Post on 20-Jun-2020
R E M OT E M A N A G E M E N T
PRESENTED BY MIKE ALDRICH AND KEVIN ELLIOT
MARCH 27 2020
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R E M OT E M A N A G E M E N T
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BASIC PRINCIPLES
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“WIM" BUILDER
“SWOT" ANALYSIS
PRE-CALL PLANNER
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REMOTE MANAGEMENT
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REMOTE MANAGEMENT
7 B A S I C P R I N C I P L E S1. Create a Routine Schedule 2. Focus on Time Blocks 3. Work on Goal Time NOT Clock Time 4. Over communicate 5. Schedule Happiness Time 6. Develop Forward Momentum 7. Incorporate Coaching Time
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REMOTE MANAGEMENT
“ W I M " B U I L D E R
Download a new blank copy of this tool at learn.sandler.com© 2006 - 2017 Sandler Systems, Inc. All rights reserved.
M A N A G E M E N T T O O L S
The WIM (Weekly Individual Meetings) Builder
Monday CallWhat Do You Want to Achieve This Week?
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Friday CallWhat Did You Achieve This Week?
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What Help from Me Do You Need?
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Name _________________________________________________________
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REMOTE MANAGEMENT
“ W I M " B U I L D E R
Download a new blank copy of this tool at learn.sandler.com© 2006 - 2017 Sandler Systems, Inc. All rights reserved.
M A N A G E M E N T T O O L S
The WIM (Weekly Individual Meetings) Builder
Monday CallWhat Do You Want to Achieve This Week?
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Friday CallWhat Did You Achieve This Week?
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What Help from Me Do You Need?
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Name _________________________________________________________
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REMOTE MANAGEMENT
S W OT A N A LY S I SL E A D E R S H I P T O O L S
SWOT Assessment Tool 1.4.1
Download a blank copy of this tool at learn.sandler.com for your personal use.© 2018 Sandler Systems, Inc. All rights reserved. From Sandler Training’s LEADERSHIP FOR ORGANIZATIONAL EXCELLENCE program. Not to be distributed independently of that program.
Strengths
Opportunities
Weaknesses
Threats
7
REMOTE MANAGEMENT
S W OT A N A LY S I SL E A D E R S H I P T O O L S
SWOT Assessment Tool 1.4.1
Download a blank copy of this tool at learn.sandler.com for your personal use.© 2018 Sandler Systems, Inc. All rights reserved. From Sandler Training’s LEADERSHIP FOR ORGANIZATIONAL EXCELLENCE program. Not to be distributed independently of that program.
Strengths
Opportunities
Weaknesses
Threats
L E A D E R S H I P T O O L S
SWOT Assessment Tool 1.4.1
Download a blank copy of this tool at learn.sandler.com for your personal use.© 2018 Sandler Systems, Inc. All rights reserved. From Sandler Training’s LEADERSHIP FOR ORGANIZATIONAL EXCELLENCE program. Not to be distributed independently of that program.
Strengths
Opportunities
Weaknesses
Threats
8
REMOTE MANAGEMENT
P R E - C A L L P L A N N E R
© 2014 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.1HZ�+RUL]RQV�3URIHVVLRQDO�'HYHORSPHQW�,QF�
Pre-Call Planner ToolSelling Team Attendees:
Account: Date of call: KARE Designation:
Cast of Characters
Client Contact RoleImpact on This Deal
(High, Medium, Low)
Met Before? (Y/N)
LinkedIn Connected?
(Y/N)
DISC StyleD, I, S or C
Existing Relationship(Friend, Neutral, Enemy) F, N or E
Selling Side: Have you pre-briefed?Relationship issues: Business issues: Roles/responsibilities:
What should you bring?• Support materials• Technical support• 'HPR�FDSDELOLW\�H�¿OHV
Goals for call:
Key questions to ask:
Questions the buyer may ask you: Your responses to these questions:
Planned Up-Front Contract:
• Delivery/service examples• Reference materials• Other
• •
• •
• •
• •
• •
• •
Pre-Call Planner
Tool
Sandler Enterprise
Selling
Relationship Builder
Territory & Account Planning
OpportunityIdentification
QualificationSolution Development
Proposing & Advancement
Service Delivery
LinkedInLevers
KARE AccountPlanning
Positioning Tool
OpportunityTool
Pursuit Navigator
GrowthAccountBooster
Three Opportunity
Planner
Client-CentricSatisfaction
Tool
Client2
Call Debrief
Tool
Team Storm
© 2014 Sandler Systems, Inc. All rights reserved.
