Hi ,

By this time, you should have listened to the podcast, watched the video, and looked through the handouts.  You should have scheduled the conference call with your sales team.  If you haven’t done these things, please schedule them by the end of the third week of the month.

Sometime in the last week of the month, you’ll hold a 60- minute conference call with your team to review the content of the lesson, to encourage them, and to hold them accountable for the lesson and the assignment which is attached to it.

Here are the directions for that conference call:

Please review the lesson before you ask these questions.  It describes the fundamental process we’ll use for many of the lessons that follow.  So, it is important that you, and your team, understand it completely.

Conference Call Format for Kahle Way ® Selling System Follow Up Program

Session Number Four (4)

Topic:  Prioritizing Your Accounts

Instructions for the facilitator or conference call leader:

There are several objectives of this call:

1.  To review the assignment and, thereby, the practices discussed.

2.  To reinforce and support the changes that the salespeople are attempting to make in their behavior by recognizing and rewarding good efforts.

3.  To put peer pressure on those salespeople who are hesitant to comply.

Your basic approach is to ask questions to encourage the salespeople to talk, and then to reward their positive contributions with verbal praise.  You may also want to draw additional lessons from their discussions.

Here’s how:

1.  Introduce the content and review the rationale for the practices discussed.

2.  Explain that you will expect to hear from every salesperson as to their     experiences and thoughts as they completed the exercise.

3.  Then, say, “I’d like to hear from each of you about the work you did in prioritizing your accounts. (Salesperson’s name), will you go first? Tell us which accounts you rated as A accounts, and then explain why you rated them as that.”

It is important with the first couple of salespeople, that you select people who you know have done the assignment, and have a general upbeat and positive attitude.

As that person talks about his/her experience, try to find positive things to praise.  Encourage the other salespeople to identify positive ideas and actions on which to remark.

Then, ask another salesperson to discuss their ratings. 

Follow this format until all the salespeople have spoken. 

Ask for questions, or issues that may be concerning the salespeople.  Try to speak to each in a positive way.

Repeat the process until the time is elapsed.

End the call by reviewing a couple of the most positive results. Thank everyone for their effort.  If one or more salespeople have not completed the assignment, ask them to stay on the line after the call is completed, or to call you later in the day. 

Then, remind everyone to look in their emails for the next assignment.

If you have salespeople who did not complete the assignment, speak with them as soon as possible following the conference call.  Let them know that the assignments are not optional, and that you expect them to complete them.  If it becomes a chronic problem, consider what additional steps you can take to insure compliance by that salesperson.

All the Best,

Dave