Get your team together. Have them write down, or draw, or graph, whatever method they prefer, one idea from a stage in the sales process. Have them pass this paper to the person on the left and do the same task. Do this a third time.
On the fourth pass, have them put together two pieces of the deconstructed ideas. Do this for 3 passes. On the fourth, have them construct a coherent concept from what is on the paper.
Use more paper if needed. Use staplers if needed. It is important that the level of technology stops at a stapler.
Classic destruction to creativity principles are applied here. The idea of reverse engineering to create something new, something better is a typical practice in engineering. Why is it not ubiquitous in sales?
Jacques Derrida’s philosophy of creativity in language particularly applies here as sales is the use of language in persuasion. Persuasion is the combination of logic and emotion through communication. Derrida’s works are worth understanding for any sales person that considers themselves a professional.
A professional can do an exceptional job when they do not feel like doing it. Shouldn’t the concept of a sales meeting be to make everyone better for attending the meeting, for moving them towards being a more accomplishing professional?
Rah, rah, motivational speeches are a waste of time. They fuel emotion. After, when the work is applied, old habits quickly return.
A sales meeting focused on practical actions that change or broaden sales techniques, which can be applied directly after the meeting, will continue to fuel interest. The techniques will build professionalism; the ability to do great sales work when the professional doesn’t feel like it.
Set any sales meeting during regular hours during the day. Do not force everyone to put in extra time for the meeting or show up at 6am. This is a punishment.
If the meeting has any real value, it can supplant the time that would otherwise be spent prospecting or doing following up.
Have a follow up meeting a few days later and see if anyone has a new concept that they derived from the initial meeting. It’s okay if they do not.
At least one person will have a great new idea. This will be telling.
RDIbizdev
