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How to run a Sales Meeting using a Sales Dashboard

Reposting this nugget based on several recent coaching calls about ‘Activity vs. Productivity’ and Sales Team FOCUS.

Here is a format we use for Sales Meetings – a weekly review of activities from the Sales Team.

  • Update on activity:
    • Number of visits
    • Number of asks
  • Update on productivity:
    • Number of commits / declines
    • $$ Committed

These metrics provide an objective dashboard that speaks volumes.

  • “What gets measured gets done.” – Tom Suddes

    It’s very easy to get sidetracked. Make it very clear, for yourself and for your sales team, that the first measurement will be number of times we got out of the office to go visit with people. Even without the perfect materials, we know this will have a tremendous positive impact on your organization.

  • The dashboard creates accountability.

    Following on the first point, if you’re a manager you can set goals with your team around number of visits/asks. This ties back to accountability and performance.

  • The dashboard points to what’s working and what’s not.

    Two months ago I was working with an organization that was making 15 visits per week. It was logging only a few ‘commitments’ and no ‘declines.’ We were able to zero in on this and it turned out the staff wasn’t really asking – if you’re asking, you’re going to have some declines! Instead, they were walking through the numbers and ‘hoping’ the prospect would select to give. We did another training session around ‘the last three feet’ of the visit and the numbers then improved.

    This is a pretty important point. You can deal with real issues as they arise – instead of planning and planning for months/years with no activity.

After the numbers we then review:

  • Status of Top Ten Prospects on the Master Prospect List
  • Specific ‘Pending Strategies’ that need attention
  • Strategies for the upcoming week
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Announcing For Impact Fellowships

The Suddes Group creates and drives the levers behind the most important causes of our lifetime, including health-care transformation, community resilience, education, workforce development, equality, and justice.

The For Impact Fellowship is a paid post-graduate employment program (with both 1 and 2-year opportunities) to develop leaders for the social sector.

Fellows will be based out of our Columbus, OH or Colorado Springs, CO offices. They will work ‘in-the-field’ organizing and managing funding campaigns while also developing a career pathway, connections and priceless experience in the areas of leadership, fundraising and organizational development.

More details will be announced in the coming weeks. If you know someone that might be interested – contact Jessica@forimpact.org to receive application details when they become available.

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10 Action Steps to Help You Engage in 2016

*Warning: It’s pretty easy to run down this list and blow off a number of these with a “We’ve already got this/done this” attitude. I encourage you to take a look at the resources we’ve provided below and create an Action Plan for 2016.

Here are 10 Action Steps, to help you ENGAGE:

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Teleseminar: How to Make Your Story Awesome

Teleseminar: How to Make Your Story Awesome
Tuesday, December 15. 12:00-12:45ET
Free for first 50 registrants.

Description:
The story you use to maximize funding…
The story that brings rockstar talent to your doorstep and fully engages your team…
The story that you tell yourself every day to stay focused and fulfilled.

Story adds passion, purpose and urgency to your message, plan and every day actions.

  • Is your story about needing more money? Or changing lives?
  • Do you have a good story that helps get to the ask?
  • Do we have a story that engages the board? Engaging them as passionate champions and advocates?

This 45 minute teleseminar will:

  • Share examples of stories used at organizations to help them with these questions.
  • Address common challenges to funding, action and engagement.
  • Give you several actionable tools use can use to DISCOVER your story and make it AWESOME.
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Make a BIG DEAL out of everything you do.

“The best advice I can give you is: make a BIG DEAL out of everything you do.”
– Frank E. Sullivan

That’s the WOW!!!

Note: We frequently do training/speaking for audiences outside the social sector. The ideas of impact, sales, and purpose are universal. I found this quote on the cover a workbook Tom prepared in 1999 for the Indiana Life Underwriters.

Frank Sullivan was a successful life insurance salesperson. He was one of Tom’s early mentors and authored a gem of a sales book, The Critical Path to Sales Success.

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Set Your Goals for Engagement!

Set your 2016 Goals for Engagement now! These goals need to be SPECIFIC, WRITTEN and MEASURABLE.

