Helping your team members to maintain MOMENTUM in every opportunity

Hello Sales Reset Leader

Starting this week, we’ve changed the format of our Weekly Sales Reset email newsletters.

They will be MUCH shorter, and we will send three email newsletters each week at the start, middle and end of the week.

We hope this will make it easier for your team members to improve how they sell every week.

Here’s what your team members should expect:

• Sunday:

  • Introduce the topic for this week’s Weekly Sales Reset.

  • Recommend ONE thing to improve this week.

• Wednesday:

  • Remind your team members about this week’s theme and the recommendation we made at the start of the week.

  • Add one more recommendation to develop their skills and results further.

• Friday:

  • Ask them to review how things went this week.

  • This is your team member’s opportunity for structured reflection.

  • What went well, what didn’t work, and what have they learned?

We’ve decided to continue with a single email newsletter for our Sales Reset Leaders email newsletter subscribers.

Every Sunday, we will brief you about what to expect in the email newsletters your team members will receive in the coming week.

How to improve your team’s selling this week

This week’s Weekly Sales Reset theme is “Turning conversations into commitments and scheduled follow-up meetings”.

Our goal is to help you and your team maintain greater momentum in every opportunity.

Here’s the structure of the three emails your team members will receive this week:

• Today: Recommendation to finish every well-qualified meeting with an agreed date and time for the next meeting to review and improve first draft proposals.

• Wednesday: We will follow this up with a recommendation to empathise more strongly with their customer and consider “what's in it for them” to agree to this follow-up meeting.

• Friday: At the end of the week, we will ask your team members to reflect on their experience with these recommendations. What went well, what didn’t work, and what have they learned?

Evidence of scheduled follow-up meetings

You know that we strongly recommend reviewing the evidence before your coaching sessions with team members.

With our topic this week, the evidence is easy to find!

Have a look at your team members’ calendars.

Do you see follow-up meetings already scheduled, with meeting invitations accepted for ALL of your team members’ most significant opportunities?

Recommended coaching session agenda

1. Start with a brief review of their experience and results from their previous coaching session with you.

2. Ask your team members for observations and experience scheduling follow-up meetings while still talking with their customers.

3. Together, review the evidence you found in your preparation with each team member.

4. Spend some time role-playing (working with these guidelines).

5. Finish the coaching session with agreed and specific action conclusions.

Role-Play Recommendations

• Have a look together at your team member’s calendar.

• Pick one meeting where they might likely finish the discussion with an agreed date and time to meet again.

• Briefly discuss the likely elements of the conversation that will have taken place before getting toward the end of the conversation.

• Most of your coaching time should be spent role-playing the conversation as we recommend in Weekly Sales Reset.

(You may find these recommendations about using role-play helpful.)

Expected pushback about scheduling follow-up meetings

So you know what to expect and can be prepared, here are the most likely areas of pushback from your team members on the theme of agreeing on a date and time to meet to review first draft proposals.

Customer is not prepared to commit: This appears to be evidence that the customer is unconvinced about the value to them of investing further time with your team member.

It seems very pushy: How convinced is your team member about the value to their customers of the outcomes your company can deliver? If they are sufficiently convinced, they might become sufficiently motivated about the need to help their customer schedule the next steps to avoid the risk of losing this opportunity for improvement.

I don’t know how to do this: This is your best invitation to recommend role play!

Now you’re aware of these areas of potential pushback, what will be your best responses?

Your feedback welcome

What are your comments about our change in format for Weekly Sales Reset to be shorter and more frequent?

Do you have any other suggestions for improvement? It will be great to receive your feedback!

We hope you’ve found this edition of Sales Reset Leaders valuable.

Have a great week!

The Sales Reset Team

Do your team members subscribe to our companion weekly newsletter, Weekly Sales Reset?