Tom Richard

Tom Richard V1 [ Registered ]

CCIEBS No. 19900 Member,Joined at 2016-01-17 04:39:21

  • Tom Richard Recently Comments
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   Tom Richard is the author of a free weekly ezine on selling skills. To subscribe to this ezine send a blank email to subscribe@tomrichard.com Also Tom is the author of Smart Sales People Don't Advertise: 10 Ways To Outsmart Your Competition With Guerilla Marketing
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   By having a production based organization, you will be able to facilitate sales meetings that will keep EVERY member motivated to contribute to the team! Giving each member the chance to own their individual goals and brainstorm ideas will give them the drive and desire to do just what you hired them to do梡roduce sales!
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   This conversation is effective because every person on the team has the same goal in mind. There will be many new ideas presented in this style of sales meeting, because everyone will have a chance to brainstorm and give input.

      Because each member will have a voice, each will feel like the team goal is their own personal goal, and will feel like they are making a difference. This style of meeting is effective because it provides the members of the team with the structure, system, and accountability they need to produce the results that you want!
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   The best way to drive new production is to have a creative roundtable discussion about how the team can hit the goal number for the coming week. The sales manager should simply facilitate discussion. This isn抰 the time for you to bark orders or make everyone in the room listen to YOUR great ideas!

      Allow each member of the team to choose how much of the number or goal they feel they can effectively be responsible for. Of course, make sure that the sum of everyone抯 individual goals is equal to or greater than the total weekly number.
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   By letting each member shine and show their individual production, each team member will provide their OWN desire to produce results for the team!

      Drive New Production: How Can We Do Better?

      After everyone has given their report on their production from the week prior, it抯 time to drive new production and have each salesperson determine a new action plan for the upcoming week.
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   For example, if a team member hasn抰 actually made a sale, but has made several presentations to a number of people throughout the week, celebrate it! They are on their way toward producing positive results!

      You know the actions that are required to make a sale, and you need to make the accomplishments of these actions just as important as the sale itself.
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   This means that your staff will be more receptive of suggestions and advice. It also means that you won抰 be wasting your time giving lectures or reprimands to employees that you just can抰 seem to motivate!

      Reward Production

      This is also a good time to recognize and reward individuals that have produced results OR have taken action that will lead to results in the future. Most organizations fail to recognize and celebrate these actions that lead to results, and are missing a great opportunity to continually motivate and inspire their team members!
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   This type of positive peer pressure will be more effective than ANY amount of coaching that a sales manager can provide. It is also better received; it motivates and inspires each member to own their goals and achievements within the system.

      When each member is self-driven to do better, they will seek the leadership that is necessary for them to gain better results. The employee will take it upon themselves to turn to the leader for guidance and coaching. They will turn to the leader for sales answers.
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   NO! And your sales staff doesn抰 want to, either!

      Your sales staff will be motivated throughout the entire week to be able to report positive data during the next week抯 meeting. They will WANT to prove to themselves and their peers that they are making a great contribution to the team. They may not make that crucial extra step for the sales manager or for the company, but when their friends and co-workers are expecting them to hit that number, they won抰 want to let them down!
  • 1 Years Ago

    Comment to Topic Posted by Tom Richard › Sales Meetings: Let Your Staff Do the Work and Get the Results You Want!
  •   Report Production: How Are We Doing?

      Your sales meeting should begin by having each member of the team present/report their production from the previous week. They should have the floor to themselves and report their contribution toward your goal, or number, and the team.

      Think about this: would you want to stand in front of your co-workers/peers and show them your less than positive results?
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