Here are 3 Examples:

  • The ‘33 GIFTS’ Plan

    We will ENGAGE with our TOP 50 PROSPECTS in order to generate 33 COMMITMENTS, which will provide 90% of our funding needs!

    This will be a SELF-FULFILLING PROPHECY.

    E.g. We will generate $1 Million from:

    1 Gift of $200,000
    2 Gifts of $100,000
    4 Gifts of $50,000
    10 Gifts of $20,000
    16 Gifts of $10,000+
    33 Totaling $1 Million

    Note: Need $5M? Multiply the right column by 5. (Or 4 for $4M and so on.)

  •  

  • The ‘Spartan 300’ Plan

    We will ENGAGE with our BEST 300 prospects (including our Top 33), which will generate buckets of money to Fund Our Vision.

    E.g. We have 3 members of our SALES TEAM, and we will collectively make 30 VISITS ENGAGEMENTS a month for 10 months (using August and December for R&R).

    We will use a 3x3x3 goal which challenges us to collectively make 3 visits a day, 3 days a week, 3 weeks out of the month.

    Note: If you have one member of your sales team, divide this goal accordingly: The ‘Spartan 100’ plan!

  •  

  • The ‘1,000 ENGAGEMENT’ Plan

    As a larger For Impact organization with 6 committed Relationship Managers, we will make 1,000 VISITS/PRESENTATIONS this year.

    Each of our 6 Relationship Managers will have a Portfolio of 300 Qualified Prospects. Each of us will make 167 VISITS/PRESENTATIONS (ENGAGEMENTS) this year.

    We will average 15 QUALITY VISITS a month and do all of the appropriate preparation, predisposition and follow-up.

    We will do ‘DISCOVERY’ on every visit and with every prospect. We also commit to make the FULL PRESENTATION around the TRIPLE ASK for TODAY, TOMORROW and FOREVER (Annual Operations, Campaign Priorities and a Legacy/Planned Gift.)

    *20% of these 167 visits will become our TOP 33 gifts for each Relationship Manager.

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Sales Attitude: How to think about December

“Should we plan on doing fewer visits with prospects this month, because of the holidays?”

or

“Should we keep pushing because people give at year’s end?”

We get a lot of questions about this every year and our coaching advice is always the same: Keep working your list.

It’s a great time to be engaging (1:1) with your prospects/relationships:

  • If they can’t meet due to the holidays, you can setup a time to connect in early January. Better to do that now than to come back to the office and call – at which time everyone would say, “I’m just getting re-oriented from the holidays. Get back with me in a few weeks.”
  • In my experience, for every person or family that can’t meet now, there is another for whom there will be no better time to meet. Some of my best visits + asks have been in December.

Whatever you do – don’t make excuses for not making visits.

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The Last Investor

THE LAST INVESTOR: The Metaphor

WHAT IF you were down to your very LAST INVESTOR? (aka ‘DONOR’)

WHAT IF the FATE and FUTURE of your ORGANIZATION and CAUSE were entirely up to that one LAST INVESTOR?

Think about it:

IF you can communicate your IMPACT and MISSION. Convince them of your VISION. INVOLVE THEM in your LEADERSHIP PROCESS.

THEN they will MAXIMIZE their INVESTMENT and bring along OTHERS to COMMIT and INVEST.

HOWEVER, if they don’t ‘GET IT’ – they’re history. They’re gone.

If you can’t communicate your MESSAGE in a clear, concise and compelling fashion, then they will be polite, but still gone.

The proverbial BOTTOM LINE is simple:
 

If you are with THE LAST INVESTOR and
THEY DON’T INVEST
you are ‘OUT OF BUSINESS.’

CHALLENGE: How can you use this metaphor of The Last Investor to CHANGE the way you apply the IMPACT DRIVES INCOME insight and how you approach your best prospects?

Would you send your Last Investor a direct mail piece addressed ‘Dear Occupant?’

Would you call them (in the middle of dinner), ask for money, and then promise to follow-up with a form letter?

Would you ask them to buy a table at your (not) special event?

Would you ask them to be part of your Feasibility Study to find out if you need money?

