WEBVTT 1 00:00:00.120 --> 00:00:01.780 You go. Alright. Alright. 2 00:00:02.480 --> 00:00:04.740 Good. Good. So welcome, everyone. 3 00:00:05.200 --> 00:00:09.860 And we're gonna talk about huddles. And since I can see many of you, which is a beautiful thing, 4 00:00:10.800 --> 00:00:11.700 tell me this. 5 00:00:12.639 --> 00:00:14.099 Something made you come. 6 00:00:14.445 --> 00:00:19.505 So what was it? What was it about this topic, about Huddl's that 7 00:00:19.965 --> 00:00:22.225 made you think, I think I should go to that? 8 00:00:26.125 --> 00:00:26.625 Yeah. 9 00:00:28.170 --> 00:00:28.670 Well, 10 00:00:29.290 --> 00:00:30.910 Matt and I will jump in. 11 00:00:32.170 --> 00:00:41.150 In the the past year, I've made a really Owen and I have made a really valid effort of meeting every single day with our sales team at 09:20. 12 00:00:41.505 --> 00:00:42.005 And, 13 00:00:43.024 --> 00:00:44.885 we've seen some changes in the responsiveness, 14 00:00:45.825 --> 00:00:47.524 the ability to retain information, 15 00:00:47.985 --> 00:00:48.485 updates, 16 00:00:49.024 --> 00:00:53.045 and just an overall increase in communication from the top down on our company. 17 00:00:53.105 --> 00:00:55.125 So but I'm always looking for 18 00:00:55.910 --> 00:00:57.530 helpful ways, you know. 19 00:00:58.070 --> 00:01:05.130 Everything you talk about in the sales lead meetings, like sketching, I've just been talking about sketching every single day, which is okay. 20 00:01:05.190 --> 00:01:05.690 Right? 21 00:01:06.550 --> 00:01:11.535 But I'd love for things to be efficient. Evan gives me the feedback that they're too long. 22 00:01:11.535 --> 00:01:14.275 So I'm like, okay. Well, thanks for the feedback. 23 00:01:14.655 --> 00:01:17.235 We'll we'll shorten these up. So Right. Here we are. 24 00:01:17.615 --> 00:01:18.115 Perfect. 25 00:01:18.655 --> 00:01:21.235 Excellent. Thank you, and thanks for leading us off. 26 00:01:21.295 --> 00:01:24.979 Anyone else, when you what what had you what is it you wanna get out of this? 27 00:01:24.979 --> 00:01:28.979 And I'm actually taking notes on this. So what would you like to get out of this? 28 00:01:28.979 --> 00:01:35.299 What do you wanna leave here knowing or being able to do that you think would be valuable to you in this? 29 00:01:35.299 --> 00:01:37.880 So, Chris, you can take yourself off mute too. 30 00:01:40.155 --> 00:01:42.335 Anything you'd like to get in particular, Chris? 31 00:01:46.235 --> 00:01:48.255 Well, I think it's something we'd like to implement. 32 00:01:48.955 --> 00:01:52.315 Nothing we've done previously. I think, you know, we're here. You, 33 00:01:53.035 --> 00:01:57.939 last week at the end of our training, you had mentioned it, and, you know, I thought that was a good idea. 34 00:01:57.939 --> 00:01:58.659 So this is, 35 00:01:59.219 --> 00:02:01.320 our first education on it and something, 36 00:02:01.700 --> 00:02:03.000 we intend to, 37 00:02:03.380 --> 00:02:04.119 start using. 38 00:02:05.220 --> 00:02:09.645 Yay. Okay. Good. Thank you for that. Alright. So here's how our time together is gonna go. 39 00:02:10.365 --> 00:02:13.985 I'm gonna I'm gonna go over some sort of brief things about Huddl's. 40 00:02:14.605 --> 00:02:17.185 I'm gonna walk you through the chronology 41 00:02:17.645 --> 00:02:19.025 of what it is, 42 00:02:19.485 --> 00:02:21.425 and then I'm gonna show you two 43 00:02:22.379 --> 00:02:22.879 documents 44 00:02:23.180 --> 00:02:26.459 that you can have if you send me an email and ask me for it. 45 00:02:26.459 --> 00:02:33.945 Two documents that are preparation for sales managers or whomever is gonna be covering or manage or running the the Huddl 46 00:02:34.425 --> 00:02:35.725 that I will send you, 47 00:02:36.185 --> 00:02:41.325 that gives you a format to keep you on track of what what it is. And then, oh, and then 48 00:02:42.025 --> 00:02:47.965 if we have time, we might do one so that you can see, like, a mini one and what it would actually look like. 49 00:02:47.970 --> 00:02:53.990 I'm happy to demonstrate it if that's what you'd like or to have someone practice it on their own, which would also be wonderful. 50 00:02:54.370 --> 00:02:57.030 So let's talk about that. So first of all, 51 00:02:57.890 --> 00:03:01.830 what they are. A Huddl is just what you see. It is a 52 00:03:02.210 --> 00:03:03.350 stand up meeting, 53 00:03:04.185 --> 00:03:05.085 a very brief 54 00:03:05.545 --> 00:03:06.605 stand up meeting, 55 00:03:07.545 --> 00:03:11.005 and to begin either a day or a shift. 56 00:03:11.865 --> 00:03:14.125 It is the sales manager's 57 00:03:15.145 --> 00:03:16.925 ultimately, the sales manager's 58 00:03:17.785 --> 00:03:18.285 role 59 00:03:18.825 --> 00:03:19.325 to 60 00:03:20.220 --> 00:03:24.880 get everyone starting in the right direction and to establish what the day is gonna do. 61 00:03:25.100 --> 00:03:28.960 What are you meant to accomplish individually and as a team today? 62 00:03:29.260 --> 00:03:32.715 What are the markers? What are the targets? How's it gonna happen? 63 00:03:32.955 --> 00:03:38.415 So that's what ultimately what it is. Why it matters speaks to what Erica said, which is 64 00:03:38.795 --> 00:03:43.055 when you start implementing them, you're gonna see you're gonna see a lot of things. 65 00:03:43.194 --> 00:03:51.520 You might see a level level of cohesiveness on your team that may not exist right now, that you don't know it ex doesn't exist until you actually see it change. 66 00:03:52.140 --> 00:03:53.680 You're going you will see, 67 00:03:54.140 --> 00:03:55.760 a level of focus 68 00:03:56.700 --> 00:03:57.840 with your team 69 00:03:58.620 --> 00:03:59.120 members 70 00:03:59.835 --> 00:04:03.855 because they, in front of everyone, said what they're out to do today. 71 00:04:04.555 --> 00:04:05.055 Right? 72 00:04:05.515 --> 00:04:06.415 You will see, 73 00:04:07.515 --> 00:04:09.695 people managing their time better 74 00:04:10.395 --> 00:04:10.895 collectively 75 00:04:11.195 --> 00:04:13.855 because if someone says I have a 02:00 appointment, 76 00:04:14.600 --> 00:04:19.740 then we all know that they've got a 02:00 appointment. So they're off the up sheet at 02:00, 77 00:04:20.200 --> 00:04:24.760 and we need to manage around that. So it just it sets the tone for the day. 78 00:04:24.760 --> 00:04:29.595 It sets the direction in the target. It sets who's doing what so that everybody knows it. 79 00:04:30.075 --> 00:04:31.615 And we commit 80 00:04:32.155 --> 00:04:36.495 to to hitting that target today. Like, together, we're gonna hit that target, 81 00:04:36.795 --> 00:04:38.475 and this is how we're gonna do it. 82 00:04:38.475 --> 00:04:43.935 So it not only sets what the goal is for the day and where where you're at so far, 83 00:04:44.660 --> 00:04:45.919 But it, 84 00:04:46.260 --> 00:04:49.699 we know how it's gonna happen. So where is that gonna come from? 85 00:04:49.699 --> 00:04:52.199 And I'll go into that a little bit more deeply, especially 86 00:04:52.660 --> 00:04:54.120 when I show you the two 87 00:04:55.060 --> 00:04:58.840 documents that you can use to line up what your meeting's gonna be. 88 00:04:58.979 --> 00:05:02.074 And then if you ask me to send you one, I will send them to you. 89 00:05:02.074 --> 00:05:05.134 And they are they're word documents. So if you wanna 90 00:05:05.435 --> 00:05:10.414 massage them and blend them into one or whatever you wanna do with it, once you get it, it's absolutely yours. 91 00:05:10.875 --> 00:05:14.655 So that so how often should you have Huddl? I say every day. 92 00:05:15.320 --> 00:05:17.880 I say every day because you wanna line them up every day. 93 00:05:17.880 --> 00:05:20.520 If you wanna start once a week, start once a week. 94 00:05:20.520 --> 00:05:23.400 If you wanna then say, well, you know, that actually worked on Saturday. 95 00:05:23.400 --> 00:05:27.980 Let's do it Saturday and Sunday. Okay. Then do it that way. And then let it grow 96 00:05:28.440 --> 00:05:31.325 to I really encourage you to do it daily. 97 00:05:32.265 --> 00:05:41.965 And I know that there are probably people on the call that might have the store opens at nine and the morning group comes in, and then there's an afternoon group that comes in at eleven or twelve. 