Welcome Packet Individual Member
Turbocharge Your Sales Through Teamwork! SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
Turbocharge Your Sales Through Teamwork!
Dear New Member Welcome to SalesTeam! We are happy to have you as a member; your active participation will reap you multiple benefits from your investment. The enclosed Welcome Packet contains information and forms you will need to review and fill out at your earliest opportunity. They are outlined below: General Information – a summary of what you can expect from us, and what we expect from you Potential Group Discussion Issues – please fill out this form completely and in detail, and bring with you to our group sessions. We can also use this for our one-to-one sessions to make sure we cover your most pressing matters. When completed, please fax a copy to SalesTeam East prior to the first session. Rate Your Effectiveness – please complete, add any items to the bottom of the list which may be specific to you, and fax a copy to SalesTeam East prior to the first session. New Member Introduction – this is how you will present yourself and your company to the other members of your peer group. The more detailed you are in this presentation, the better each person will understand your particular situation, and the more effective and to the point will be their responses and input to your situations. Please prepare this to present to all members at your first session with the group. Issue Presentation Outline – this form is used for you to pass out to the group when you are seeking their input on a situation you are facing at work. Specificity is important so the group can get to the root of the problem fast, and offer appropriate solutions. Bring this to the group session [with enough copies for everyone] whenever you have an issue you would like to present to the group. Please fax a copy to SalesTeam East prior to the first session. We are embarking on a great journey together. Our aim is for you to resolve your ‘problems’ as quickly as possible. It is also an opportunity for you to pick the brains and experience of everyone else in your group. Don’t hesitate to ask the hard question, or offer the most difficult of solutions.
Congratulations – you’ve made a very important first step – now let’s climb this mountain together!
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
Turbocharge Your Sales Through Teamwork!
The SalesTeam Program www.salesteameast.com Overview: Your SalesTeam group offers an excellent opportunity to sharpen sales techniques through brainstorming advisory sessions with other sales professionals. At each SalesTeam session, we will discuss real-life sales issues, share best selling practices, and offer individual advice and accountability. Goals: To increase the sales fitness of all SalesTeam members. To help SalesTeam members generate increased revenue for their organizations and income for themselves. To refer other salespeople into SalesTeam groups. When are the sessions? Conference sessions follow a lunar calendar format; hence, the sessions are exactly 4 weeks apart, 13 available sessions each year. Your session will be scheduled on the same day of the week every four weeks and will take about 3 hours. Your group schedule will be sent to you by separate correspondence. The Team Director is responsible for arranging a meeting room. Most sessions are held online in the VenueGen® free downloaded 3D browser. There are also 1 to 4 real world regional sales conferences per year at announced locations for SalesTeam members’ benefit. What is included in your membership? Your 4-week sessions and field practice Opportunity to gain input from other members outside the session One 30-minute personal coaching session online or via telephone from the Team Leader between 4-week sessions at the Basic Level and weekly 30-minute personal coaching sessions at the Pro Level. Discounts on additional sales training How billing works: Membership dues are $25 per week at the Basic Level, $100 per week at the Pro Level, payable every 12 weeks. One-time $50 enrollment fee and first 12 weeks dues are payable prior to attending your first session. Future dues are billed to your credit card every 12 weeks. If you wish to exit the group, please notify the facilitator no later than 4 weeks prior to the next billing date so automatic charging can be halted.
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
Turbocharge Your Sales Through Teamwork!
General Information What to expect at the first session Jump right in. You have vast experiences to offer Other members will "jump right in" with you. Don’t be surprised if these people that don’t know you yet treat you like you have been around for years Come with an attitude of continuous improvement. Everything we say is designed to make us better. What you can expect to get from your membership High doses of accountability (you set the level) Improved performance of yourself and your company A better night's rest Support when you need it, even to "whine" A kick in the pants if you need it Fresh ideas, some of them good, some not-so-good What the leader expects from you as a member Complete honesty Ask for the help you need (we are not mind-readers) Be open-minded If things are not going as you would like, speak up You will get out of SalesTeam what you put into it The leader will work as hard as you do Responsibility for execution is YOURS Should you decide to exit the group, you will need to attend a final session to discuss your exit with the other members What you can expect from the leader Complete honesty Offer help you need (even if it is not obvious to you) Be open-minded Extra help if needed. For instance, feel free to schedule extra coaching when you feel you need answers. We will be sharpening our skills perpetually to bring you fresh ideas We welcome constructive criticism
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
Turbocharge Your Sales Through Teamwork!
