Scary thought, isn't it?
Every other sales organization, including those that employ only highly motivated, trained, and professional salespeople, conduct regular sales meetings and hold regular sales training. My question to you is: Why don't you? How can you run a sales company consisting of a sales force of non-sales professionals without holding sales meetings and conducting regular sales training?
The recommendation here is that you conduct a minimum of one 30-minute training session per week.
Meeting GuidelinesIn regards to training, here are some recommendations for conducting such sessions:
More PointersIn regards to discussions and meeting interaction, here are some important points:
Possible TopicsFor a ready-made, professionally produced meeting, you can purchase (or borrow from your local public library) sales-oriented tapes, CDs, and DVDs. Simply play a segment and hold a discussion on the topic.
My experience has been that people don't necessarily commit to excelling in sales until they have their lives in order and have begun setting some long-range career, financial, and personal goals. That's why it may be smart to stick to some non-sales related topics at first to get the ball rolling.
Conceiving and conducting 52 well-constructed meetings per year may seem a daunting task. However, here are a number of excellent topics that will take you more than a year to cover:
If you have not started training sessions, do so soon. It's one of the best things you can do for your firm.
Guest columnist Charlie Greer is the creator of "Tec Daddy's Service Technician Survival School on DVD." He can be reached at 800-963-4822, firstname.lastname@example.org, or www.hvacprofitboosters.com.
Publication date: 12/08/2003