98 00:05:42.345 --> 00:05:43.645 I say do two huddles. 99 00:05:44.419 --> 00:05:47.380 You know? So some will say, well, I don't because I hear that. 100 00:05:47.380 --> 00:05:51.320 I don't do huddles because I have two shifts. It's like, then do two huddles. 101 00:05:51.460 --> 00:05:52.919 Like, how is this difficult? 102 00:05:53.460 --> 00:05:53.960 So, 103 00:05:54.740 --> 00:05:57.160 because the intention is to get people 104 00:05:58.100 --> 00:05:58.600 going. 105 00:05:59.885 --> 00:06:01.905 Alright. So who should be there? Everybody. 106 00:06:02.765 --> 00:06:06.785 Like, you might start with the sales team, but let's imagine that you've got 107 00:06:07.085 --> 00:06:09.585 let's say that the drivers don't go out. 108 00:06:12.090 --> 00:06:13.310 Let's say if the drivers 109 00:06:14.170 --> 00:06:18.170 might I don't know. They might have their first at 10:00, their first delivery at 10:00. 110 00:06:18.170 --> 00:06:22.430 If you've got a 09:00 huddle, do it in do bring them. Bring them in. 111 00:06:22.890 --> 00:06:26.090 You might say, well, where am I gonna do this? I don't know. Pick a place. 112 00:06:26.090 --> 00:06:36.475 If you are you can, there's a team that I know that works does it a lot in the mattress department because they're looking to beef up the mattress sales, so they want people to actually feel more comfortable in that space. 113 00:06:36.775 --> 00:06:40.855 Like, pick a place. But I would encourage you to have them stand up to do it. 114 00:06:40.855 --> 00:06:43.240 Don't nobody sits down for a huddle like nobody. 115 00:06:43.860 --> 00:06:45.000 It's not long enough. 116 00:06:45.380 --> 00:06:47.400 Stand up. Stand up. Attention. 117 00:06:48.180 --> 00:06:52.920 Alright. So I would say that some of the sort of broad stuff about Huddl. 118 00:06:53.300 --> 00:06:56.760 Now I'm gonna break it down and give you some chronology to this. So 119 00:06:57.775 --> 00:07:03.855 I would say, first of all, he fits you fifteen minutes. Don't exceed fifteen minutes. 120 00:07:03.855 --> 00:07:07.235 It's a brief it's a huddle. It's not a meeting 121 00:07:07.535 --> 00:07:09.235 per se. It's a huddle. 122 00:07:09.560 --> 00:07:12.220 And some of you are in my sales management program. 123 00:07:12.600 --> 00:07:19.340 When we talk about this, at some point, we might we might break up a Huddl and do it as a motivational meeting instead of a Huddl. 124 00:07:19.560 --> 00:07:23.340 That's great. But the Huddl is really only fifteen fifteen minutes. 125 00:07:24.014 --> 00:07:26.514 You wanna start with celebrating successes. 126 00:07:27.215 --> 00:07:30.595 Like, what are the successes before you even get into the data? 127 00:07:30.975 --> 00:07:34.914 What are the successes that we're here to celebrate? And so let's say that 128 00:07:35.455 --> 00:07:37.794 let's say that the alright. So we're 129 00:07:38.280 --> 00:07:41.900 the end of the third month of the first quarter. Right? 130 00:07:42.040 --> 00:07:44.460 So you might have a lot to celebrate right now. 131 00:07:44.840 --> 00:07:51.980 Or and you might have that your goal has been for the first quarter to get sketches from 12% 132 00:07:52.615 --> 00:07:53.574 to 20%. 133 00:07:53.574 --> 00:07:58.794 And you might have that to celebrate because month to date or quarter to date, you're actually on, 134 00:07:59.735 --> 00:08:03.034 hitting that target. Or you might have something like, 135 00:08:03.335 --> 00:08:06.955 let's say stay with sketches that someone had a sketch yesterday 136 00:08:07.574 --> 00:08:08.074 that 137 00:08:08.430 --> 00:08:13.250 they've been really trying to sketch and they've been struggling with it, but they had someone who came in for, 138 00:08:13.789 --> 00:08:15.009 oh, let's say, 139 00:08:15.310 --> 00:08:20.745 a chair and ottoman yesterday and ended up buying a sectional to go with it because the salesperson sketched. 140 00:08:20.985 --> 00:08:26.764 Like, that is not unusual. And the more you sketch, the more not unusual you're gonna find it to be. 141 00:08:26.905 --> 00:08:30.585 And so those are the kind of things to bring up, things that are really yay yay yay. 142 00:08:30.585 --> 00:08:32.204 Let's let's start this 143 00:08:32.585 --> 00:08:36.390 on a really up note. So I would say start it that way. 144 00:08:37.250 --> 00:08:39.910 And then I would say to start to move it to 145 00:08:40.450 --> 00:08:41.110 the data. 146 00:08:41.490 --> 00:08:44.870 So here we are March 19, which is about, 147 00:08:45.730 --> 00:08:51.465 I don't know, two thirds, almost three quarters of the month in and say, you know, that that our goal is x. 148 00:08:51.465 --> 00:08:54.445 Our goal is let them say, let's our goal is 500,000. 149 00:08:54.985 --> 00:08:57.085 Our goal to date is x. 150 00:08:57.625 --> 00:09:02.205 Our actual to date is y. So we're either above or behind 151 00:09:02.905 --> 00:09:03.405 simply. 152 00:09:04.649 --> 00:09:11.230 Like, there's no story in it. There's no opinion right now. There's just the facts of it. 153 00:09:11.450 --> 00:09:12.670 Here's what we are. 154 00:09:14.329 --> 00:09:14.810 And, 155 00:09:16.730 --> 00:09:17.630 that. So 156 00:09:18.945 --> 00:09:22.645 to say, for us to stay on track or to get on track, 157 00:09:23.265 --> 00:09:26.005 what we need to write today is x. 158 00:09:26.545 --> 00:09:31.045 So if you were on track, then today, which is a Thursday, 159 00:09:32.150 --> 00:09:34.790 might normally be, say, a $20,000 160 00:09:34.790 --> 00:09:35.290 day. 161 00:09:35.910 --> 00:09:40.950 But you say, let's make it up. You know, we've got a $5,000 162 00:09:40.950 --> 00:09:45.450 deficit from where we should be by the end of the day today. Let's make that up today. So 163 00:09:46.245 --> 00:09:47.205 that's what it's gonna be. 164 00:09:47.205 --> 00:09:52.505 You don't have to tell all that, but if you need to make it up, then just say that that's what the goal is today. 165 00:09:52.965 --> 00:09:58.345 So I would go around and say what's happening. Personally, I would start with appointments, 166 00:09:58.720 --> 00:10:02.900 And I would say, who has appointments today? And go around the group. Who has appointments today? 167 00:10:03.200 --> 00:10:06.640 And then I would ask a few questions to go with that. Who has appointments? 168 00:10:06.640 --> 00:10:08.980 What are they coming in for? What time is the appointment? 169 00:10:10.240 --> 00:10:12.900 Have you made a confirmation call to secure this? 170 00:10:13.315 --> 00:10:16.055 And then I would ask, what are you expecting to close today? 171 00:10:16.275 --> 00:10:18.775 And they're gonna say whatever they say. I might ask, 172 00:10:19.315 --> 00:10:22.935 any objections that you're anticipating, and they're gonna say something or not. 173 00:10:23.075 --> 00:10:25.920 And I would ask, do you need anything from me to help you with this? 174 00:10:26.079 --> 00:10:30.480 And they're gonna say what they do or not. So I would start. If I need 25,000 175 00:10:30.480 --> 00:10:35.120 today, then I would start. That's 5,000. Okay. We're down to 20. Let's keep going. 176 00:10:35.120 --> 00:10:39.860 So that's the only appointment we have today. So let's work from the ease let's work from the door, 177 00:10:40.485 --> 00:10:42.025 Or let's work from, 178 00:10:42.404 --> 00:10:47.125 is anyone calling on sole quote? Or does anyone have after delivery phone calls to make today? 179 00:10:47.125 --> 00:10:49.385 But I need $25,000. 180 00:10:50.085 --> 00:10:54.665 So I wanna see who's gonna be writing it. So I'm gonna get a commitment from everyone 181 00:10:55.560 --> 00:10:58.520 on what they need, what they're bringing into the party today. 182 00:10:58.520 --> 00:11:03.980 And if you get through everyone and you still have a gap, then we're going around again. 183 00:11:05.320 --> 00:11:08.520 Right? Because we wanna find $25,000 184 00:11:08.520 --> 00:11:09.020 today. 