6 STEPS TO MAXIMISESALES PRODUCTIVITY

BEFORE THE HOLIDAYS

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Reconnect Before the HolidaysToo many sales teams fail to take advantage of the holiday season as a reason to reconnect with every customer in their portfolio and build goodwill. As a leader, you need to ensure that the productivity leading into the holidays and early in January is maximised.

Dean’s structured and proven approach to this opportunity will enable you and the team to:• Credibly connect with every customer your team relationship manages

• Build momentum coming into December and speed up deals that would otherwise rollover into the New Year

• Set up meetings for January so that your salespeople return from holidays with a full diary and avoid a “holiday hangover”

• Build relationships with all of your customers by prompting them to share personal information about what they’re doing for the holidays and capturing this to build greater rapport in the New Year

• Build value in the relationship with all of your customers by genuinely and credibly thanking them for their business and sharing important contact information for the holiday period

• Build confidence in your salespeople by giving them a credible reason to connect with every customer through a proactive outbound call that has over a 99% positive response rate

• Challenge your sales leaders to execute and coach a campaign-based approach to customer engagement

• Experience the power and value of a disciplined call day

“The Dean Mannix Christmas session shone the spotlighton these tasks and gave us back some focus. Whenwe got down to it, our team found they didn't oftenget around to contacting customers. This was thenudge they needed and took the pressure off so theycould enjoy their holidays, knowing there wereopportunities waiting for them!”

Kim WSenior Manager Banker Capability Business Bank &

Wealth at one of the Big 4 Banks

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Executing the Holiday Outbound Calling CampaignExecuting the campaign is easy using these tools we’ll share with you. Basically, all you need to is follow the simple steps below to achieve amazing results for a little bit of disciplined and planned sales effort…

It’s Easy... Support Tools and Strategy

Book i n two ha l f - day ou tbound ca l l i ngsess ions

Generally we find the morning from 9am – 12pm is a great time to run these sessions and one in the last week of November and another in the first week of December (on Tuesday – Friday) works well. Get these dates in the diary as soon as possible.

Commun ica te t he da tes and t hes t ra tegy t o you r sa les t eam

That’s as easy as an email/ meeting note with the dates and this document as an attachment. Ideally a message from someone senior in the organisation supporting the campaign would be sent to motivate higher levels of participation and action.

Debr ie f t he ca l l campa ign sess ions

Make sure you use this as an opportunity to celebrate success and share experiences across the team. It’s a fantastic way to remind everyone that focus, intensity and a defined “how-to approach” to sales activity can make a big difference to results.

Execu te t he mee t i ng t o v i ew andd i scuss t he v i deo !

The video you have access to is full of ideas and don’t be afraid to stop it throughout to discuss how your team plans to use the lead up to the holiday season as an opportunity to strengthen their relationships. You can access the video here.

Dec ide on a t ime to v i ew and d i scuss t he B2B Ho l i day Se l l i ng S t ra teg ies v i deo

Ideally you would play this short 7-minute video in your sales meeting in mid November to get the discussion started around how you maintain productivity through this period. Because the video can be accessed online you can also have your team watch it prior to a sales meeting or remotely (on their smart phone/ PC/ tablet) where your sales meeting is over the phone.

Execu te t he ca l l campa ign sess ions

There’s a suggested script in this campaign tool that you can use to give the team direction on how to make the calls. Make sure you discuss this the morning of the first session to get everyone on the same page and make sure you use the “thank you strategy” – you’ll be amazed at how effective it is an how customers respond. If you have access to our New Business Prospecting program this can be a great tool to refresh skills and create clarity on the importance of leveraging the scripting tool / strategy provided.

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Holiday Outbound Calling Campaign Call PlanMeeting/Product Benefits to Customer• Relationship confirmation that you care about them!• Reminder to close anything off that needs to be done before the holidays• Awareness of your movements and contact points over the holidays• Just feeling good about being your customer – yes, this is corny but it’s true!

Outcomes

• Reconnect with your entire customer base• Ensure positive brand so they talk about you over the

holidays• Capture some personal information you can use to build

rapport in the New Year• Create urgency for anything that needs to be completed

prior to holidays• Set up a meeting for the New Year to reconnect and start

the year with great momentum

Connection Strategy

‘Hi Bill, Just making sure I’mspeaking to all of my customersbefore the holidays. do you have amoment?’

The Reason I’m Calling Is...

‘Great. Two main reasons for the call. The first isjust to say thank you for your business over theyear. We all know its competitive out there andreally appreciate it.’ (Pause for breath andconversation if the customer engages.)

Engagement & Close Strategy

‘The other reason I’m calling is to let you know when I’m awayon holidays just in case there’s anything you need done beforeI go away and to make sure you know who can help you whileI’m away. What are you up to for the holidays?’ (Pause andengage in conversation – capture where they are going andother details you can use when you re-engage in the NewYear.) ‘Sounds like a great holiday Bill. I’m keen to catch up inthe New Year when you get back so can we put a time in thediary now for the week after you return from holidays?’

Expected Objections

Customer says…‘How about we sort out a timewhen I get back?’

Next Steps

‘Sure, Bill – I’ll diarise to give you a callfor the Wednesday after you get backso you can get your feet on theground.’ (Make sure you diarise so youfollow through)

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