Customer acquisition and retention efforts by a sale team require consistent monitoring and managing of key selling activities that go well beyond the capability of CRM reports.
Conducting Effective Rollups training gives sales managers the tools and the skills they need to conduct concise information exchanges with their reps designed to keep sales funnels full, campaigns on track, current business stabilized, and nasty surprises minimized. The time-honored weekly rollup, conducted remotely or in-person, offers managers an excellent group forum to measure, manage, and motivate their teams real-time.
The weekly rollup is the single management activity that incorporates all of the ZOOM sales, leadership and coaching principles. Are the right messages getting to the right people at the right frequencies…customers and prospects alike? Are “lost sales patterns” being exposed and corrected? Are prospecting activities keeping sales funnels full of quality prospects? Is any current business in jeopardy from a competitive attack or any other cause?
Course participants learn how to structure and conduct efficient and effective rollups. They learn what to ask, what to listen for, when to drill down, and how to give direction and provide motivation in a positive way that benefits the individual as well as the entire team. Individual and group exercises include case studies and realistic role-plays that are taped for review and feedback. Reinforcement training is available and always recommended.
What Course Participants Will Learn
- The 5 essential questions that anchor every rollup (view analysis of over 6,000 sales cycles)
- Integrating the Zoom principles in every rollup
- The importance of a weekly accountability process
- The manager’s role during the rollup
- The rep’s role during the rollup
- How to identify and correct the most common “lost sales patterns”
- How to establish a competitive environment for positive results
- What you should avoid doing or saying during the rollup
- How to handle a rep’s lack of cooperation and/or unpreparedness