The Sales Meeting

This week at The Idaho Statesman the sales staff is going through a huge three day training that is supposed to be full of amazing new ideas. As I sat through the first day I thought of how I have been through countless hours of these types of trainings and they are all the same. A sales funnel or a sales pipeline, it's a numbers game with how many people you see against your sales close rate, listen to what the client is trying to tell you, don't let the appointment get out of your control, don't forget your sales "toolbag" etc, etc. These meetings are fine and they can get you excited to get out and work but mostly they are lame.

When entering a sales meeting you will notice that the tables are arranged in a variety of ways. Sometimes in a square sometimes a semi-circle regardless there is never enough seating and someone is always on the end and can't see. You will also notice that there is some sort of prize table. In my case this week it is full of office equipment and tickets to our suite at Qwest Arena. I have been to many meetings where they throw out company shirts, can cosies, mini balls, and various other items to keep you feeling like you made the right decision in coming to this meeting today. You will notice that they have set a place where everyone is going to sit, laid out with what you will be going over and usually a pen. In my case this week the pen is not provided, I guess that we are feeling the affects of the economy.

Everyone is going to sit at these tables except for management, they are obviously better than the rest of you so they are going to sit away from the common folk as to not get head lice, whooping cough, or a case of "non-management"itis (symptoms include befriending the staff, showing you care, not holding yourself on a pedestal, and increased morale which causes problems because then the staff is excited and the fear tactics don't work). The management usually sits against a wall or stands so that they seem cool and part of something that you are not. You will envy them if this is your first sales meeting, but if this is your 10th you probably know all about how your manager told you that they were going to fight to get every last commission dollar for you because "it helps their commission as well" but when it came time for commissions they sided with the company on why you brought in a business spending $13,000 a month but they are only going to pay you for half. It makes sense they can only pay you 50% on that because what happens when they stop spending, then you are going to want the company to take that 50% off of your goal right? We'll see about that.

There are all kinds of different people in the sales meeting. Those who are answering questions because they want everyone to know how smart they are. There are some who are going to throw out answers that have already been given but they say it differently and get praised for this new idea. There are even some who want to relate everything to an experience they have had like no one else has come across this experience before. These last people will be the ones standing on the wall in a few months. Those experiences are what management is looking for. Something that shows you have been to battle with a client and come out victorious. Lastly there are those who have been to these meetings a million times and feel that grown adults don't need to chant in unison the catch phrase of this meeting. These very same people are the ones that will sit back and observe the surroundings and see that there are those that think they are better. Oh sure they will listen and be polite but they are noticing that there is a distinction between these groups of people. They realize that you the instructor didn't really mean it when he/she asked who is your manager and then said (in that voice that you know is mocking you and they are trying not to laugh) "you are". This last group of people notice that everyone in the room just brightened up thinking that "yes, I am my own manager" but try not coming in on time and see if you are the one who disciplines yourself. I am guessing that you are not the one telling you that your production is low.

These sales meetings all seem to be the same. They are implemented to get a sales person focused and excited about working and overlooking the things that have made them upset for the last 4 to 5 months. They are instituted to make the sales person think that there is NEW information that they need so they can get out there and close the deal. Really the information is the same across the board and these meetings don't come close to covering what a good sales person already knows. Sales people need to build relationships with there clients so there can be trust. Most of managers out there want to tell you how to do things yet they haven't been in the field in years. The best manager I have ever had was my dad. He continued to work in the field and train. He knew the problems that were going on out there because he was having the same problems. He was and still is a great sales rep who could see what you were going through and understand better then any upper management. He didn't use scare tactics to get you to sell or close the deal. He just helped you to become a great rep yourself all while running his own business. For that dad I am grateful. I am so glad that I had the opportunity to work with you and learn from you. Without your guidance and training I would not be where I am today. Thanks for all you have done and continue to do for me.