whilst the sales force is making great efforts to deliver client hit books, the sales force wants to find out where, why and how their peers have done it. It is highly recommended that sellers be asked about their successes by an experienced facilitator in a board.
Although this will require thorough training to be effective, it is the most crucial part of the overall session. Create a fun, fictional sales pitch animated film. In the coming few month, tens of millions of companies will begin to plan their yearly sales talk. Surely there will be many sleepless days for the folks who have to select the site, amenities and detail to make sure the launch is a hit.
After giving keynote speeches to over a hundred yearly sales calls from businesses of all sizes, from start-ups to multi-billion dollars huges, here are five ways to help you make your sales call a successful one. Salesmen' track records. The majority of sales calls do not cover one of the most important issues - the salespeople's track records of how they won their saleskeys.
Those tales are very important because they deliver a model for sales performance that can be replicated by the remainder of the group. There are two ways to present seller sales breakthroughs. Firstly, you can let the sellers present the history themselves via PowerPoint. One of the most difficult things a salesman can do, however, is to present himself to other people.
Consequently, these kinds of presentation typically miss the point of clarifying the complexity of the sales strategies and accounts execution capabilities that were actually involved in closing the business. Rather, I would suggest that you have your top sellers interviews in a talkshow programme by a presenter with an in-depth sales ground.
I' ve found that this type of panel is the most efficient way to pass on both the material and immaterial aspect of the win to the remainder of the group. Teambuilding. It is the aim of every teambuilding activity to develop "Esprit de Corps" or Teammoral. Unfortunately, some well-intentioned team-building happenings have done exactly the opposite.
As an example, a gathering that I attended demanded that everyone wearing laughable suits for the "obligatory" team-building outing. Trust me, this group, which was made up of very experienced sales people, was not at all enthusiastic. On the other hand, one of the best teambuilding sessions I've ever seen was on the TV show survival.
Each participant was given a different coloured headscarf at the beginning of the event, indicating to which "tribe" he was a member. During the entire session after each session, incidental clan officials were used to respond to prior session queries and try to score points. The majority of competitor assessment speeches given during sales calls are too theoretic.
Quite simply, they do not offer hands-on strategy and practice-based tactics to beat archrivals. Consequently, their analyses are too simple or too general to supply the sterling orbs that sellers need to beat their warriors. Because of all these factors, I strongly suggest that you perform a genuine win-loss assessment, in which your customers' decisions (from profits and losses) are questioned before the meetings.
Developing sales competencies. Most of the sales talks I attend are attended by experienced sales people. Therefore, it is considered that there would be no need to develop sales capabilities. Heavier hitters (really great sellers) are always looking to enhance their play. But they don't want to listen to Sales 101 advices.
Rather, I have found that they are very interested in studying how to enhance their powers of persuasion and understand the most challenging part of salespeople! Offer sales training sessions on sales psychological, client communications and sales innovation in order to control the sales processes. Launching sales agenda: Most important meeting of the year!
Whether your organization describes it as an Annual Sales Meetings, Sales Conferences or Sales Rallys once a year, the Sales Kick-Off is the most important sales event of the year. Following the keynotation of more than a hundred sales kick-offs, here are some suggestions on how best to organize the sales kick-off schedule for a one-and-a-half-day business lunch.
Preparation and motivation " are the key goals of the one and a half days sales kick-off schedule. "Due to the fact that the session is brief, there is not enough free space to dedicate yourself to extensive practical work. Welcome-I suggest that a top manager act as moderator for the whole session.
He or she will help keep the session on course, check the daily schedule, and give participants household directions, such as when and where to attend meetings. The Global Sales Reviews - Vice Presidents of Sales reviewed the previous year's results and discussed the achievements, issues and objectives for the coming year.
Keynote Speaker Guest - In this keynote speaker session you want a strong moderator with an effective sound that matches the sales launch topic. Department updates from service and technical assistance, consultancy, training, partner and alliance, production and sales. A quick, contemporary, sales-oriented display that contains a good portion of humour and some striking take-away points (30 minutes).
Award ceremonies for top sellers, executives and sales force appreciation. Client representation reviews - Since client representation is one of the most important elements in the sales process, it should be passed on in its totality to the sales people. Case Study Reviews - This meeting includes an overview of how the company's solution has had a positive impact on clients, along with strategy for using these storylines in competitively driven sales environments.
