W/C 6 August - Stakeholder Engagement

Hello Reader,

I hope you and your team have had a successful week!

Here’s what’s in this email:

1. A brief introduction to the theme for next week’s Daily Sales Reset emails.

2. A summary of the planned daily topics.

3. PowerPoint slides for your Monday sales meeting to make it easy for you to brief your team about the focus of sales training and coaching next week.

Multiple Stakeholders

Next week, we’ll look together at how to sell more effectively by finding, engaging and working with multiple stakeholders.

We’ll start the week by introducing the big idea that in most selling situations, more than one person is involved in making decisions. Many organisations are becoming more collaborative, leading to more and more people becoming active stakeholders in investment decisions.

The members of your sales team can play a significant role in helping this growing range of stakeholders shape proposals. The active involvement of more stakeholders will lead to better proposals. If they have been involved from the start, these stakeholders will be more motivated to ensure success in implementation.

For some members of your team, the knowledge that they can successfully identify and engage with multiple stakeholders will be transformative.

Even if some of your team are already experienced with stakeholder engagement, I hope that next week’s emails will be valuable reminders.

I’ll start with a quick reminder about our daily emails.

Daily Sales Reset

I strongly encourage you to ask all of your team members to subscribe to my Daily Sales Reset emails.

If they subscribe, every day from Monday to Friday, your team members will receive my daily email with the following:

• An introduction to the sales training topic for each day

• One single thing they can practice

• Suggestions about how they can work with you as a coach to help them make progress with the topic of the day and accelerate their progress.

On Saturdays, if they choose to open the email, they will receive a summary of the topics from the week and an invitation to reflect on how their selling skills and results improved during the week.

On Sundays, if they choose to open the email, they will see a summary of what to expect in the coming week.

Daily Topics Next Week

Monday

• Significant buying decisions in business are rarely made by one person

• Different stakeholders can have fundamentally different needs and priorities

Tuesday

• The first person we speak with may be unaware of the implications for other stakeholders

• You can coach your initial contact: “Who else might have an interest in what we’re talking about?”

Wednesday

• The person we speak with initially might be reluctant to let us speak with their colleagues

• What’s in it for our initial contact for them to involve other stakeholders?

Thursday

• Our proposals should ideally be compelling for ALL key stakeholders

• Clarify the specific outcomes your proposals will deliver for each key stakeholder

Friday

• Visual stakeholder mapping is helpful to identify, prioritise and manage multiple stakeholders

• Seeing roles and relationships visually can help us to manage stakeholder engagement more effectively

Saturday

• It's time to celebrate your progress and relax!

• Your team members are prompted to reflect on what they learned and improved in the previous week.

Sunday

• The theme of what to expect in Daily Sales Reset emails in the following week is likely to be:

• Decision Process Coaching - How to maintain momentum by coaching key stakeholders about what happens next.

PowerPoint Slides for your Monday Sales Meeting

• Download editable versions of these slides by clicking here

I hope that you have a great weekend!