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High Stakes Meeting Facilitation ! Team & Facilitator Training ! Conversational Keynotes, Breakouts and Panels

Kristin J. Arnold, MBA, CMC, CPF, CSP © 2016 All Rights Reserved "  Tel: 480.502.2100 or 800.589.4733

! Fax: 480.502.2102 or 888.884.9132

# Email:Kristin@ExtraordinaryTeam.com

President, QPC Inc. – The Extraordinary Team

11890 E Juan Tabo Road, Scottsdale, AZ 85255

www.ExtraordinaryTeam.com

SALES TEAM MEETING

Think About Your Team

1. Tell-Tale Sign 2. Technique(s) 3. Application

Today’s Workshop

“Gimme”

You Have the Meeting!

Time Topic Process Leader

Kick Off

Content

Closure

What’s the Question You

Want Answered?

Roger Schwarz

!  List the topics/name!  Ask how long & will

you lead?!  Do you have enough

time?!  If no, A-B-C prioritize!  Start with the A’s

Time Topic Process Leader

Kick Off

Content

Closure

Self-Directed

Team Based

Hierarchical

! Leader

! Process Observer

! Recorder

! Scribe

! Timekeeper

! News Flash!! Focus on the Figures! Focus for the Day! Any Stucks?! A-Has (anything interesting?)! Attitude of Gratitude! Next Huddle Master

1.  Follow an Agenda

2.  Multiple Leaders

3.  No Leader?

4.���SERVE UP A SANDWICH

! Tee Up$ Objective$ Definitions$  Process

! Brainstorm$ All ideas are valid$ No evaluation$ Hitch-hiking is ok$ Don’t settle too early$  Third Third

•  The obvious picks•  Pretty mundane…

The First Third

• More interesting…• Based on prior knowledge &

experience

The Second Third

•  Forced connections• Come up with something unusual,

innovative or unexpected

The Third Third

! Evaluation$  Prioritize$ Organize$  Sort$  Synergize

1.  We do not have enough customers.2.  Our customers are not buying enough.3.  We are not converting enough prospects into

customers.4.  Our advertising and promotion is not

attracting enough customers.5.  Our sales are not large enough per customer.6.  Our customers are not buying frequently

enough from us.7.  We do not have enough salespeople.8.  Our salespeople are not selling enough to

our customers.9.  Our salespeople are not trained well enough

to sell in a tough, competitive market.10.  Our customers are buying too much from our

customers.11.  Our competitors are selling too much to our

customers.12.  Our customers perceive greater value and

benefit from our competitor's products.

Developed with Brian Tracy

13.  Our customers are not aware of how valuable our products can be to them in comparison with our competitor's offerings.

14.  We are not making enough profit on each individual sale.

15.  Our costs of making each sale are too high.16.  There is not enough focus on sales and

marketing in our organization.17.  Our products are too expensive in comparison to

our competitor's offerings.18.  Our products are not perceived to be as good as

those offered by our competitors.19.  We do not have a distinct competitive

advantage that allows us to stand out as superior to our competitors.

20.  The market has fundamentally changed and the demand for our product has declined permanently.

21.  We will have to create and offer newer and better products and services if we want to survive in the markets of today and tomorrow.

1.  We do not have enough customers.2.  Our customers are not buying enough.3.  We are not converting enough prospects into

customers.4.  Our advertising and promotion is not

attracting enough customers.5.  Our sales are not large enough per customer.6.  Our customers are not buying frequently

enough from us.7.  We do not have enough salespeople.8.  Our salespeople are not selling enough to

our customers.9.  Our salespeople are not trained well enough

to sell in a tough, competitive market.10.  Our customers are buying too much from our

customers.11.  Our competitors are selling too much to our

customers.12.  Our customers perceive greater value and

benefit from our competitor's products.

Developed with Brian Tracy

13.  Our customers are not aware of how valuable our products can be to them in comparison with our competitor's offerings.

14.  We are not making enough profit on each individual sale.

15.  Our costs of making each sale are too high.16.  There is not enough focus on sales and

marketing in our organization.17.  Our products are too expensive in comparison to

our competitor's offerings.18.  Our products are not perceived to be as good as

those offered by our competitors.19.  We do not have a distinct competitive

advantage that allows us to stand out as superior to our competitors.

20.  The market has fundamentally changed and the demand for our product has declined permanently.

21.  We will have to create and offer newer and better products and services if we want to survive in the markets of today and tomorrow.

19.  We do not have a distinct competitive advantage that allows us to stand out as superior to our competitors.

20.  The market has fundamentally changed and the demand for our product has declined permanently.

21.  We will have to create and offer newer and better products and services if we want to survive in the markets of today and tomorrow.

! Public or Private Poll! Live with the decision?! What are your

reservations?! On a scale of 1-10! 5 “L” Straw Poll

Loathe Lament Live Like Love Loathe Lament Live Like Love 76

Loathe Lament Live Like Love Loathe Lament Live Like Love 76

Loathe Lament Live Like Love

! Post ideas/suggestor on a flipchart! Review action items! Confirm responsibility! Check for helpers! Set a specific due date! Record in meeting minutes

117

What Who When

ABC Shari

123 Mike

XYZ Jaclyn

What Who When

ABC Shari

123 Mike

XYZ Jaclyn

Friday

9/1

What Who When

ABC Shari

123 Mike

XYZ Jaclyn

Friday

9/1

4.  Serve Up a Sandwich

5.  Take a Poll

6.  End with Next Steps

11 Based on Joseph Luft & Harry Ingham’s Model: The JoHari Window: A Graphic Model for Interpersonal Relations. University of California Western Training Lab, 1955.

Pro

duct

ivit

y/E

ffic

ienc

y

Time

!  Honor time limits!  All participate, no one

dominates!  Seek first to understand,

then to be understood

!  Generate light, not heat!  Limit war stories!  Have an abundance

mentality!  3 knock rule

Kristin J. Arnold, MBA, CMC, CPF, CSP © 2016 All Rights Reserved

1.  Follow an Agenda

2.  Multiple Leaders

3.  No Leader?

4.  Serve Up a Sandwich

5.  Take a Poll

6.  End with Next Steps

7.  Give Feedback