185 00:11:09.725 --> 00:11:12.865 So who do you need to call? What unsold quotes have you, 186 00:11:13.805 --> 00:11:14.625 have you 187 00:11:15.965 --> 00:11:17.265 not reached out to? 188 00:11:19.805 --> 00:11:21.630 And what helps do you need from me? 189 00:11:21.710 --> 00:11:26.610 So a little bit of an aside is that, one of the wonderful people in my amazing, 190 00:11:27.150 --> 00:11:35.650 sales management group right now, tray in the training group, she had a person who got sick couple of weeks ago, and she called all of his quotes 191 00:11:36.355 --> 00:11:39.175 and closed, like, four out of five of them. 192 00:11:39.635 --> 00:11:40.935 I thought, oh my god. 193 00:11:41.795 --> 00:11:44.595 And she said, you know, they're out for a few days, and I wanna get back. 194 00:11:44.595 --> 00:11:47.635 I didn't want you to feel stuck. And, you know, do we wanna do this over the phone? 195 00:11:47.635 --> 00:11:50.515 Whatever she said for closing, she just, like, closed them all. 196 00:11:50.515 --> 00:11:55.640 I thought maybe we ought to do this more often in a different way. So what is it gonna take? 197 00:11:55.640 --> 00:11:58.300 Like, what's it gonna take? So you might find yourself 198 00:11:59.080 --> 00:12:00.300 saying it's a Thursday. 199 00:12:00.760 --> 00:12:04.300 Our traffic on Thursday tends to be about eight people. 200 00:12:04.425 --> 00:12:07.565 There are four of you on the floor, so it's likely you're each gonna get two. 201 00:12:07.785 --> 00:12:11.785 So, Erica, at your current close ratio of 32%, 202 00:12:11.785 --> 00:12:15.245 your current average sale of, you know, 4,200, 203 00:12:15.785 --> 00:12:19.565 you need to close at least one person today at 4,200. 204 00:12:20.840 --> 00:12:25.420 Like, use their data to say to do the math because you wanna end up at zero. 205 00:12:26.200 --> 00:12:29.020 Before they leave the Huddl, you wanna end up at zero. 206 00:12:31.080 --> 00:12:33.020 And then to be able to ask 207 00:12:33.400 --> 00:12:35.100 anything else that you need 208 00:12:35.925 --> 00:12:37.945 from me to help you to do that. 209 00:12:38.485 --> 00:12:41.785 Okay. So you wanna go so what the the the, 210 00:12:42.965 --> 00:12:49.785 month to date or quarter today or where you're at, what you need to write, who's gonna write that, how that's gonna get written, 211 00:12:50.199 --> 00:12:51.019 and then, 212 00:12:52.920 --> 00:12:57.740 get down to zero. That's the intention. I would go around again maybe and say, 213 00:12:58.920 --> 00:13:02.459 is there a selling I know that our focus this month is is sketching 214 00:13:02.905 --> 00:13:06.205 or it's protection or it's mattresses or whatever the focus 215 00:13:06.585 --> 00:13:10.045 is, whether it's product or service or we're looking to beef up our financing, 216 00:13:12.665 --> 00:13:13.165 opportunities. 217 00:13:14.760 --> 00:13:16.040 What are we gonna focus on today? 218 00:13:16.040 --> 00:13:19.480 What's the selling skill we're gonna practice today or practice with each other if it's quiet? 219 00:13:19.480 --> 00:13:22.520 And just say that. Say, okay. Great. Just looking to know. 220 00:13:22.520 --> 00:13:25.500 I just wanna know that so that you can use this as an opportunity 221 00:13:26.280 --> 00:13:26.760 to bring, 222 00:13:28.205 --> 00:13:35.585 practice into the conversation so that if you're out on the floor and it's quiet you know, I'd say, Erica, we're gonna work on sketching today. 223 00:13:35.645 --> 00:13:40.939 I know one of the things that you were working on was how to initiate it and how to start that conversation. 224 00:13:41.560 --> 00:13:44.680 So why don't I demonstrate it first, and then we'll switch and you do it? 225 00:13:44.680 --> 00:13:48.220 It won't take longer than fifteen minutes. Is this a good time to do that? 226 00:13:48.600 --> 00:13:51.019 Right? So that we can have a focused 227 00:13:51.720 --> 00:13:55.339 practice. I call those skill drills sometimes that it's a focused practice, 228 00:13:55.745 --> 00:13:57.205 very small practice 229 00:13:57.985 --> 00:14:02.245 topic, and a very small amount of time to do it. 15 notes. Okay. 230 00:14:02.305 --> 00:14:06.625 Where you go, do you wanna measure that ceiling upstairs for those arrangements? Yeah. 231 00:14:06.625 --> 00:14:08.005 I'm gonna do it. Okay. 232 00:14:09.200 --> 00:14:10.800 You know where they are kept at the, 233 00:14:11.840 --> 00:14:14.660 counter? There's that window by the ceiling. Hi, Christina. 234 00:14:15.280 --> 00:14:16.020 Oh, okay. 235 00:14:16.640 --> 00:14:17.700 Okay. So, 236 00:14:18.720 --> 00:14:21.300 so I would lastly end with a motivational 237 00:14:21.680 --> 00:14:22.180 quote. 238 00:14:22.815 --> 00:14:24.835 Some sort of a quote to get us 239 00:14:25.615 --> 00:14:28.675 or you might ask actually, I think as I think about this, 240 00:14:29.775 --> 00:14:32.355 I might have that be something I would delegate. 241 00:14:33.455 --> 00:14:36.835 And maybe at the end of the meeting, like, who's got a motivational 242 00:14:37.500 --> 00:14:39.120 inspirational quote for today? 243 00:14:39.580 --> 00:14:41.920 And I would ask who wants to have it for tomorrow 244 00:14:42.300 --> 00:14:46.320 so that you delegate it out there so it's not all on you to do. 245 00:14:47.980 --> 00:14:51.120 And then I would say plan to check on on your team 246 00:14:51.585 --> 00:14:53.445 two to three times throughout the day 247 00:14:53.825 --> 00:14:56.885 to see how they're doing with their achievement. 248 00:14:58.705 --> 00:15:03.665 And if you have to have someone else do the Huddl, the more that you do this as, 249 00:15:04.610 --> 00:15:13.590 as a daily practice, if someone else has to pick up the Slack because you're not there or on your day off, it's really easy to do if you prepare them with the information. 250 00:15:14.450 --> 00:15:14.950 Okay. 251 00:15:15.090 --> 00:15:20.505 So one of the things that I wanna do with you is I wanna show you I wanna share my screen with you, 252 00:15:21.145 --> 00:15:22.605 and I wanna show you, 253 00:15:24.345 --> 00:15:26.685 I wanna show you what I meant when I said, 254 00:15:27.945 --> 00:15:29.645 the Huddl sheet. 255 00:15:33.440 --> 00:15:33.940 So 256 00:15:36.480 --> 00:15:38.339 let me, let me share my screen. 257 00:15:38.800 --> 00:15:39.700 All right. So 258 00:15:40.080 --> 00:15:42.100 this is, I have a couple of them. 259 00:15:42.800 --> 00:15:44.820 So you'll notice that 260 00:15:46.160 --> 00:15:47.300 you'll notice that 261 00:15:48.225 --> 00:15:51.365 it has on the right hand side, you're gonna see a time line. 262 00:15:51.985 --> 00:15:54.964 One minute, four minutes, like, how much time to 263 00:15:55.745 --> 00:15:59.125 designate for that particular thing. So one minute for for, 264 00:16:00.545 --> 00:16:02.165 successes that you wanna celebrate. 265 00:16:02.960 --> 00:16:06.100 You're gonna spend about four minutes. What's the monthly goal? 266 00:16:06.480 --> 00:16:08.180 What's the month to date actual? 267 00:16:08.720 --> 00:16:13.380 What percentage of the month is? What's the percentage to goal? And what's the goal for today? 268 00:16:13.440 --> 00:16:18.260 So you prepare this and have all of this ready. You're not shooting from the hip. 269 00:16:18.805 --> 00:16:25.785 And then if you got if you have people that do appointments, I would go through who are they and what are they expecting to bring in 270 00:16:26.405 --> 00:16:29.285 that. What are they what's the what's the appointment coming in? 271 00:16:29.285 --> 00:16:35.410 And you might have two or three of these that that's gonna take care of the day if they're doing, a design presentation. 272 00:16:36.190 --> 00:16:39.410 So the the thing about this is that 273 00:16:39.790 --> 00:16:41.170 in rather quick 274 00:16:42.190 --> 00:16:42.690 time, 275 00:16:43.310 --> 00:16:47.329 if you have people huddling up every day and somebody never has appointments, 276 00:16:47.885 --> 00:16:53.265 doesn't have anything they they they don't have any unsold quotes to call. They don't have any, 277 00:16:54.045 --> 00:16:57.345 after delivery phone calls that they're planning as a sales call. 278 00:16:57.405 --> 00:17:03.090 That stuff's gonna show up pretty quickly, that all they're relying on is a turn at the door. 279 00:17:03.250 --> 00:17:10.790 That stuff starts to show up pretty quickly, and you wanna allow the peer pressure of the group because that group right now is carrying that person. 280 00:17:11.330 --> 00:17:13.670 Like, they're not they're not proactively 281 00:17:14.050 --> 00:17:15.510 engaging in the process. 