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Apex sales team presentation

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Caleb Allen
Caleb Allen

This document discusses the importance of developing a strong morning routine to set yourself up for success. It provides examples of effective morning routines that include gratitude, visualization, goal setting, healthy eating and exercise. An ineffective routine is described as one with frequent snoozing, unhealthy habits and no planning. The rest of the document focuses on creating sales goals and strategies, including defining target numbers, identifying lead sources, developing a client retention plan and strengthening the sales process.

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WHAT DOES SUCCESS LOOK LIKE TO YOU?
M Y I N S P I R A T I O N B E H I N D M Y MORNING ROUTINE 1
It has been found that How you start your day is how you start your life. When it comes to real happiness & success, I will challenge you in this area. It can alone make you or break you. MORNING ROUTINE 2 ( T A K E 1 0 M I N U T E S )
SH AR E W H AT YOU D O EACH MORNING 3
Gratefulness Exercise Visualization/MeditationGoal setting planning out the most important tasks of the day MIT Drinking water, juicing, healthy breakfast 30 min of reading or watching a spiritual or educational or inspirational video e.g. YouTube W H AT W E W AN T TO H EAR 4
W H AT W E D ON T W AN T TO H EAR Hitting the snooze button over and over Getting ready and leaving (no priming) Checking emails Looking at texts, social media and voice mails Having unhealthy breakfast habits e.g. consuming sugar drinks 5
GOOD MORNING ROUTINE Supports relaxation & lowers daily stress. Have a clearer and sharper mind all day and less brain fog . Get more accomplished throughout the day. Have more energy throughout the day. Healthier & happier. Long term success & wellbeing. Allows you to build momentum and grow, day after day. 1 2 3 4 5 6 7 6
BAD MORNING ROUTINE Sets you up for a stressful day More poor choices throughout the day A domino for unhealthy eating Less energy and more lethargy Increased anxiety & depression No long term benefits Causes you to stagnate at the same level in your life, day after day. 1 2 3 4 5 6 7 7
S U N D A Y S A T U R D A YW E E K D A Y S 9 : 1 5 A M9 : 0 0 A M8 : 4 5 A M8 : 0 0 A M7 : 1 5 A M7 : 0 0 A M6 : 4 5 A M Wake up and be grateful ! (at least 3 things) Coffee and Stretching Kids off to school Continuing with daily devotional or watching video from the 3 Ts MIT and dial in my day e.g. Write down my 5 meaningful calls to make Social Media Post on LinkedIn Start checking and responding to emails And returning calls Strength training or adventure day 15 minutes on my Spanish Apps Babbel or Duolingo. Jesus Day !! MY MOR N IN G R OU TIN E 8
GOAL but let each sales person create their own. Create a healthy morning routine! Define what it looks like as a team, 9