Sellers' Success Stories - One of the most important facets of the sales launch is that sellers share their experience of where and why they have won. However, I suggest a vendor discussion board with an expert presenter as the best way to achieve this. Selling Cycle Management - The best sales conversations give sellers a model of how consumers make their purchasing choices and how they can best control the selling proces.
- The Vice President examines the core message of the event and concludes the opening with a call for action. This meeting will help sales forces use the CRM system to help minimize their spending on CRM spendings. This is a tech lesson that shows how to adapt a demo to accentuate your product's supremacy and differentiate clear benefits. Distinctions between competing competitor brands that allow the sales force to make and maintain declarations of superiority.
Selling Skill Training - Sellers don't want to be constantly remembered of the selling skills they already know. You want to be informed about the latest developments in sales for continuous individual development; suitable subjects are, among others, sales psychological, sales language and sales intituation. After all, I'm not a big fan of the sales start participants dragging thick binding materials back home on their planes.
The folder will probably never be opened again anyway, so put all your review material on-line. Suppose you are responsible for scheduling the start of your company's yearly sales, the most important sales talk of the year. You have selected the best venue, the right hotels and are in the middle of finalising the agendas for the meetings.
Celebrities, motivators, big names in the business, and sales professionals can be selected from four major categories of lead presenters. Lastly, there are sales professionals who are sharing their unique sales-related expertise and know-how with the public. These are five key question you should ask a prospective principal presenter to see if he or she is suitable for your session or not.
There'?s no two sales reps that look exactly the same. Each sales team is three-fold unique: sales complexities, sales expertise levels and moral status. Possibly the greatest error in choosing a sales starter is choosing a moderator whose key messages don't relate to the product you're selling or that matches the finesse of the salesperson.
Another important aspect is to ensure that the spokesperson is consistent with the ethics of the field staff. A lot of sellers are lucky, some are indifferent, others are discouraged. What would you do to get ready for our get-together? Although you can resell the same product as several other businesses, your sales representatives face unique competition in the market.
Therefore, the moderator should perform in-depth preliminary interviewing and careful research to make sure he knows your market place, your product and your sellers. Because sellers make a livelihood from it, they know when they will receive a "preserved" representation. Even the most effective sales presentations include everyday life aspects.
Therefore, the way your presentations are presented needs to be adapted to help overcome the most difficult barriers your sales representatives face. The audience appreciates a moderator who has taken the necessary amount of patience to grasp his own challenge and provides him with immediate access to strategy. What are the typical times when you present yourself at the sales launch?
At the opening of the session, if the place is at the opening of the session, you are most likely looking for a strong moderator with an effective messaging (because he or she is likely to speak directly to the President, Chief Executive Officer or VP of Sales of your company). One of the best ways to make a sustainable difference is to provide take-away material that sellers can use over the long term.
After all, one of the most important things to remember during the recruitment lifecycle is how well the spokesperson matches your sales start topic. Your best presenter will focus his speech on your topic and will adapt his materials accordingly. Unless you are 100% sure what your topic should be, you should have the hands-on expertise to conduct a brainstorming session with you on a suitable topic.
They are also radically altering the way enterprises interact, train and engage with their local sales people. Today, more organizations than ever before are reconsidering their overall sales efficiency strategies and integrating a "virtual" element into their yearly sales kick-offs. Sales kick-off face-to-face sessions add a whole new level to your personal business conversations.
Sales representatives working on site can connect over the Web to the meetings in their own branch or at home and view the presentation after the show as needed. During the year, the only occasion on which the global sales force meets is the yearly sales kick-off gathering.
Of course, everyone wants this to be a successful event. Speaking as a main address who had the prerogative to present at more than a hundred sales kick-off events each year, I thought I would be sharing some of the ways businesses are sabotaging their yearly sales congresses. It' s famed Forgetting Curve (see figure) shows that 80% of what session platforms have learnt two nights before will have forgeted.
Keep this in the back of your head if you decide to have a three-, four- or five-day sales talk. You make a mistakes when every sitting in your meetings is a deeply dived about your products specification, functions and functions. State-of-the-art presentation on the organization and sales, as well as sales, research and development, client care and other relevant areas of the organization.
Personalized promotions session that addresses your most challenging sales issues and complements your specific sales lifecycle methodologies. Sale strategiesessions basing on actual win-loss surveys and information. There are too many sales kick-offs, the PowerPoint dead spot, where moderator after moderator teaches the sales team. They do not include their vendors in any aspects of the group presentation.