282 00:17:16.415 --> 00:17:20.115 So that stuff really does start to show up pretty quickly. 283 00:17:20.494 --> 00:17:24.895 Alright? So anyone need any help today? Because these are your notes. Anyone need any help today? 284 00:17:24.895 --> 00:17:29.635 They say yes, and that's what, you know, what do they need, and you'll set time for that. 285 00:17:29.700 --> 00:17:32.440 And then, again, what's the skill to practice? 286 00:17:32.899 --> 00:17:37.399 What are we working on today? And I really encourage you to have that, 287 00:17:39.380 --> 00:17:41.399 as part of your conversation 288 00:17:44.245 --> 00:17:45.385 so that whether 289 00:17:45.765 --> 00:17:47.865 you pick someone up to do it 290 00:17:48.485 --> 00:17:48.985 or 291 00:17:49.525 --> 00:17:54.005 you encourage a couple of people who are scrolling on their phones, it's like, okay. 292 00:17:54.005 --> 00:17:58.180 The skill we're practicing today is the initiating actions to start a sketch. 293 00:17:58.180 --> 00:18:00.360 One of the two of you do that. I'll be the observer. 294 00:18:02.180 --> 00:18:03.000 I'll observe. 295 00:18:03.700 --> 00:18:08.900 Who wants to go first? Like, I know that I mean, I can I can just feel the eye rolls about that? 296 00:18:08.900 --> 00:18:09.400 However, 297 00:18:09.995 --> 00:18:13.295 we gotta practice. We've gotta make practice part of what we do. 298 00:18:13.595 --> 00:18:15.935 Right? We can't keep practicing on the customer. 299 00:18:16.555 --> 00:18:19.215 And then lastly, what's the inspirational quote? 300 00:18:19.435 --> 00:18:22.575 Especially if it relates to a selling skill or to success itself. 301 00:18:23.820 --> 00:18:25.840 So that's the first document. 302 00:18:26.460 --> 00:18:28.559 The next document is similar 303 00:18:29.340 --> 00:18:31.279 in celebrations to success 304 00:18:31.820 --> 00:18:36.960 to celebrate, one minute, and the monthly performance. This one is down to three minutes, though. 305 00:18:37.205 --> 00:18:39.865 So it's pretty much the same what the goals are. 306 00:18:40.165 --> 00:18:42.425 But the next one is is that, 307 00:18:43.285 --> 00:18:45.305 like, these are what some of the 308 00:18:45.925 --> 00:18:46.905 what the contributions 309 00:18:47.285 --> 00:18:54.190 are going to be because this one has it with the current close ratio is, current average sale, current traffic, 310 00:18:54.809 --> 00:18:56.669 and what you need for the sale. But now 311 00:18:57.049 --> 00:19:01.070 you might say, alright. So, Chris, what are you gonna do from the door today? 312 00:19:01.289 --> 00:19:04.350 What are you gonna do from appointments? What are you gonna do from outreach? 313 00:19:04.595 --> 00:19:07.335 Bringing Chris's total to whatever it's gonna be. 314 00:19:07.395 --> 00:19:12.855 So now you can start to look at this, and this is a great way to go back around the floor and say, 315 00:19:13.235 --> 00:19:15.735 like, how is your how are you doing with your outreach? 316 00:19:15.875 --> 00:19:19.920 You're gonna get that from two unsold quotes and one after delivery call. 317 00:19:20.080 --> 00:19:22.660 Which of those have you made and what came out of them. 318 00:19:22.960 --> 00:19:26.660 Right? Because I really am a firm believer that Saturday and Sunday 319 00:19:27.120 --> 00:19:38.065 are days to be closing opportunities that walk in the door that can close today and scheduling opportunities that walk in the door that cannot close today and scheduling appointments Monday through Friday 320 00:19:38.365 --> 00:19:40.784 so that your Monday through Friday business 321 00:19:41.164 --> 00:19:42.705 really should be a lot of outreach 322 00:19:43.325 --> 00:19:44.384 and a lot of appointments 323 00:19:44.684 --> 00:19:45.664 because it's quieter. 324 00:19:46.445 --> 00:19:50.625 Right? So that's what this is now you can really see. Now this is really 325 00:19:52.400 --> 00:19:58.100 now you can see when you have people's names down and where they're gonna how much they're gonna get from each of them, 326 00:19:59.280 --> 00:20:05.780 it really is gonna give start to show patterns, especially when you have several days of of this kind of data. 327 00:20:06.375 --> 00:20:10.075 And then, again, on this and that's ten minutes. I'd allow ten minutes for that. 328 00:20:10.135 --> 00:20:13.435 And then this is going to be, again, ending 329 00:20:14.055 --> 00:20:15.035 on a motivational 330 00:20:15.495 --> 00:20:17.515 quote, spiritual quote, whatever, 331 00:20:17.975 --> 00:20:20.875 motivational, inspirational quote that is going to 332 00:20:22.920 --> 00:20:23.980 align with 333 00:20:24.520 --> 00:20:28.380 the culture of the company and what we're out to accomplish today. 334 00:20:28.760 --> 00:20:31.020 So does anyone have a question about 335 00:20:31.400 --> 00:20:32.860 either of these documents? 336 00:20:39.215 --> 00:20:40.755 Okay. And I'm gonna stop 337 00:20:41.055 --> 00:20:41.955 sharing that. 338 00:20:42.255 --> 00:20:42.755 Okay. 339 00:20:43.775 --> 00:20:46.675 So so that so what given that 340 00:20:47.295 --> 00:20:48.434 and and 341 00:20:50.190 --> 00:20:51.650 this might be more 342 00:20:53.150 --> 00:20:57.570 sort of organized than what you have been doing. Yeah. 343 00:20:58.110 --> 00:20:59.970 It might be more structured. 344 00:21:01.549 --> 00:21:02.929 It it definitely 345 00:21:03.805 --> 00:21:08.865 requires a little bit more work, but all of that data, you you should have readily available. 346 00:21:09.245 --> 00:21:12.865 And some of it, you're just writing down. Like, you you probably do know 347 00:21:13.165 --> 00:21:15.905 where everyone already is for the month. 348 00:21:16.250 --> 00:21:20.910 You you know, you've got access easily to their current close ratio and average sale for the month. 349 00:21:20.970 --> 00:21:22.910 So you have that data available. 350 00:21:23.450 --> 00:21:25.950 So I would say that as a sales manager, 351 00:21:26.410 --> 00:21:27.390 it's probably 352 00:21:28.250 --> 00:21:29.310 Didn't hear nothing. 353 00:21:29.690 --> 00:21:30.750 Fifteen minutes 354 00:21:31.050 --> 00:21:31.630 of time 355 00:21:32.675 --> 00:21:37.015 to do that, to get it prepared? Party wants us to come over there. Pick it up. 356 00:21:37.635 --> 00:21:38.535 Okay, Jessica. 357 00:21:39.075 --> 00:21:41.175 Picture. No. We can hear you. No. 358 00:21:42.115 --> 00:21:43.415 Okay. Who said that? 359 00:21:43.875 --> 00:21:45.815 Chloe wanted us to. Get fucked. 360 00:21:47.130 --> 00:21:48.990 Hey. Excuse me. We can hear you. 361 00:21:49.930 --> 00:21:51.130 Okay. So, 362 00:21:52.010 --> 00:21:52.510 so 363 00:21:54.810 --> 00:21:59.710 I would say that if it's not if it's more structured than you're used to, that's okay. 364 00:22:00.065 --> 00:22:02.005 It's just more structured than you're used to. 365 00:22:02.225 --> 00:22:06.485 But it's not a lot of work, especially if you're using a structure 366 00:22:06.945 --> 00:22:08.165 to manage the information 367 00:22:08.945 --> 00:22:11.924 and what you wanna get out of it. Okay. 368 00:22:13.009 --> 00:22:13.509 What 369 00:22:13.970 --> 00:22:19.350 so now I would love to hear from anyone about what you're hearing for yourself 370 00:22:19.970 --> 00:22:22.629 with this. Oh, and we've got a couple of things in the chat. 371 00:22:24.610 --> 00:22:26.309 Are anything else that you 372 00:22:27.674 --> 00:22:30.095 would like to do with with with, 373 00:22:31.914 --> 00:22:33.455 Huddl's, but you don't 374 00:22:34.635 --> 00:22:40.335 know or that you have done with Huddl's and they weren't as effective or successful as you'd like? 375 00:22:40.549 --> 00:22:41.450 Thoughts, questions, 376 00:22:42.150 --> 00:22:43.370 examples, anything. 377 00:22:44.309 --> 00:22:45.530 But it's your turn now. 378 00:22:50.710 --> 00:22:51.210 So 379 00:22:51.750 --> 00:22:55.485 hi, Tony. This is Tanya at decorative materials. I apologize 380 00:22:55.785 --> 00:22:57.165 for popping in late. 381 00:22:58.985 --> 00:23:01.645 You know, we do one huddle a week versus, 382 00:23:02.505 --> 00:23:12.980 every morning, and our our showroom is a little different than maybe some of the other folks that are on here that have more of, like, a retail and open on the weekends. 