How to get the most from your membership Come to the sessions prepared Proactively bring issues for discussion at the group sessions Set goals Be willing to be held accountable Attend informal SalesTeam gatherings Work to form strong relationships with your group Set realistic expectations. Some changes happen fast, others slow. Over and over again, the group will see a change you need to make. It may take a year for you to do it. Don’t beat yourself up that it took a year. We make changes in the time and space that is appropriate at the time. Change happens slower than we all would like. The key is to LEARN to implement changes faster. You should see improvement in your speed of implementing change. How we can help with referrals SalesTeam is not a networking group. However, we will always be on the lookout for business opportunities for you. Please make sure you provide us with a clear understanding of an ideal prospect so we can help Membership Referrals To help keep quality members in your group and to minimize the cost of membership to you, we encourage you to refer other sales managers as prospective members to us. SalesTeam will a cash referral fee to you under the following circumstances: You refer a prospect that joins SalesTeam They remain a member for at least 24 consecutive weeks You are member when they qualify The rewards are in the form of AMEX Gift Cards as follows: $100 for each qualified Individual Membership $200 for each qualified Managers’ Forum Membership $2000 for each qualified Private Group Membership Who are prospects? Business people just like you! That is, business owners and sales people in any industry who are responsible for generating revenue for their respective organizations are prospects for SalesTeam. They can join as Individual Members (no more than 2 from the same organization), Managers’ Forum Members (Sales managers only), or Private Group Members (3 or more in an organization). Be on the lookout for those who realize they need to work out regularly for improved sales fitness to reach their sales and service goals. Simply go to the online link, forward the webpage to them, and be sure they tell us you referred them (You can tell us you did it, too!). SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
CURRENT YEAR’S PERFORMANCE REVIEW & COMING YEAR’S GOALS/HIGH IMPACT ACTIVITIES CURRENT YEAR’S PERFORMANCE REVIEW I.
DESCRIBE THOSE THINGS YOU ACCOMPLISHED LAST YEAR THAT HELPED PROPEL YOU FORWARD.
II.
DESCRIBE THOSE THINGS YOU DID NOT ACCOMPLISH LAST YEAR THAT PREVENTED YOU FROM ACHIEVING THE OBJECTIVES YOU SET.
III.
WHAT PREVENTED YOU FROM ACHIEVING THESE OBJECTIVES?
IV.
WHAT DO YOU NEED TO DO DIFFERENTLY IN THE COMING YEAR TO ACHIEVE THE OBJECTIVES YOU SET?
V.
WHAT CAN SALESTEAM DO TO ASSIST YOU?
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
COMING YEAR’S GOALS & HIGH IMPACT ACTIVITIES I.
LIST THREE PRIMARY GOALS (RELATE THESE TO BUSINESS CHALLENGES OR PROBLEMS) FOR YOURSELF.
II.
WHAT SPECIFIC ACTION PLANS (HIGH IMPACT ACTIVITIES) WILL BE UNDERTAKEN TO ACHIEVE THESE GOALS? WHEN WILL THESE ACTIVITIES BE IMPLEMENTED?
III.
HOW WOULD YOU LIKE TO BE HELD ACCOUNTABLE?
VISION EXERCISE It is FIVE YEARS from today. Describe what your business or job looks like today. What is your annual income? What is your work day like? Do any people work for you? What is your role in the company? What products and/or services is the business offering today? What geographic regions is your business serving today? What changes were implemented during the previous five years? How is your business/job different today than it was five years ago?
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
POTENTIAL GROUP DISCUSSION ISSUES:
1.)
What major opportunities do you see ahead of you during the next year?
2.)
What is your single biggest problem?
3.)
What is the major threat to your business now?
4.)
Where do you anticipate spending most of your time in the next three months?
5.)
Which are your strengths as a salesperson? What are your weaknesses?
6.)
If you could change one thing in your selling, what would you change?
7.)
If you could stop doing one thing, what would it be and why?
8.)
What is the biggest earning opportunity for you?
9.)
What are your personal long-range goals?
10.)
What do you see as your personal strengths and weaknesses?
11.)
What would you like to be getting out of life that you are not now?
12)
What one thing is bugging you most right now?
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
RATE THE EFFECTIVENESS OF THE FOLLOWING (1 - 5 Rating Scale -- 5 is the Highest/Best Rating) Aspect
Rating
1.)