9
REMOTE MANAGEMENT
P R E - C A L L P L A N N E R
© 2014 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.1HZ�+RUL]RQV�3URIHVVLRQDO�'HYHORSPHQW�,QF�
Pre-Call Planner ToolSelling Team Attendees:
Account: Date of call: KARE Designation:
Cast of Characters
Client Contact RoleImpact on This Deal
(High, Medium, Low)
Met Before? (Y/N)
LinkedIn Connected?
(Y/N)
DISC StyleD, I, S or C
Existing Relationship(Friend, Neutral, Enemy) F, N or E
Selling Side: Have you pre-briefed?Relationship issues: Business issues: Roles/responsibilities:
What should you bring?• Support materials• Technical support• 'HPR�FDSDELOLW\�H�¿OHV
Goals for call:
Key questions to ask:
Questions the buyer may ask you: Your responses to these questions:
Planned Up-Front Contract:
• Delivery/service examples• Reference materials• Other
• •
• •
• •
• •
• •
• •
10
REMOTE MANAGEMENT
P R E - C A L L P L A N N E R
© 2014 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.1HZ�+RUL]RQV�3URIHVVLRQDO�'HYHORSPHQW�,QF�
Pre-Call Planner ToolSelling Team Attendees:
Account: Date of call: KARE Designation:
Cast of Characters
Client Contact RoleImpact on This Deal
(High, Medium, Low)
Met Before? (Y/N)
LinkedIn Connected?
(Y/N)
DISC StyleD, I, S or C
Existing Relationship(Friend, Neutral, Enemy) F, N or E
Selling Side: Have you pre-briefed?Relationship issues: Business issues: Roles/responsibilities:
What should you bring?• Support materials• Technical support• 'HPR�FDSDELOLW\�H�¿OHV
Goals for call:
Key questions to ask:
Questions the buyer may ask you: Your responses to these questions:
Planned Up-Front Contract:
• Delivery/service examples• Reference materials• Other
• •
• •
• •
• •
• •
• •
11
REMOTE MANAGEMENT
P R E - C A L L P L A N N E R
© 2014 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.1HZ�+RUL]RQV�3URIHVVLRQDO�'HYHORSPHQW�,QF�
Pre-Call Planner ToolSelling Team Attendees:
Account: Date of call: KARE Designation:
Cast of Characters
Client Contact RoleImpact on This Deal
(High, Medium, Low)
Met Before? (Y/N)
LinkedIn Connected?
(Y/N)
DISC StyleD, I, S or C
Existing Relationship(Friend, Neutral, Enemy) F, N or E
Selling Side: Have you pre-briefed?Relationship issues: Business issues: Roles/responsibilities:
What should you bring?• Support materials• Technical support• 'HPR�FDSDELOLW\�H�¿OHV
Goals for call:
Key questions to ask:
Questions the buyer may ask you: Your responses to these questions:
Planned Up-Front Contract:
• Delivery/service examples• Reference materials• Other
• •
• •
• •
• •
• •
• •
12
REMOTE MANAGEMENT
P R E - C A L L P L A N N E R
© 2014 Sandler Systems, Inc. All rights reserved. S Sandler Training (with design) is a registered service mark of Sandler Systems, Inc.1HZ�+RUL]RQV�3URIHVVLRQDO�'HYHORSPHQW�,QF�
Pre-Call Planner ToolSelling Team Attendees:
Account: Date of call: KARE Designation:
Cast of Characters
Client Contact RoleImpact on This Deal
(High, Medium, Low)
Met Before? (Y/N)
LinkedIn Connected?
(Y/N)
DISC StyleD, I, S or C
Existing Relationship(Friend, Neutral, Enemy) F, N or E
Selling Side: Have you pre-briefed?Relationship issues: Business issues: Roles/responsibilities:
What should you bring?• Support materials• Technical support• 'HPR�FDSDELOLW\�H�¿OHV
Goals for call:
Key questions to ask:
Questions the buyer may ask you: Your responses to these questions:
Planned Up-Front Contract:
• Delivery/service examples• Reference materials• Other
• •
• •
• •
• •
• •
• •
Pre-Call Planner
Tool
Sandler Enterprise
Selling
Relationship Builder
Territory & Account Planning
OpportunityIdentification
QualificationSolution Development
Proposing & Advancement
Service Delivery
LinkedInLevers
KARE AccountPlanning
Positioning Tool
OpportunityTool
Pursuit Navigator
GrowthAccountBooster
Three Opportunity
Planner
Client-CentricSatisfaction
Tool
Client2
Call Debrief
Tool
Team Storm
© 2014 Sandler Systems, Inc. All rights reserved.
DIGITAL SELLING IN CHALLENGING TIMES
T H A N K Y O U !MIKE ALDRICH - MICHAEL.ALDRICH@SANDLER.COM KEVIN ELLIOT - KEVIN.ELLIOT@SANDLER.COM