383 00:23:13.120 --> 00:23:15.380 So we're just a Monday through Friday showroom. 384 00:23:15.920 --> 00:23:16.240 But, 385 00:23:17.360 --> 00:23:19.940 I I love that you mentioned the inspirational 386 00:23:20.640 --> 00:23:26.675 quote and aligning with the company culture, and that's a huge part of what we try to do here, 387 00:23:28.015 --> 00:23:29.615 during during that time. 388 00:23:29.615 --> 00:23:40.630 But also to I I love the takeaway of a skill to practice, and I wrote it down as a skill to practice for the week And then we can check back in with one another, 389 00:23:41.410 --> 00:23:42.610 the following week. 390 00:23:43.170 --> 00:23:48.950 I definitely feel I need a little more structure in my huddles, and this this has been great. 391 00:23:49.010 --> 00:23:51.365 So thank you. So Oh, you're very welcome. 392 00:23:52.145 --> 00:23:55.125 And what what are your what are your 393 00:23:55.425 --> 00:23:56.725 huddles currently 394 00:23:57.585 --> 00:24:02.885 structured to do? What are you doing with them now? Well, we we do talk about our numbers. 395 00:24:02.945 --> 00:24:05.400 We talk about what the week looks like. 396 00:24:05.940 --> 00:24:08.280 So similar to what you said as far 397 00:24:08.660 --> 00:24:16.280 as we don't break down each person's schedule because we have a calendar that goes out that shows what everybody has going on. 398 00:24:16.420 --> 00:24:18.440 But we do talk about if someone has 399 00:24:18.975 --> 00:24:23.554 outreach calls, if we've got a lot of people out of the showroom at any particular time, 400 00:24:24.975 --> 00:24:27.475 what our what our goals are for the week, 401 00:24:28.575 --> 00:24:29.014 regarding 402 00:24:29.695 --> 00:24:31.695 amend that, Tanya? What would you 403 00:24:32.350 --> 00:24:35.090 if you're doing it, let's say, Monday morning. Yep. 404 00:24:35.470 --> 00:24:36.529 Right? So 405 00:24:36.990 --> 00:24:37.490 you 406 00:24:37.870 --> 00:24:38.370 would 407 00:24:39.470 --> 00:24:44.325 what are the quotes you're looking to close this week? What's your goal? What is your goal to goal. 408 00:24:44.485 --> 00:24:48.024 What's your goal to write this week, and what's your goal to quote this week? 409 00:24:48.404 --> 00:24:50.105 Right? What do you wanna put in the system? 410 00:24:50.485 --> 00:24:53.144 So Tanya's in a trade showroom in Denver, 411 00:24:53.605 --> 00:24:54.264 in Colorado. 412 00:24:55.044 --> 00:24:55.544 So 413 00:24:55.845 --> 00:25:00.269 so that's what I would ask is, like, what's your week look like? What appointments do you have? 414 00:25:00.269 --> 00:25:01.730 What's the intention of the appointment? 415 00:25:04.029 --> 00:25:06.769 Is it a you know, are you doing any, like, 416 00:25:07.710 --> 00:25:11.330 library drop offs? So you do it like, what are you doing with your 417 00:25:11.789 --> 00:25:12.289 week? 418 00:25:13.205 --> 00:25:16.185 And what can we expect you're gonna contribute to the team 419 00:25:16.725 --> 00:25:17.605 as a result of that? 420 00:25:17.605 --> 00:25:21.145 So what are you putting in the system, and what are you taking out of the system? 421 00:25:21.685 --> 00:25:25.465 What are you closing, and what are you what how much are you gonna put in for quotes? 422 00:25:25.590 --> 00:25:29.370 And I'd be looking for two times. Like, two times the quotes in 423 00:25:29.750 --> 00:25:31.770 as what they're taking out. Okay. 424 00:25:34.230 --> 00:25:35.770 Yeah. At least, actually. 425 00:25:36.230 --> 00:25:38.330 Thank you. Yeah. Yeah. Right. 426 00:25:38.865 --> 00:25:39.185 Okay. 427 00:25:39.665 --> 00:25:39.985 Yeah. 428 00:25:39.985 --> 00:25:46.245 And we we also we just discussed what we have coming in for product knowledge trainings, that type of thing. 429 00:25:47.105 --> 00:25:48.325 But a lot of discussion, 430 00:25:48.705 --> 00:25:49.285 you know, 431 00:25:49.745 --> 00:25:50.565 geared around 432 00:25:51.105 --> 00:25:53.685 our outreach and what that looks like. 433 00:25:55.379 --> 00:25:58.200 Huge. Right? With the outreach is. Yeah. Exactly. 434 00:25:58.500 --> 00:25:59.000 And 435 00:26:00.100 --> 00:26:01.000 I would say 436 00:26:02.100 --> 00:26:04.200 that if you're doing events in the showroom 437 00:26:04.740 --> 00:26:08.894 or events in the building, like, how are you gonna be what kind of preparation 438 00:26:09.674 --> 00:26:14.335 should be happening for those events? Because those when those events happen, they sort of 439 00:26:14.635 --> 00:26:15.514 they sort of, 440 00:26:17.034 --> 00:26:22.050 I don't know that we give the the amount of preparation necessary to make an event a really good event, 441 00:26:23.090 --> 00:26:27.570 Especially if you have targets for the event, like, you know, we're expecting 25 people. 442 00:26:27.570 --> 00:26:31.830 We wanna build, you know, five we wanna walk away with five new appointments 443 00:26:33.170 --> 00:26:37.235 like that. To to start, I think that we need to sharpen our our, 444 00:26:39.775 --> 00:26:40.275 intentionality 445 00:26:40.655 --> 00:26:41.875 around making events, 446 00:26:44.255 --> 00:26:47.395 more meaningful and and get more business from them. 447 00:26:52.420 --> 00:26:53.720 Thank you. I like that. 448 00:26:54.100 --> 00:26:58.600 Yeah. So thank you. And thank you for thank you for going first. Sure. 449 00:26:59.540 --> 00:27:00.900 Yeah. So who else? 450 00:27:00.900 --> 00:27:05.000 When it comes to like, based on what we've talked about or what you've been doing, 451 00:27:05.540 --> 00:27:07.000 let me ask it this way. 452 00:27:08.225 --> 00:27:09.925 Either to start doing them 453 00:27:10.385 --> 00:27:12.565 or to amend what you're doing. 454 00:27:12.865 --> 00:27:16.245 What can you imagine based on what what I've shared with you? 455 00:27:16.865 --> 00:27:19.445 What would you like to do with your Huddl 456 00:27:19.825 --> 00:27:21.365 to make them more effective? 457 00:27:22.010 --> 00:27:23.150 That would be the question. 458 00:27:28.410 --> 00:27:30.030 So who wants to do that? 459 00:27:32.010 --> 00:27:32.990 My name is Sean, 460 00:27:33.690 --> 00:27:34.670 with Bruce Furniture. 461 00:27:35.335 --> 00:27:37.895 Oh, hi, Sean. Hey. So we have, 462 00:27:38.375 --> 00:27:38.875 our 463 00:27:39.815 --> 00:27:41.115 meetings once a week. 464 00:27:42.935 --> 00:27:46.475 I think I think what we would like to do more is, 465 00:27:47.095 --> 00:27:48.555 actually sitting down and 466 00:27:48.855 --> 00:27:49.915 maybe not really 467 00:27:50.215 --> 00:27:50.715 putting 468 00:27:51.940 --> 00:27:57.160 people on the spot. I mean, but maybe like you said, say, hey. What's your plan for the day? 469 00:27:57.620 --> 00:28:01.080 What are we gonna get done today? What are we gonna do to make some money today? 470 00:28:01.700 --> 00:28:04.120 And things like that instead of just sitting around 471 00:28:05.075 --> 00:28:06.215 saying things about, 472 00:28:07.235 --> 00:28:09.175 you know, not those things. 473 00:28:09.795 --> 00:28:10.295 Everything 474 00:28:12.275 --> 00:28:13.335 but the accountability 475 00:28:13.715 --> 00:28:16.455 part of, hey. What are you gonna do for us today? 476 00:28:17.640 --> 00:28:22.860 Okay. So are they are you asking them for what they're gonna bring in today with that question? 477 00:28:23.800 --> 00:28:26.060 Right. I mean, because we don't really 478 00:28:26.520 --> 00:28:29.820 we don't. We just have our morning meeting. We talk about 479 00:28:30.245 --> 00:28:32.425 what's going on with the store itself. 480 00:28:33.285 --> 00:28:33.785 Not 481 00:28:34.085 --> 00:28:35.625 not anywhere about, 482 00:28:36.165 --> 00:28:40.185 like, the goals and thing. I mean, like, that's talked about outside of the meeting. 483 00:28:41.125 --> 00:28:45.960 So it's not really, like, in a group setting of, you know, like you said, having a Huddl. 484 00:28:46.180 --> 00:28:47.480 We don't really have Huddl. 485 00:28:48.260 --> 00:28:48.760 Yeah. 486 00:28:49.220 --> 00:28:49.700 So, 487 00:28:50.500 --> 00:28:54.040 so what do you so thank you for all of that. And 488 00:28:54.580 --> 00:28:56.280 what do you see would be 489 00:28:58.335 --> 00:29:03.475 what do you see would be the value of bringing that level of information or intentionality 490 00:29:03.855 --> 00:29:04.595 to the group? 