Business Reviews What are they Why and How to use them

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Business Reviews What are they? Why and
How to use them
Retention Strategies-

• Presented by
• Krista Fleet
• Executive and Team Coach
• K. Coaching, LLC
• www.kcoaching.com
• www.opwebinar.com

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Growing Your Business in 2005 and Beyond

• Understand your strengths as a company
• What is happening in your market? What is the
  competition doing?
• Where and how is your current business growing
  and what accounts are AT RISK
• THEN-Create a Sales StrategyCPR that will work
  for you
• Lead and Implement the Strategy

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CPR- A Winning Model
1 reason WHY??
C
Business Growth
P
R
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What are Business Reviews?

• What the power channel conducts annually and
  bi-annually with their top accounts
• Proven method for improving and solidifying the
  business relationships
• Formal meetings to review past performance and
  future expectations and opportunities
• Proactive Retention and Penetration strategy

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The Why

• Because they do it! and are bringing it to your
  next level of customers
• Competitive Advantage- by being proactive and to
  supersede the competitive sells pressure
• To establish a Higher Level relationship within
  the accounts
• Stay informed- Customer needs and requirements
  are changing
• Find our what you can do to improve, before the
  competition
• Discovery opportunities for penetration of other
  products

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1 reason WHY?

• ..Because you cant afford NOT to

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The How

• Determine your target lists
• Top revenue accounts
• Who is at Risk?
• Planning
• Design the message
• PowerPoint and handouts
• Rebates and incentives?
• Performance benchmark statistics
• Create the process
• Who is responsible for what?- Make assignments
• Measurement and Monitoring
• Follow-up system
• Practice and Training!

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The 4 Ps

• Plan- research the customer, website info,
  schedule the meeting, who should be in
  attendance?
• Prepare- pull history, usage reports, incentives,
  money saving opportunities
• Practice- role play, determine who does what.
  Practice, Practice, Practice!
• Present- professional, at your location, include
  tour, lunch, summarize and recap action plans and
  go forward
• And .Debrief with your team

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Business Review Template

• Introductions and Agenda/Purpose
• Value statement and purpose
• Conversational meeting
• Not a Show and Tell
• Ask procurement process questions
• Uncover areas for improvements
• Establish increased credibility
• Your business stability and growth
• Promote your strengths

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Other ideas?

• Know their business (CEO quote ect.), and match
  your services
• Promote your strengths and DISPELL competitive
  pressures
• Ecommerce
• Pricing
• Service
• Have it at your location- Make them FEEL the
  difference
• Not just a number, and they can feel the personal
  attention

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Planning of the Strategy

• The How to do behind the What to do
• Create a DOGOM-
• Description
• Objective
• Goal
• Owner
• Measurement-Monitoring

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Sales Leadership- Execution

• Focused on getting results through others
• Visionary that is strategic in thinking and
  actionable
• Coach- listen, understand, make changes, develops
  others
• Creates the sales culture- top-down culture
• Inspiring, motivating
• Clear communicator
• Results Your leadership style can make or break
  the sales strategy

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OPWebinar Upcoming Programs

• Telemarketing and Scripting
• Friday, September 30th 1200-100 EDT
• Margin Management
• Friday, October 7th 1200-100 EDT
• Accountability- What is that?
• Friday, October 28th 1200-100 EDT
• Business Planning-2006
• Monday, November 21th 1200-100 EDT