Building Rapport
_____
2.)
Cold Calling
_____
3.)
Prospecting
_____
4.)
Closing
_____
5.)
Overcoming fear
_____
6.)
Uncovering the real issue
_____
7.)
Shortening the selling cycle
_____
8.)
Clients feel like you are a “trusted advisor”
_____
9.)
Planning & Goal Setting
_____
10.)
Holding yourself accountable
_____
11.)
Marketing Knowledge
_____
12.)
Marketing Execution
_____
13.)
Sales Technique Knowledge
_____
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
Turbocharge Your Sales Through Teamwork!
MEMBER INTRODUCTION New members are encouraged to provide the other group members with some basic information concerning themselves and their businesses. This allows the existing members to become familiar with the issues and challenges facing you, and to make the SalesTeam experience immediately beneficial. A.
BACKGROUND 1. 2.
B.
Describe your personal background, including family, interests, work experience, etc. Describe your company background, including length of time in the business, annual sales for the past three years, significant events, etc.
COMPANY 1. 2. 3. 4.
5.
Products/Services/Customers Company Ownership and Organization. Number of Employees Key Employees/Management Depth Marketing & Sales Program Sales Trends/Sales Challenges Advertising program Operations Major Vendors How you deliver your product or service Company Facilities and Equipment Management Systems/Financial Systems Sales Process/Strategy Briefly describe you personal or company sales cycle and strategy. That is, how do you sell/market your product/service
C.
MAJOR OPPORTUNITIES/CHALLENGES ON THE HORIZON
D.
PERSONAL 1. 2. 3.
Vision for the company/yourself in five years Strengths and weaknesses as a salesperson What you want to receive from participating in SalesTeam
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
Turbocharge Your Sales Through Teamwork!
ISSUE PRESENTATION OUTLINE Complete the outline on the reverse side using the guidelines below. THE ISSUE IS: Try to put into one sentence. This is difficult, but refining the issue to its essence is valuable. Note to those people not presenting: we only allow CLARIFYING questions until the end of the presentation. This will be hard to do. As salespeople, we tend to be opinionated and jump right to the answer. This does not work. We need time for the issue to develop and to get all the relevant data. This will not happen if you jump in with conclusions. We may say to you, "That sounds like a conclusion." Don’t worry, it only means you are engaged in the discussion and are thinking hard. For example, anything that starts, "Have you ever thought about…….." is a conclusion. Here are some examples of clarifying questions: "What percentage of your business are your top 3 customers?” "Does you profit margin vary customer to customer?" How important is this piece of business to the company's survival?" ITS SIGNIFICANCE TO ME OR THE COMPANY: Yes, state the obvious like "we need the money." However, this is where you bring up other significant factors that may not be quite so obvious. Examples would include, "If we fail to execute on this, it may put us out of business." IDEAL OUTCOME: We need to know the way you are leaning. What we think is the best outcome may not be what you want. We want to facilitate you getting what YOU want, not what we want. We also would like a snapshot of your thought process. Maybe you are setting your sights too low and we need to call you out on that. RELEVANT BACKGROUND INFORMATION: This is pretty self-explanatory. The more questions you ask the presenter, the better. No question is stupid. If you are thinking it, say it. We like input from everyone. We may call on you for input if you do not volunteer it. OPTIONS AVAILABLE: What the options are as you see them. We may see them differently. That is telling in itself. DIRECTION HEADED: Which way you are leaning. Again, we may be leaning a different way. It helps us get into your head by telling us your thought pattern. HELP SOUGHT FROM THE GROUP: What do you want? Do you want us to tell you what we think is the best option? Do you need encouragement to face the lions? Do you just want confirmation that you are not nuts with this idea? Note to the rest of the group, after this, anything goes. Conclusions are fine, editorials are fine, be as frank and candid as possible.
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com
Turbocharge Your Sales Through Teamwork!
ISSUE PRESENTATION OUTLINE ONE SENTENCE DESCRIBING THE ISSUE:
THE SIGNIFICANCE TO ME OR THE COMPANY:
IDEAL OUTCOME:
BACKGROUND INFORMATION:
OPTIONS AVAILABLE (FIRST FROM PRESENTER, THEN FROM GROUP):
DIRECTION HEADED:
HELP SOUGHT FROM THE GROUP:
SalesTeam East LLC • 309 Fellowship Road, Suite 200 • Mt. Laurel, NJ 08054 • 866.725.3778 www.SalesTeamEast.com