491 00:29:05.055 --> 00:29:07.075 Even if you didn't hold people 492 00:29:07.615 --> 00:29:09.635 to an amount to contribute. 493 00:29:10.300 --> 00:29:11.600 Mhmm. But to say, 494 00:29:12.060 --> 00:29:14.400 we're at 75% of the month 495 00:29:14.700 --> 00:29:16.240 in terms of time in, 496 00:29:16.860 --> 00:29:18.060 at 75%, 497 00:29:18.060 --> 00:29:19.040 we should be at 498 00:29:19.820 --> 00:29:22.560 four twenty five and we're at three sixty. 499 00:29:24.674 --> 00:29:29.975 What would be what would be the the difficulty in sharing that kind of information with the team? 500 00:29:31.715 --> 00:29:32.855 I don't think it would 501 00:29:34.355 --> 00:29:37.174 be would difficult. I mean, we have access to, 502 00:29:37.870 --> 00:29:38.370 you 503 00:29:39.309 --> 00:29:40.909 know, every day of what we're 504 00:29:41.870 --> 00:29:44.450 where we're at, we're at with our goals. 505 00:29:44.830 --> 00:29:45.649 So it's, 506 00:29:48.230 --> 00:29:50.850 I mean, I guess that part is talked about, not 507 00:29:51.345 --> 00:29:53.905 put into a different perspective, I guess, though. But 508 00:29:54.385 --> 00:29:57.044 Yeah. So what might be the value 509 00:29:57.505 --> 00:29:59.605 of having that information be 510 00:30:00.625 --> 00:30:03.845 information that's gonna help you to target what your 511 00:30:04.385 --> 00:30:09.070 activities are gonna be, or where can you peck away at the gap 512 00:30:09.450 --> 00:30:11.230 between where you need to be 513 00:30:11.610 --> 00:30:15.470 and where you are, especially since you have time to 514 00:30:15.850 --> 00:30:22.670 to change the the course of that ship now. Mhmm. You don't have that same kind of time in ten days. 515 00:30:23.245 --> 00:30:23.745 Right. 516 00:30:25.164 --> 00:30:25.664 Yeah. 517 00:30:26.125 --> 00:30:26.625 Well, 518 00:30:28.445 --> 00:30:29.985 I guess a lot of it is just, 519 00:30:30.365 --> 00:30:31.024 you know, 520 00:30:34.205 --> 00:30:38.220 I guess was I don't know. I guess was staying on top of it. Like, with me, 521 00:30:39.240 --> 00:30:41.740 personally, I don't have hardly any 522 00:30:42.440 --> 00:30:42.940 manager 523 00:30:43.240 --> 00:30:43.740 experience, 524 00:30:44.120 --> 00:30:47.100 which I know will get into the manager 525 00:30:47.480 --> 00:30:50.039 part next week or the week after, whenever. 526 00:30:50.039 --> 00:30:53.295 But John is starting my the next sales management cohort. 527 00:30:53.935 --> 00:30:54.915 Yeah. In April. 528 00:30:55.855 --> 00:30:59.795 So all this is all this is new. So I'm 529 00:31:00.175 --> 00:31:01.235 just looking for 530 00:31:02.655 --> 00:31:04.995 ways of being the manager and not just 531 00:31:05.680 --> 00:31:06.420 a friend 532 00:31:06.880 --> 00:31:12.340 or a Yeah. You know? That. Mhmm. A joke along guy that likes to crack jokes and 533 00:31:14.320 --> 00:31:17.060 not seen as a manager, but as just a coworker. 534 00:31:18.015 --> 00:31:20.835 Well, that's exactly right. And I and it's and and, 535 00:31:23.135 --> 00:31:25.795 and Huddl's with this kind of structure and information 536 00:31:26.815 --> 00:31:28.515 really are a conversation 537 00:31:28.815 --> 00:31:30.515 of intentionality and accountability 538 00:31:31.695 --> 00:31:32.195 that 539 00:31:33.470 --> 00:31:35.650 I know makes a lot of people squirm. 540 00:31:36.430 --> 00:31:38.850 Like, even people that have been doing this a long time 541 00:31:39.390 --> 00:31:39.890 because, 542 00:31:41.470 --> 00:31:42.610 because it is 543 00:31:42.910 --> 00:31:48.690 a level of accountability that you're asking someone you're say saying what the facts are, and if you're off 544 00:31:49.024 --> 00:31:51.445 goal, that you're not on track to make goal, 545 00:31:51.745 --> 00:31:54.245 that in and of itself is not a great conversation. 546 00:31:54.385 --> 00:31:58.404 It's great to celebrate when you are tracking or ahead of goal. 547 00:31:58.784 --> 00:31:59.924 But when you're behind, 548 00:32:00.950 --> 00:32:02.650 it's not as comfortable a conversation. 549 00:32:03.910 --> 00:32:04.410 However, 550 00:32:06.550 --> 00:32:07.850 as someone who 551 00:32:08.150 --> 00:32:12.250 it didn't happen this year, but the New England Patriots are known for that. Right? 552 00:32:12.710 --> 00:32:17.725 That if we, at some point, take on that we wanna teach our team 553 00:32:18.025 --> 00:32:22.605 how to come from behind, because they're always gonna be behind at some point. 554 00:32:22.664 --> 00:32:25.245 They're always gonna be behind. Stuff happens. 555 00:32:25.385 --> 00:32:30.445 You get sick or you had a cancellation or something is gonna happen that puts you behind 556 00:32:30.890 --> 00:32:34.030 staying on track to make goal. It's always gonna happen. 557 00:32:34.570 --> 00:32:43.630 So our ability to help our team build the skills because coming from behind actions are not the same are not the same as staying on track actions. 558 00:32:44.225 --> 00:32:46.965 And so that whole area of accountability 559 00:32:48.065 --> 00:32:53.525 and speaking in the real terms of what's really happening versus what we wish was happening 560 00:32:54.385 --> 00:32:57.159 and to teach our people the skill 561 00:32:57.460 --> 00:33:00.119 to actually turn that ship around and 562 00:33:00.419 --> 00:33:02.039 what and to push themselves 563 00:33:02.740 --> 00:33:06.279 to take action, to do things that they might not do. I mentioned before 564 00:33:07.220 --> 00:33:07.720 that, 565 00:33:08.820 --> 00:33:09.320 manager 566 00:33:09.934 --> 00:33:14.275 that who called the people the quotes in the system and closed them all. 567 00:33:14.815 --> 00:33:15.955 Now that salesperson 568 00:33:16.255 --> 00:33:20.915 might have done done that too, but I thought, well, now that's kind of fascinating. 569 00:33:21.535 --> 00:33:23.075 What would it be like if 570 00:33:23.950 --> 00:33:26.530 a sales manager were to go and sit with a salesperson 571 00:33:27.390 --> 00:33:30.290 when they call their unsold quotes and put it on speaker? 572 00:33:30.510 --> 00:33:33.490 So or so that they could hear it and say, say this, 573 00:33:33.950 --> 00:33:37.695 do this, ask now, shh, don't say another word. 574 00:33:38.255 --> 00:33:41.634 Like, if the sales manager actually coached that salesperson 575 00:33:42.575 --> 00:33:46.355 in a calling an unsold quote call, what would happen with that? 576 00:33:47.934 --> 00:33:49.554 But I and I think that 577 00:33:49.855 --> 00:33:50.355 that 578 00:33:51.400 --> 00:33:52.940 with the very best of intentions, 579 00:33:53.400 --> 00:33:54.220 we often 580 00:33:55.480 --> 00:33:55.980 are, 581 00:33:58.440 --> 00:34:01.260 get caught up in the sort of tender soullness 582 00:34:02.040 --> 00:34:04.780 of our salespeople. We don't want them to feel uncomfortable, 583 00:34:06.195 --> 00:34:09.415 but a sales job has a lot of discomfort in it. 584 00:34:10.275 --> 00:34:13.014 It just does. And if we teach them 585 00:34:13.395 --> 00:34:15.415 that our relationship with discomfort 586 00:34:15.955 --> 00:34:17.175 is really critical 587 00:34:17.635 --> 00:34:20.670 to be a good salesperson, because you're gonna have a lot of it. 588 00:34:20.909 --> 00:34:23.010 And if you don't have a good relationship 589 00:34:23.630 --> 00:34:26.690 with discomfort usually means movement forward 590 00:34:27.150 --> 00:34:30.130 or being able to use something that didn't work, 591 00:34:30.510 --> 00:34:31.170 a failure, 592 00:34:31.949 --> 00:34:35.489 to build on and learn from so it doesn't happen again is 593 00:34:36.125 --> 00:34:36.625 extraordinary. 594 00:34:37.885 --> 00:34:49.184 And when we wanna only make them feel good, and I know that's not what you're saying, Sean, but when we focus a lot on making them feel good so that we're not talking about the realities of something and putting them in a position to 595 00:34:49.500 --> 00:34:51.440 state what they're gonna do and to be accountable, 596 00:34:51.900 --> 00:34:56.800 we're actually robbing of the robbing them of the ability to learn that skill. 597 00:34:57.500 --> 00:34:59.200 Because as Ed Sheeran says, 598 00:34:59.660 --> 00:35:02.400 we only learn from failure. We don't learn from success. 