Would you meet them at their office (or for lunch) rather than try to get them to see what you do and where you deliver your service? (Because it’s easier.)

Would you send them a 60-minute DVD and ask them to watch it? (And enclose a BRE)

You get the point.

Click here to read more including a powerful Parable about The Last Investor.

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What I Would Do If I Had $1M

My copy of Think and Grow Rich by Napoleon Hill was published by Fawcett World Library, 1969.

Based on Napoleon Hill’s famed Laws of Success, Think and Grow Rich represents the distilled wisdom of distinguished men of great wealth and achievement. Andrew Carnegie’s magic formula for success was the direct inspiration for this book. Hill’s “secrets” are founded in universal law and principles.

Originally published in 1937, it has been characterized as one of the most influential books of all time in pointing the way to personal achievement.

W. Clement Stone wrote “more men and women have been motivated to achieve success because of reading Think and Grow Rich than any other book written by a living author.”

Following is a story Napoleon Hill uses to underscore a number of the key principles of Think and Grow Rich:

  • Definiteness of Purpose
  • Faith
  • Imagination
  • Desire
  • Persistence
  • Organized Planning to Achieve a Purpose

The following story is quoted from the book. The (parenthesis) are mine – Tom

While Dr. Frank W. Gunsaulus was going through college, he observed many defects in our educational system. These were defects that he believed he could correct if he were the head of a college. (His challenge!) He made up his mind to organize a new college in which he would carry out his ideas without being handicapped by orthodox methods of education. (Creativity, out of the box thinking, unorthodox!!!)

He needed a million dollars (Specificity) to put this project across. Where was he to lay his hands on so large a sum of money? That was the question that absorbed most of this ambitious young preacher’s thoughts. He turned it over and over in his mind until it became a consuming obsession with him. Dr. Gunsaulus recognized, as do all who succeed in life, that definiteness of purpose is the starting point. He also recognized that definiteness of purpose takes on animation, life, and power when backed by a burning desire to translate that purpose into material equivalent.

In his own words:

“For nearly two years, I had been thinking but I had done nothing but think! The time had come for action!

“I made up my mind then and there that I would get the necessary million dollars within a week. How? I was not concerned about that. The main thing of importance was the decision to get the money within a specific time, a strange feeling of assurance came over me — such as I had never before experienced. Something inside me seemed to say, “Why didn’t you reach that decision a long time ago? The money was waiting for you all the time!”

“Things began to happen in a hurry. I called the newspapers and announced that I would preach a sermon the following morning entitled ‘What I Would Do If I Had a Million Dollars’.

“I went to work on the sermon immediately. But I must tell you frankly, the task was not difficult because I had been preparing this sermon for almost two years.”

“Long before midnight, I finished writing the sermon. I went to bed and slept with a feeling of confidence, for I could see myself already in possession of a million dollars. (Visualization!)

“The next morning I rose early, went into the bathroom, read the sermon, and then knelt and asked that my sermon might come to the attention of someone who would supply the needed money. In my excitement, I walked out without my sermon and did not discover the oversight until I was in my pulpit and ready to begin delivering it.”

“It was too late to go back for my notes, and what a blessing that I couldn’t. Instead, my own subconscious mind yielded the material I needed. When I arose to begin my sermon, I closed my eyes and spoke with all my heart and soul of my dreams. I not only talked to my audience, but I fancied that I also talked to God. I told what I would with a million dollars if that amount were placed in my hands. I described the plan I had in mind for organizing a great educational institution, where young people would learn to do practical things, and at the same time, develop their minds. (The Ask!!!)

“When I finished and sat down, a man slowly arose form his seat about three rows from the rear and made his way toward the pulpit. I wondered what he was going to do. He came into the pulpit, extended his hand, and said, ‘Reverend, I liked your sermon. I believe you can do everything you said you would if you had a million dollars. To prove that I believe in you and your sermon, if you will come to my office tomorrow morning, (The Response!!!) I will give you the million dollars. My name is Philip D. Armour.”

Young Gunsaulus went to Mr. Armour’s office and the million dollars was presented to him. With the money, he founded the Armour Institute of Technology (now known as the Illinois Institute of Technology).

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