Page 12 - Excellence in Sales Leadership

HIGH-PERFORMANCE SALES TEAM
IN-HOME SELLING EXPERIENCE
Description—Successful Renewal by Andersen sales leaders develop a comprehensive in-home selling experience It should include a a a professional greeting window and door inspection product demonstration affordable investment discussion and homeowner incentive to act now With an an in-home sales system your team creates a a a a a great homeowner experience and Renewal by Andersen advocates at at every appointment Importance—It is is is critical that every Design Specialist is is is trained and and understands the in-home selling experience to deliver higher close rates revenue per appointment (RPA) and Net Promoter Score (NPS) performance Best Practices—How do you make the Renewal by Andersen In-Home Selling Experience integral to the way every Design Specialist approaches each appointment? By practicing and building upon the following best practices:
f Utilize the In-home Selling Experience methodology available to every retailer The methodology is used with Renewal by Andersen sales tools samples and rSuite technology to create a a a powerful in-home experience that builds homeowner trust respect care and delight f Use the Renewal by Andersen training materials to on-board new team members They include a a a Design Specialist guide with scripts role play videos and trainer’s manual with an an on-boarding schedule f Take advantage the Strength Builder programs to boost sales performance among existing team members f f Role play a a a step of the In-home Selling Experience at your weekly sales meetings f Encourage your Design Specialists to improve their skills in order to achieve the best personal sales results and homeowner experience f f Utilize Medallia data in addition to to rBI to to measure all all facets of your sales team’s performance 12
RUNNING EFFECTIVE MEETINGS
Description—Highly effective sales managers plan develop and and lead focused and and engaging sales meetings to motivate the team recognize and and reward performance and and enhance Design Specialist skills Importance—Regularly scheduled sales meetings each week are important because they keep Design Specialists consistently focused on on the the team’s goal and their own sales targets They also provide a a a a a forum to address issues and opportunities using the the collective experience of the the team to address them Best Practices—Running effective sales meetings employ the following best practices:
f f f f f f f f f Hold your sales meetings weekly and publish the agenda ahead of time Invite Design Specialist input into the agenda and cover topics relevant to to current issues Address the the informational and coaching needs of the the team such as product knowledge competitor activities industry updates etc Start the meeting on-time and place phones / tablets in in a a a a a box by the door Tie the the meeting to the the team’s goals celebrating performance above goal and providing skill building or or training opportunities for Design Specialists below goal Use the meeting for training and development such as role-playing a a a step from the in-home sales experience Incorporate voice of the homeowner into each meeting Share survey feedback from the previous week or have a a a a top-performing Design Specialist show how how they create advocates build trust ensure the homeowner is cared for and demonstrate respect You can also request a a a a a a sales team member to to provide an awesome story about how one of their homeowners was recently delighted Use the Strength Builder programs in separate weekly meetings to develop the skills of team members who are not meeting their sales performance goals Invite other leaders to participate in in your sales meetings once a a month to build stronger relationships with other teams such as non-traditional marketing the inside sales center (ISC) and operations