599 00:35:03.494 --> 00:35:05.595 Right? And it's kinda it's pretty true. 600 00:35:06.214 --> 00:35:07.755 So how do we 601 00:35:08.295 --> 00:35:11.755 like, my little phrase of commission tuition is that 602 00:35:12.055 --> 00:35:16.710 either you wrote it up and made money or you didn't write it up and you learn something. 603 00:35:16.710 --> 00:35:19.210 But if you didn't write it up and you didn't learn something, 604 00:35:19.670 --> 00:35:21.369 that's a huge waste of time. 605 00:35:23.270 --> 00:35:24.490 Right? So, 606 00:35:25.430 --> 00:35:29.349 so I encourage you you can have that. Tuition or commission. Like, what's it what is it this one? 607 00:35:29.349 --> 00:35:32.170 So what did you learn? Okay. So we won't do that again. 608 00:35:33.245 --> 00:35:34.145 How are you gonna 609 00:35:34.525 --> 00:35:37.265 anticipate and avoid that happening in the future? Okay. Great. 610 00:35:38.765 --> 00:35:39.265 So, 611 00:35:40.445 --> 00:35:41.265 so, Sean, 612 00:35:43.245 --> 00:35:45.665 the way and this is for Sean and everyone. 613 00:35:46.050 --> 00:35:50.230 However you start your Huddl doesn't mean you'll keep them that way. 614 00:35:50.610 --> 00:35:53.350 You might just start your Huddl's meeting in the morning. 615 00:35:54.770 --> 00:35:56.230 You might do do that. 616 00:35:56.370 --> 00:36:02.935 I would encourage you just because and you'll know exactly what I mean, I would encourage you to do it when the door opens. 617 00:36:02.935 --> 00:36:06.555 Like, if it's if the door opens at 09:00, do it at 09:00. 618 00:36:06.615 --> 00:36:10.315 I would not have them come in for an 08:45 meeting for fifteen minutes. 619 00:36:10.375 --> 00:36:12.075 All it does is piss them off. 620 00:36:12.570 --> 00:36:18.110 Right? And so you know that there's one person there may be one person at the door when it opens. 621 00:36:18.490 --> 00:36:21.530 That the person who's always in first knows that that's gonna happen. 622 00:36:21.530 --> 00:36:24.510 Let them go write them up because that person always gets written up. 623 00:36:24.570 --> 00:36:26.270 And they you know, they'll come back. 624 00:36:27.185 --> 00:36:31.365 Right? But I would just I would just say that if you start it right then, 625 00:36:33.665 --> 00:36:35.365 rather than make them come in early 626 00:36:36.305 --> 00:36:40.465 and start it with, we're gonna do this every morning. This is what our goal for the day is. 627 00:36:40.465 --> 00:36:42.244 You might just do the goal for the day. 628 00:36:42.789 --> 00:36:47.690 Anyone have any appointments? And then leave it at that. And then build up to getting accountability 629 00:36:47.990 --> 00:36:50.250 from the group as they get used to the Huddl. 630 00:36:50.549 --> 00:36:55.769 The way you start it doesn't have to you don't have to start it with everything I'm giving you. 631 00:36:55.829 --> 00:36:57.945 You can start slowly and work your way up. 632 00:36:57.945 --> 00:37:00.765 As they get more comfortable with huddles and talking about accountability, 633 00:37:01.305 --> 00:37:03.245 now you can dial up the level of 634 00:37:03.625 --> 00:37:05.565 intentional and articulated accountability. 635 00:37:06.665 --> 00:37:14.190 So, Sean, thank you for that because I don't think I would have gotten to that place right now the way I did without your question. 636 00:37:14.410 --> 00:37:15.390 So thank you. 637 00:37:16.329 --> 00:37:16.829 Yeah. 638 00:37:17.530 --> 00:37:21.230 So anyone else? I mean so, Chris, you're gonna start doing Huddl. 639 00:37:21.450 --> 00:37:25.390 So what does this have this conversation have you think about 640 00:37:25.875 --> 00:37:26.855 with your team 641 00:37:27.315 --> 00:37:31.235 as you are actually two teams, as you wanna start them with Huddl? 642 00:37:31.235 --> 00:37:32.695 What does it have you think about? 643 00:37:33.715 --> 00:37:35.335 I love the concept of accountability. 644 00:37:35.635 --> 00:37:38.215 I mean, you know, they're kinda putting some chips in, 645 00:37:38.580 --> 00:37:41.780 first thing in the morning. I mean, you know, saying what they think they can do. 646 00:37:41.780 --> 00:37:45.540 I mean, you know, so they gotta answer that. I love the accountability factor in it. And, 647 00:37:46.020 --> 00:37:48.200 I was actually just chit chatting with Bill here. 648 00:37:48.820 --> 00:37:50.595 Nobody likes change around here. 649 00:37:50.595 --> 00:37:55.575 However, if Jody says it's a good idea, I'm I'm I'm maybe we make it, Jody's idea. 650 00:37:55.795 --> 00:37:58.755 So Oh, there you go. He could play Mick. Absolutely. Do that. 651 00:37:58.755 --> 00:38:02.855 So, I mean, I think I think that'd be a great way for us to implement it in the in the current, 652 00:38:03.750 --> 00:38:05.110 training that we're going through with you. 653 00:38:05.110 --> 00:38:08.650 So I think that'd be a a a great, you know, a great add on. 654 00:38:09.030 --> 00:38:11.450 Well and you can and, again, you I mean, 655 00:38:12.070 --> 00:38:14.870 you can just ask what they've got coming in. 656 00:38:14.870 --> 00:38:23.924 And you you may not ask for all the money right away, but as you as you develop and see what your team's tolerance level is to start making that accountability, 657 00:38:25.825 --> 00:38:27.285 more rigorous, let's say. 658 00:38:28.065 --> 00:38:29.825 Right. And I like I like it. Yeah. 659 00:38:29.825 --> 00:38:38.520 I I think it's also I think it's also important, you know, we're channeling some of you know, we're we're we're letting them know ahead of time we're gonna channel some of their activities throughout the day, 660 00:38:39.220 --> 00:38:41.160 you know, with the the the skills, 661 00:38:41.940 --> 00:38:44.020 and, you know, the different things we're gonna do that day. 662 00:38:44.020 --> 00:38:47.595 So I think that's I think that's important, and I think it'd be Well great tone setter. 663 00:38:47.994 --> 00:38:52.795 You know, as you say that, Chris, I was thinking about it because I'm looking at the sheets here because I printed them out. 664 00:38:52.795 --> 00:38:54.494 So so this is 665 00:38:55.035 --> 00:38:59.035 these are as the sales manager, this is what my day is. Mhmm. 666 00:38:59.035 --> 00:39:05.970 My day is to go around and see how many of these have closed, what's happened, what is the one they're avoiding, 667 00:39:06.270 --> 00:39:10.210 how can I help them with that, can we practice it before they pick up the phone and call? 668 00:39:10.270 --> 00:39:11.650 So this is my day. 669 00:39:12.110 --> 00:39:18.125 Like, my day is making sure this happens as the sales manager. Their day is executing it. Right. 670 00:39:18.265 --> 00:39:21.565 But this sets my day Not at all. As the sales manager. 671 00:39:23.145 --> 00:39:24.845 Right? So and so 672 00:39:25.145 --> 00:39:26.285 everybody's accountable 673 00:39:27.225 --> 00:39:27.885 on this, 674 00:39:28.425 --> 00:39:29.485 which is awesome. 675 00:39:30.800 --> 00:39:31.300 Right? 676 00:39:32.480 --> 00:39:33.380 Okay. Cool. 677 00:39:33.760 --> 00:39:35.540 Thank you. Thank you. 678 00:39:35.840 --> 00:39:37.380 Yes, please. Hi, Karen. 679 00:39:37.680 --> 00:39:40.500 Hey. Hi. How are you? Long time no see. Yes. 680 00:39:41.840 --> 00:39:44.685 Hey. Question for you, and I'm not sure how you feel about this. 681 00:39:44.765 --> 00:39:50.465 So usually when I do my huddles, we talk about, obviously, the goal, where we're at, who has appointments. 682 00:39:50.685 --> 00:39:54.465 I always ask if there's anything they can use assistance with, whether it's 683 00:39:54.765 --> 00:39:59.745 myself or their teammates to prep for that appointment or Okay. House call. 684 00:40:00.240 --> 00:40:04.660 But one thing is I always do an area of improvement. How do you feel about that? 685 00:40:05.440 --> 00:40:07.940 Well, that would kinda be the skill to practice. 686 00:40:08.400 --> 00:40:10.980 It's still in that same sort of vein. Yeah. 687 00:40:11.680 --> 00:40:13.300 How do they feel about it? 688 00:40:14.735 --> 00:40:16.355 I think it depends on the topic. 