Keysellers should be asked to present summaries of their most important achievements. Every time I host a session as a session leader, I will also host a podium I call "Tales From the Field", where top sellers are asked about their most important gains and forfeitures. Firstly, how many aircraft routes does the vast majority of sellers need to get to the meetings?
After all, how much expenditure of your resources, efforts and costs are required to bring all your company's representatives (and their presentation devices) to the meetings? It will help you decide if you should meet near company head office. Airports? Your chosen venue will also send a note to the sales people.
No matter what your circumstances, make sure the motel reflects the key message conveyed by the high-level executives introduced at the gathering. Nobody has ever been dismissed for giving too many congratulations or giving too much credit at a sales convention. Prizes are crucial because sellers are recognized and publicly identified as models for their competitors.
Therefore, congratulations to single sellers should be given throughout the whole sales process and the award should always be made in full consideration of the whole organisation. Steve Martin is both challenging and fun, whether it's sales to the C-level, sales language, customer personality research or the attribute of powerful salesperson/salespersonnel.
With Steve as the ideal opening presenter to set the pace for your sales launch, or the inspiring presenter to end your session with a high mark, you'll be able to make the most of your time. Whilst many of our speech leaders provide cans of general information, Steve Martin's speeches are fully tailored to your individual sales situations and needs.
In order to guarantee the up-to-dateness, preliminary discussions and research are carried out to gain an understanding of your employees in the markets, products and sales. Steve's performance serves as a cultured transfer to convey the Heavy Hitter sales ethos. Not only does Steve present information and strategies, he shows them in a high-level interactivity setting that is modelled on a traditional sales pitch.
And Steve also provides another truly memorable launch event named "Tales from the Field". "It' s like a round table chat show where important sellers are told about their most important profits and wastes. This meeting, however, goes far beyond the discussion of sales strategy and sales strategy. He explores the psychology and intuition of sales and transforms the shared sales themes into a model that the whole sales organisation can grasp and imitate.
Talks from the Field" is similar to a round table discussion show in which top sellers are asked about their most important profits and forfeitures. This meeting, however, goes far beyond the discussion of sales strategy and sales strategy. It translates the psychology and intuition of sales into shared themes and patterns that can be understood and imitated by the whole sales organisation.
Dividing this "collective intuition" prevents sellers from tracking poor transactions, helping to make a more predictive prediction and giving each attendee (from beginner to expert) immediate access to tactics. Martin has surveyed more than 1,000 top businesses to businesses sellers and has authored extensive articles on their strategy, sales style and personalities.
He' questioned top salespeople and wrote over thirty Harvard Business Review stories. It also gives sales managers the ability to find out about the makeup and behaviour of their sales organisation by creating in-depth test reviews after the meetings. Reporting is segment by role, including sales director, sales representative, sales channels representative, pre-sales engineering and sales assist.
Characteristics of odds achievement and a comparative analysis of client interactions strategy are presented. Click here to view the different kinds of sales research. WHAT DOES THE COMPOSITION OF YOUR SALES FORCE LOOK LIKE? WHICH IS SALESLINGUISH? Heavily Hitter Sales Linguistics is the first volume to explore "sales linguistics," the new, groundbreaking research area that explores how clients and sellers use and understand sales terminology during the decision-making lifecycle.
"Heavy Hitter I.T. Sales Strategy is a complete guideline for new customer penetration, differentiation of your solutions during the sales lifecycle and attracting fiercely contested clients.
The report is the result of in-depth research and interviewing of more than 1,000 major information technologists, top sellers and sales executives. Featuring state-of-the-art technological sales strategy and progressive strategy, the guide is designed for experienced sellers who want to unlock the mysteries of top performing artists.
RESEARCH! distribution organisation' level of excellence research report: what distinguishes efficient sales organisations from mediocre and below mediocre sales organisations? As a result, The Sales Organization Performances Report provides in-depth insight into the attributes of powerful sales organisations, ratio analytics and critical sales pipeline indicators. Almost 800 sales pros took part in the research by conducting a comprehensive forty-two-part poll.
Aim of the questionnaire was to collect quality information about the characteristics of high-growth sales organisations as well as the related measurable key figures. There are fifteen significant variations in how high, average and below average sales organisations see themselves, how they rank themselves, how they perform, how they staff and work. He' s the writer of the "Heavy Hitter" book series for senior salespeople.
With practical sales strategy, tried and tested techniques and useful tips, Steve Martin will inspire, educate and amuse your sales force with a good sense of humour!