Take a look at that picture. That’s what fun looks like. That’s what positive energy looks like. That’s what winning looks like.
It’s a picture of the University of Utah MUSS…Mighty Utah Student Section. These kids agree to sit together, wear their school shirts and cheer on the Running Utes football team. A powerful student section can give a team the home field advantage…wherever they play. It’s all about energy focused on winning the game.
Imagine if this is what your weekly Sales meeting looked like.
As the Small Shop Owner, one of your duties may be Sales Manager. You may have implemented a weekly Sales meeting. Good for you! It’s an opportunity to get the Techs together to discuss what works and expose what doesn’t work in Sales.
The problem is that your Sales meeting may be as exciting as watching ice melt. I’ve been to some pretty painful Sales meetings. Here’s a slice…
The Sales Manager (SM) shows up late and the Techs straggle in. Some of them get dressed during the meeting or spread out their invoices so they can finish up their paperwork. The SM may complain about general poor performance by team members. Because it sounds like a wife whining, the Techs hear, “Blah blah blah blah blah.” Then, the enlightened SM turns off the lights and turns on a Sales training DVD. The Techs squint to see the TV, which is the size of a postage stamp and mounted at Everest altitude in a corner of the warehouse. 20 minutes later, the lights go up, the Techs awaken and shuffle off to face their day and customers. Ugh.
I picked on one of my clients about his ‘worse-than-a-sharp-stick-in-the-eye’ Sales meeting. He came back with a justified, “Well, how DO I put together a good Sale meeting?” Below is what I shared with him. Take a look at this basic outline. Feel free to explore, edit and expand it. May this help you get your creative juices flowing!
Honor and Recognition…
Basic rule #1 for Team meetings…praise in public, criticize in private. Don’t nag about poor performance in a group setting. It’s irritating and ineffective. For those who are in compliance, or meeting the standard, it’s a waste of their time. For those who are out of compliance, the message sent is, “Apparently EVERYONE is behaving as poorly as I am. I’m off the hook!” So, address poor performance individually and in private.
At the Sales meeting, bestow honor and recognition to the winners! Do you keep score? Do you track Key Numbers like Close Rate, Average Sale, Total Sales and Efficiency? If not, why not? It’s fun to play a game and win. If you keep score, you must help team members be successful. The Sales meeting is one part of an overall Sales and Service focused culture. And it is a great opportunity to celebrate the wins. Acknowledge the Top Performers for the Key Numbers…for the week, the month…the year to date.
You can honor good performance with a round of applause, a standing ovation, hootin’ and hollerin’ and a firm handshake. You can bestow the crown or scepter or pin signifying the current record holder or top finisher. Think Stanley Cup. It is nice to win so make your acknowledgements significant and formal. Not a through away.
Present bonus checks at the Sales meeting. If you handle the tax requirements properly, you can deliver the cash amount. Cash is always popular.
Show and Tell…
Basic rule #2…get your team in on the presentation. You don’t have to be the know-all-do-all manager. Your Techs can teach each other. Did you notice a particularly great invoice from your daily review of your Techs’ paperwork? Ask the Tech to Role Play – with you or another team member – how that service call went down. This is a great way to reinforce ‘right stuff’ behavior and help your Techs develop their sales and communication skills.
You can plug in a good Sales Training DVD now and then. Leave the lights on and watch it on a real TV. Then, Role Play the concepts shared by the Trainer. Have some fun and don’t take it too seriously. If they are laughing, they may be learning.
You are well served to have a simple, performance-based bonus program in place. In addition to your basis bonus program, you can engage one or two contests to keep things interesting. The key