KN OW YOU R NUMBERS. H OW MU C H D O YOU WANT TO MAKE? 10
L AW OF L EVER AGE If we let each other know the numbers, we can hold each other accountable. 11
D E F I N E Y O U R WHY B E H I N D T H E N U M B E R Y O U W A N T T O R E A C H Take a moment to think of yourself as an 80 years old and what your life looks like until this moment. E X E R C I S E 12 W H Y D O Y O U W A N T T O M A K E X A M O U N T O F M O N E Y ?
W HAT I SNT MEASURED I SNT MANAGED 13
YEAR L Y IN C OME GOAL BR OKEN D OW N TO MON TH L Y, W EEKL Y, D AIL Y How many new accounts do we need to get this number ? How long is the closing process? What do our conversation numbers look like? Income / $10 = Number of orders Divide this number by 251 (working days in 2018 ) =Amount of orders you need per day 14
BU SIN ESS PLAN TO BU ILD OFF OU R N U MBER S. 15
Networking Events LinkedIn Online Website/Social MediaReferrals WHERE DO YOUR LEADS COME FROM 16
OPPOR TU N ITY TO 80/20 W H ER E OU R BEST U SE OF TIME IS. 17
T H E L A W O F T H E B U L L S E Y E E . G B E S T W A Y T O G E T T O T H E D E C I S I O N M A K E R S ! 18
How many purposeful/ meaningful conversations are you having a day (branch manager questionnaire/ new lead follow up) ? What should that number be? How many Stop byes Networking events (trade shows, conferences, organisational meetings)? 19
How is your experience with Apex? Please rate 1-10 _____ Explain why in a few words ________ How do you see your role in the office (e.g. are you a producing branch manager)? When are your office meetings/trainings day & time? How many LOs are at this location? ____ How many processors? _____ Are there any other offices affiliated with offices? Whos role is it to order the appraisals? What is your current branch volume? How would you rate the following 1-10? Turn times _______ Customer service/communication _____ ROVs, field reviews, & rebuttals_____ What kind of LOS do you use? _______ What is your top 2-3 activities when you are not working? B R A N C H M A N A G E R Q U E S T I O N N A I R E 1 2 4 5 6 7 8 9 10 11 12 3 20
H OW W ILL TH AT H ELP YOU GET TO TH E N U MBER OF ORDERS PER DAY. 21
What does your approach look like? Connect E.g. HTSS letter asking for appointment What does your interview/needs/sales conversation look like? Convert E.g. HTSS interview How do you follow up & equip customers to use you? Cement E.g. Solutions presentation, asking for the business 1 2 3 3 C S OF SELLIN G 22
Define customers, clients and VIP clients (80/20 this) How many times a year we touch each contact ? Client appreciation event VIP e.g. Guild baseball game (1) Holiday emails e.g. 4th of July, Halloween, Thanksgiving, labor day, St.Paddys day (5) Phone calls e.g. 1 each quarter (4) Meet and great Lunch & Learns (1) Manager Go do something day (1) CLIENT FOR LIFE CAMPAIGN Monday Newsletter State of Appraisals (52) 23
N EW SLETTER ID EAS FOR TH E C OMIN G W EEKS ! 24
TEAM Calleb Allen Regional Sales Director 25

