Episode #492: Attention Sales Leaders: A Sales Meeting Worth Attending

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On this episode of The Advanced Selling Podcast, sales trainers Bill Caskey and Bryan Neale address a question from a listener that leads them into a discussion regarding what constitutes a good sales meeting.

If you have a sales manager or leader who does not listen to the podcast, make sure they get access to this! You can go into the Advanced Selling podcast app, click the share button, and text the episode to your sales manager.

In companies today, we seem to say there are too many meetings, but Bryan and Bill conclude that there are too many bad meetings, especially on the sales side. This episode is designed to give you eight tips on how to improve the quality of your sales meeting.

If you have a sales question you want answered on the podcast, email us a voice memo to listener@advancedsellingpodcast.com

Also mentioned in this podcast:

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Set Your Mind on Abundance – And Watch The World Around You Change

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This is part 2 in our series on Psychological Frameworks.

On this week’s episode of The 2X Podcast, Bill looks into the framework of Abundance, both as a higher concept and a tactical execution.

Bill gives you some definition, followed closely by some lessons you can take with you to begin to a slightly alter your attitude regarding abundance.

Also mentioned in this podcast:

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Do You Believe What I Believe?

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I find that it’s enormously helpful to understand the beliefs of the people who you take advice from. That goes for podcasters, coaches, trainers, seminar leaders and anyone that you turn to for advice.

In this episode of The 2X Podcast, Bill shares 5 of his most important beliefs about you and your potential.

There’s also a freebie checklist that is available by going to http://billcaskey.com/60download. Let us know what you think.

Also mentioned in this podcast:

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The Elements of a World Class Leader

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In this episode of the 2X podcast, Bill Caskey reviews the nine elements of a World Class Leader.

These elements will help you whether you’re in sales leadership, company leadership, or just want to be a leader of yourself and those around you.

There’s also some space at the end for you to share with him anything that he might’ve missed as the 10th lesson of leadership!

Also mentioned in this podcast:

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Attention Presidential Candidates: Give Me Some Sexy Process

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A non-process guy like me rarely gets excited about the sexy topic of “process.”

But just once, I’d love it if I heard a candidate forget the lazy platitudes and opinions and get into some lovely process talk.

Process

Here’s what I mean:

Almost every candidate running for President loves the promises, platitudes and opinions. They love to tell you how they’re going to Make America Great, or how they’ll guarantee free college for all, or how they’ll stop illegal immigration, or my favorite, how they’ll create 7 million jobs.

I don’t want to hear them say they’ll “fight for me.” They won’t.

I want to hear HOW you solve problems.

Not how you’ll accomplish the goal from a policy or strategy standpoint.

There’s no disagreement that the country faces many problems. Therefore, I want to hear HOW you solve problems. 

Give Me Some Method to Your Madness  Read more

A Proven One Day Training Plan

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Well, it’s that time of year when we plan sales meetings and retreats. I’ve gotten a lot of calls recently from companies who want me to come in and speak to their groups but, unfortunately, my time is booked through February. I don’t remember getting a call from you. Hmmm. Oh well, maybe I did and just don’t recall.

Consequently, I wanted to give you CEO’s and Sales Leaders some ideas on how you can run an uber-effective sales training meeting to kick off 2016.
Here are the steps I take both for preparation and for execution of an event.

Step 1: Get Really Clear on Your Objectives. 

I find most leaders are a little fuzzy when it comes to specific objectives for a one-day training meeting. I suggest you write out 8 to 10 things you’d like to see as a result of this meeting and then build curriculum to achieve that. Don’t try to load it up too full. Leave breathing space so that people can absorb the content.

(That’s a major fault of sales leaders and CEOs. They think that since they have everyone in the room, they need to chock it full of content. Less is more. More becomes drivel.) Read more

How Do You Successfully Onboard New Sales People?

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As you bring on new sales people, the key question is always some form of: “How do we get new sales people up to speed quickly?”

New-Employees-Training

In my training and coaching practice, I’ve seen companies truly botch this up. Never intentionally, of course. But, here are a few thoughts on how to onboard new employees quicker and more successfully.

1. Complete a Thorough Job Responsibility Document. 

Yes, a document. Lots of firms refuse to commit anything to paper. It must be crystal clear on what the roles and functions of the job are… and what is expected of that person. Read more

Working Under Load. The Secret To Your Success.

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Charles Poliquin is a weight-lifting coach. He’s the guy your trainer looks to for advice on proper technique, cadences and exercises. He was on Tim Ferriss’s podcast (Click Here To Listen) last week and he said something I thought was fascinating. Simple, but fascinating.

IncreaseStrength-UnderLoad

He said if you really want to increase your strength, you must spend more time “under load.”

In his world, under load means to stress the muscle throughout the entire weight bearing exercise. In other words, do the reps slow, stopping at the top and bottom for a few seconds. So instead of doing 20 curls in 35 seconds, you do 20 in 2 minutes.

More time under load = more strength.

In our world, “under load” leads to strength as well. Read more

Becoming Your Best By Avoiding The Misses

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I am blessed to be able to interview top-notched authors and experts in the area of leadership as we launch The Sales Leadership Academy.

Steve Shallenberger

I spoke to a veteran of leadership coaching, Steve Shallenberger, last week. Steve has worked with Fortune 100 companies for the last 30 years and has a great pulse on the mistakes he sees leaders make. He’s also author of “Becoming Your Best.”

One of those has to do with “Vision.” The lesson is that just because your company has no declared vision, doesn’t mean you shouldn’t.

But the fact is that if you have a division…a team…a group…you MUST have a compelling, inspiring vision for your them or they’ll wander around with little focus, and little inspiration.

Here is an excerpt from a longer interview I did with Steve where he shared his thoughts.

Enjoy!

If you’re interested in learning more about The Sales Leadership Academy…and how it can help you create this type of inspiration in your team, go here. A little knowledge here could make a huge revenue difference in your team. It might be worth looking at.

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