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Training/Incentives/Meetings for Sales Team Leaders
| Vol 6, Number 8 | SalesForceXPress eNewsletter | July 29th, 2008 |
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5 Questions That Will Improve Any Sales Meeting If you’ve been in sales for more than a week, you’ve no doubt been to a meeting that was… well, less than effective (to put it politely). Sales trainer Kevin Eikenberry says if you ask and answer just five questions before leading your next meeting, you’ll get more out of it and so will your sales team. Review the 5 Questions that will improve any sales meeting here...
Why Train Unmotivated Sales Reps? It’s tough to get adequate training dollars in tight economic times, tougher still when many of those who receive the training don’t provide a return on that investment. Why spend money on training when one-third of the reps will tune out? Sales consultant Mike Brooks says you’re investing for the other two-thirds of your team that will actually benefit from sales training...
Pamper Your Top Performers The proven strategy behind using non-cash incentives is to offer program participants something they want, but are unlikely to purchase for themselves. Luxury brands and unique rewards are the ideal motivator. We put you in the right state of mind with our review of new luxury reward ideas...
It’s OK to Break the Prospect’s Rules How do your salespeople respond when a prospect asks them to fill out an RFP response and mail or e-mail it in by a certain deadline (typically within one week)? One option, says Mark Shonka of IMPAX Corp. (www.impaxcorp.com), is to say “No.” But don’t leave it at that. Ask for a different process. Your salespeople can say something like, “Thanks for the opportunity to be involved in your process. I am excited to prepare my response, but I would like to request an opportunity to present my findings instead of mail them in. What would be a good time for me to present to the decision team?” If that sounds too soft, have your reps try this: “Thanks for the opportunity. I am excited to be involved and will provide you with an excellent response. Given my role within my company, however, I am not allowed to simply send in a response. I have to present my response face to face with the decision team. What is the appropriate timing for this presentation?” One last variation on this theme: “Thanks for the opportunity to be involved in your process. I am excited to respond and my team will invest the many hours necessary to give you what you need. In exchange for this, we are asking for just one hour back from you. We’d like one hour with the decision team to present our response. What is the right timing for this presentation meeting?” What’s the worst thing that can happen, asks Shonka. If they still refuse and tell you to just mail in your response, you haven’t lost anything. Now you have a clearer view of your likelihood of success and can act accordingly. |
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