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Apex sales team presentation

  • 2. M Y I N S P I R A T I O N B E H I N D M Y MORNING ROUTINE 1
  • 3. It has been found that How you start your day is how you start your life. When it comes to real happiness & success, I will challenge you in this area. It can alone make you or break you. MORNING ROUTINE 2 ( T A K E 1 0 M I N U T E S )
  • 4. SH AR E W H AT YOU D O EACH MORNING 3
  • 5. Gratefulness Exercise Visualization/MeditationGoal setting planning out the most important tasks of the day MIT Drinking water, juicing, healthy breakfast 30 min of reading or watching a spiritual or educational or inspirational video e.g. YouTube W H AT W E W AN T TO H EAR 4
  • 6. W H AT W E D ON T W AN T TO H EAR Hitting the snooze button over and over Getting ready and leaving (no priming) Checking emails Looking at texts, social media and voice mails Having unhealthy breakfast habits e.g. consuming sugar drinks 5
  • 7. GOOD MORNING ROUTINE Supports relaxation & lowers daily stress. Have a clearer and sharper mind all day and less brain fog . Get more accomplished throughout the day. Have more energy throughout the day. Healthier & happier. Long term success & wellbeing. Allows you to build momentum and grow, day after day. 1 2 3 4 5 6 7 6
  • 8. BAD MORNING ROUTINE Sets you up for a stressful day More poor choices throughout the day A domino for unhealthy eating Less energy and more lethargy Increased anxiety & depression No long term benefits Causes you to stagnate at the same level in your life, day after day. 1 2 3 4 5 6 7 7
  • 9. S U N D A Y S A T U R D A YW E E K D A Y S 9 : 1 5 A M9 : 0 0 A M8 : 4 5 A M8 : 0 0 A M7 : 1 5 A M7 : 0 0 A M6 : 4 5 A M Wake up and be grateful ! (at least 3 things) Coffee and Stretching Kids off to school Continuing with daily devotional or watching video from the 3 Ts MIT and dial in my day e.g. Write down my 5 meaningful calls to make Social Media Post on LinkedIn Start checking and responding to emails And returning calls Strength training or adventure day 15 minutes on my Spanish Apps Babbel or Duolingo. Jesus Day !! MY MOR N IN G R OU TIN E 8
  • 10. GOAL but let each sales person create their own. Create a healthy morning routine! Define what it looks like as a team, 9
  • 11. KN OW YOU R NUMBERS. H OW MU C H D O YOU WANT TO MAKE? 10
  • 12. L AW OF L EVER AGE If we let each other know the numbers, we can hold each other accountable. 11
  • 13. D E F I N E Y O U R WHY B E H I N D T H E N U M B E R Y O U W A N T T O R E A C H Take a moment to think of yourself as an 80 years old and what your life looks like until this moment. E X E R C I S E 12 W H Y D O Y O U W A N T T O M A K E X A M O U N T O F M O N E Y ?
  • 14. W HAT I SNT MEASURED I SNT MANAGED 13
  • 15. YEAR L Y IN C OME GOAL BR OKEN D OW N TO MON TH L Y, W EEKL Y, D AIL Y How many new accounts do we need to get this number ? How long is the closing process? What do our conversation numbers look like? Income / $10 = Number of orders Divide this number by 251 (working days in 2018 ) =Amount of orders you need per day 14
  • 16. BU SIN ESS PLAN TO BU ILD OFF OU R N U MBER S. 15
  • 17. Networking Events LinkedIn Online Website/Social MediaReferrals WHERE DO YOUR LEADS COME FROM 16
  • 18. OPPOR TU N ITY TO 80/20 W H ER E OU R BEST U SE OF TIME IS. 17
  • 19. T H E L A W O F T H E B U L L S E Y E E . G B E S T W A Y T O G E T T O T H E D E C I S I O N M A K E R S ! 18
  • 20. How many purposeful/ meaningful conversations are you having a day (branch manager questionnaire/ new lead follow up) ? What should that number be? How many Stop byes Networking events (trade shows, conferences, organisational meetings)? 19
  • 21. How is your experience with Apex? Please rate 1-10 _____ Explain why in a few words ________ How do you see your role in the office (e.g. are you a producing branch manager)? When are your office meetings/trainings day & time? How many LOs are at this location? ____ How many processors? _____ Are there any other offices affiliated with offices? Whos role is it to order the appraisals? What is your current branch volume? How would you rate the following 1-10? Turn times _______ Customer service/communication _____ ROVs, field reviews, & rebuttals_____ What kind of LOS do you use? _______ What is your top 2-3 activities when you are not working? B R A N C H M A N A G E R Q U E S T I O N N A I R E 1 2 4 5 6 7 8 9 10 11 12 3 20
  • 22. H OW W ILL TH AT H ELP YOU GET TO TH E N U MBER OF ORDERS PER DAY. 21
  • 23. What does your approach look like? Connect E.g. HTSS letter asking for appointment What does your interview/needs/sales conversation look like? Convert E.g. HTSS interview How do you follow up & equip customers to use you? Cement E.g. Solutions presentation, asking for the business 1 2 3 3 C S OF SELLIN G 22
  • 24. Define customers, clients and VIP clients (80/20 this) How many times a year we touch each contact ? Client appreciation event VIP e.g. Guild baseball game (1) Holiday emails e.g. 4th of July, Halloween, Thanksgiving, labor day, St.Paddys day (5) Phone calls e.g. 1 each quarter (4) Meet and great Lunch & Learns (1) Manager Go do something day (1) CLIENT FOR LIFE CAMPAIGN Monday Newsletter State of Appraisals (52) 23
  • 25. N EW SLETTER ID EAS FOR TH E C OMIN G W EEKS ! 24