Recommended 2016 Immersion Agenda (Aug 30, 2016)
Covered in 2-day Immersion: I Could Sell More, ESS Overview, Prospecting (8 Step & Get Introductions), SMA/Pursue, TMR/Pitch, Commitment/Engage, Presenting to Get a Decision, Sales Action Plan (No changes in core ILT delivery)
ACTG will send Outlook invites and reminders to each of the follow-up meetings. KeyBank will send invitations for Kickoff and 2-day ILT meetings. Ideally, each group is assigned to an Executive Leader Sponsor who will reinforce attendance and do some check in point through the programming.
Some highlights
- We have added a ‘new content’ component to each virtual meeting.
- We will have assigned and committed pre and post call form preps for the 2 coaching calls with ACTG reminders sent
- We will end the 2 day ILT with a short survey that includes asking what the group needs more practice with and will customize the follow up delivery.
- KeyBank will reinforce that full day attendance is recommended.
- We will have a recognition program called the Yeti Challenge which will add another element of fun and competition
1st Follow Up 1-Hour Virtual Meeting:
Pre-work: 2 WBTs – SMA and Maximize the Initial Call
New: Make Your First Call Count– reinforces drill down process, uncovering real SMA so that prospect is truly qualified. This has been identified as a skill RMs need toimprove. Review pre-call and post-call forms at end.
Prepare Next Call: SDE will gain agreement from 2 people to come to (and send to SDE in advance) next scheduled coaching call with completed pre-call plans of upcoming call. ACTG will send reminders and form to these 2 people. These will be based on first base calls. These two individuals will share what happened and group will discuss possible improvements/recommendations. Others will share their pre-call/post-call efforts. Commitments gained for two more to share pre-call for the coaching call coming up.
1st Follow Up Coaching Call:
Pre-Call review and discussion/best practice sharing with group per preparation noted prior webinar. Group will discuss what gets in the way of pre-calls.
2ndFollow Up 1-Hour Virtual Meeting:
Pre-work: 1 WBT – Uncovering Capacity/TMR
New: Get Paid - Stop Being an Unpaid Consultant –this session will help RMs get over asking the tougher questions and reinforce how to make sure that the decision to make a decision happens prior to the presentation. Review pre-call and post-call forms at end.
Prepare Next Call: SDE will gain agreement from 2 people to come to (and send to SDE in advance) next scheduled coaching call with completed post call plans of call made. ACTG will send reminders and form to these 2 people. These will be focused on 2nd and 3rd base level calls. These two individuals will share what happened and group will discuss possible improvements/recommendations. Others will share their post-call efforts. Commitments gained for two more to share pre-call for the coaching call coming up.
2nd Follow Up Coaching Call:
Post-Call review and discussion/best practice sharing with group per preparation noted prior webinar. Group will discuss what gets in the way of post-calls.
Final 2-hour Virtual Meeting:
Pre-Work: Upgrade Your Prospects NEW
URL for Viewing:
Good Bad & Ugly Review of Immersion
New: Manage Your Pipeline - Highly successful sales people have a pipeline management system or process. This final session will help RMs more effectively evaluate and work their opportunities so that they can reach their own personal goals.
Selling Bill of Rights, Survey