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On Conducting a Sales Assembly – Part 1

December 2, 2010 | Basics of Business, Business Administration, Business Analysis, Business Management, Business Plan, Business Tools, Personnel Management

The following is the first part of some suggested techniques on how to conduct a productive sales assembly:

  • Obtain crowds’ acceptance.  Be identified with the audience by establishing the fact of having much common with them.  To identify with the audience’s beliefs.
  • Define reason for the sales assembly.  A good sales assembly must have a well defined purpose like:
    • Reinforcing the declining morale of salespeople.  Salesmen are emotional and they get depressed by the grumbling of customers, to thinking that competitions are getting too tough, and they are pressured with the demands of their superior and the company.
    • Stimulating the satisfied or contented salesmen to greater efforts by looking for new accounts when their old customers may fade away.
    • Providing good salesmen the needed motivation.  They need more than just big commission-they need to be supplied by psychic income that makes them feel important being part of the team. For every sales assembly, the sales manager should stand up and talk to the salespeople enthusiastically, informatively and persuasively.  Every sales assembly is an opportunity for the sales manager to sell himself.
    • Other purposes for a sales assembly are: to explain a new product to be launched and in making important announcement.
  • Fear is a friend.  When getting ready to talk to an audience, accept fear as nature’s way of protection and help.  Avoid personal conviction for being nervous.  Let those butterflies work as the driving force to prepare thoroughly.  Knowledge and preparation are the best remedy for jitters.
  • Fun is another friend.  It is fun to talk to a group and get them smiling, nodding their heads, get them moving to the dimension of the speaker’s thoughts.  A sales assembly should be fun and exciting for the salesmen.  Many successful sales managers apply the play-principle into their assemblies.  They may stage contests to see which salesmen can make the best presentation and be given prizes.  They can even make a game out of the harsh formality of checking up attendance.

Read more: On Conducting a Sales Assembly – Part 2

Related posts:

  1. Attention: Sales Managers Part 1
  2. Market Penetration Through Sales Blitz and Seminars
  3. Ways to Motivate Your Sales People
  4. Sales Management Techniques
  5. Dealing with the Undesirable Sales People
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