689 00:40:16.895 --> 00:40:22.655 So some of it could be area of improvement is is really just cleaning up after yourself. You know? 690 00:40:22.975 --> 00:40:26.835 Some of it could be that. Some of it could be protection dollars are down. 691 00:40:27.280 --> 00:40:29.940 Let's talk about it. So Joe over here 692 00:40:30.480 --> 00:40:32.420 gets, you know, a 100% protection. 693 00:40:32.480 --> 00:40:35.940 What are you doing, Joe, that you can bring to the team to help them 694 00:40:36.640 --> 00:40:38.420 increase their protection dollars? 695 00:40:38.800 --> 00:40:41.940 So I try to reach out to the team for those areas where 696 00:40:42.305 --> 00:40:45.445 we may not be performing as well as we should be. 697 00:40:47.185 --> 00:40:49.125 Well, you know, you made me think about something. 698 00:40:49.505 --> 00:40:57.205 What if what if the skill to practice what you could what if we have it as a skill to practice and or a contest for the day? 699 00:40:57.869 --> 00:41:01.730 So what if we say, if we get 100% 700 00:41:01.789 --> 00:41:04.210 of all sales written today that have protection, 701 00:41:05.150 --> 00:41:05.650 then, 702 00:41:06.670 --> 00:41:08.829 pizza's on me at 05:00 703 00:41:08.829 --> 00:41:09.329 or 704 00:41:09.885 --> 00:41:10.385 something, 705 00:41:10.685 --> 00:41:20.625 or everyone gets Starbucks gift cards, or, like, if everyone closes protection today on every single sale, they get protection, then this is what's gonna happen at the end of the day. 706 00:41:22.500 --> 00:41:27.960 Right. And I I usually do I have part of our motto in our practice is the golden eggs. 707 00:41:28.260 --> 00:41:31.880 So I bought a big golden egg, and there's little prizes in there. 708 00:41:32.420 --> 00:41:35.940 So if something's wrong, I'll write that down if I was everybody on the call. 709 00:41:35.940 --> 00:41:40.255 That's pretty adorable. They can draw they can just draw, and it could be simple things. 710 00:41:40.255 --> 00:41:41.475 It could be, you know, 711 00:41:42.495 --> 00:41:47.075 a a notebook. It could be Mike and Ike's. It could be kinda like the prizes we had at the table. 712 00:41:47.215 --> 00:41:51.535 And so I did I did notice since we moved, we've kind of gotten away from that. 713 00:41:51.535 --> 00:41:56.320 So I wanna put it back on the table because we had a lot of fun with it and everything. 714 00:41:56.320 --> 00:42:00.320 So I started filling it up two weeks ago. So so I'm now ready to go. 715 00:42:00.320 --> 00:42:05.220 But but I was just curious because I know some people think area of improvements are a negativity, 716 00:42:06.085 --> 00:42:09.145 but I feel like you have to talk about those things 717 00:42:09.525 --> 00:42:10.425 as a group. 718 00:42:11.045 --> 00:42:14.805 Yeah. Well, yes, we do have some of those things. And I don't know. 719 00:42:14.805 --> 00:42:20.345 Maybe it was twelve years of Catholic school for me that I didn't like staying after school for stuff I didn't do. 720 00:42:21.020 --> 00:42:21.420 And, 721 00:42:22.540 --> 00:42:30.320 and so if there's an area that's not that like, I don't wanna hear about what somebody else isn't doing when I could be calling a customer. 722 00:42:30.940 --> 00:42:34.960 So if someone's not cleaning up an area, then that's it's usually not everybody, 723 00:42:35.785 --> 00:42:39.885 but it's usually a few people, and that would probably be a separate separate conversation. 724 00:42:41.385 --> 00:42:43.725 Right. Okay. Well, thank you. I appreciate your feedback. 725 00:42:44.105 --> 00:42:46.605 Oh, you're very welcome. Thank you for bringing that up. 726 00:42:46.905 --> 00:42:47.805 Yeah. Mhmm. 727 00:42:48.320 --> 00:42:51.200 Yeah. And so it's this is a good one with contest too. 728 00:42:51.200 --> 00:42:53.940 I would if you've got how many of you run contests 729 00:42:54.640 --> 00:42:56.100 regularly with your team? 730 00:42:58.320 --> 00:42:58.980 We do. 731 00:42:59.280 --> 00:42:59.940 You do. 732 00:43:00.315 --> 00:43:05.135 Okay. Well, I can't I can't I can't see everyone, unfortunately, but, you know, I love them. 733 00:43:05.355 --> 00:43:08.575 And but, you know, as a dominant influencer, I would. But, 734 00:43:09.355 --> 00:43:12.635 I just I think that they really spark things around. 735 00:43:12.635 --> 00:43:19.720 And if you tease people with them or bring them up or if there are contests that people have a chance to win, it's not always the same person who wins. 736 00:43:20.180 --> 00:43:21.320 Just think about it. 737 00:43:21.620 --> 00:43:24.920 And you can let them know that in the huddle in the morning. 738 00:43:25.780 --> 00:43:27.240 Yeah. Thank you. 739 00:43:28.020 --> 00:43:29.880 Any other any other 740 00:43:32.954 --> 00:43:36.494 questions or thoughts or what you're gonna do with this, 741 00:43:36.795 --> 00:43:38.174 how you see this happening 742 00:43:39.355 --> 00:43:40.015 for you? 743 00:43:45.200 --> 00:43:45.839 I think, 744 00:43:46.400 --> 00:43:48.420 hi, Jody. It's Christina. Hi, Christina. 745 00:43:49.280 --> 00:43:50.319 Hi. So, 746 00:43:50.640 --> 00:43:53.220 I think what I will be doing is, 747 00:43:55.119 --> 00:43:59.059 you know, continuing to have a somewhat organic feeling 748 00:43:59.454 --> 00:44:03.795 about this because we have a tendency to gather in the morning around the UPS board. 749 00:44:04.415 --> 00:44:09.234 It's also near the coffee maker. It's also where I'm doing paperwork in the morning, 750 00:44:09.934 --> 00:44:10.434 and, 751 00:44:11.214 --> 00:44:12.515 they're checking their mailboxes. 752 00:44:12.895 --> 00:44:14.275 And so, you know, 753 00:44:15.350 --> 00:44:19.290 I think that I will continue to do that in sort of that organic location 754 00:44:19.990 --> 00:44:23.770 Okay. And try to bring a little bit more structure to it and 755 00:44:24.070 --> 00:44:24.570 almost 756 00:44:24.950 --> 00:44:25.450 almost, 757 00:44:25.990 --> 00:44:27.370 boil the frog slowly, 758 00:44:28.464 --> 00:44:28.964 and, 759 00:44:29.505 --> 00:44:33.105 you know, just kind of, add a little bit more structure each time. 760 00:44:33.505 --> 00:44:35.905 And so and so we get to a point where it feels, 761 00:44:36.545 --> 00:44:37.365 more intentional, 762 00:44:37.744 --> 00:44:40.944 rather than being like, okay. Chop chop everybody. We're having a meeting. 763 00:44:40.944 --> 00:44:48.903 Because that's we do that on Saturdays when we don't have trainings and, you know, we have a core but and that and that's a little bit different. 764 00:44:48.903 --> 00:44:55.045 But, you know, sort of more casual at least, you know, on the days when we have that more full schedule. 765 00:44:55.825 --> 00:44:59.525 You know, as you mentioned, there are two different shifts at some stores. 766 00:45:00.224 --> 00:45:03.125 So certainly on days when we have that more full schedule, 767 00:45:03.585 --> 00:45:05.045 I'll be looking to do that. 768 00:45:06.560 --> 00:45:10.000 Well and if you've good for you. Because and and if you've got, 769 00:45:10.720 --> 00:45:14.500 in the successes to when you open the meeting with a with successes, 770 00:45:15.120 --> 00:45:16.560 it just is a different 771 00:45:17.615 --> 00:45:21.315 it's different from getting into the numbers right away, especially if, 772 00:45:22.414 --> 00:45:25.875 there's a contest to give a success for from yesterday 773 00:45:26.255 --> 00:45:32.674 or something so that it it it gets us on an upbeat to the start of the meeting, which is really 774 00:45:33.260 --> 00:45:34.160 sort of important. 775 00:45:35.579 --> 00:45:36.960 Yeah. That's a great approach. 776 00:45:37.420 --> 00:45:38.559 Yeah. Thank you. 777 00:45:38.940 --> 00:45:40.240 Okay. Anyone else? 778 00:45:43.579 --> 00:45:46.795 Well, if anyone needs a copy of this, please let me know. 779 00:45:46.795 --> 00:45:52.335 I you might be able to, like, get a sense of it from what was on the screen, but if you want a copy of it, please let me know. 780 00:45:52.715 --> 00:45:54.015 And this is part of, 781 00:45:54.955 --> 00:46:01.220 as you know, I once a quarter now, I start a new sales manager training cohort that's a 20 session program. 782 00:46:01.840 --> 00:46:04.260 And the next one starts on Thursday, 783 00:46:04.640 --> 00:46:05.140 April 784 00:46:05.520 --> 00:46:08.740 I wanna say April 6. It's the first Thursday in April at, 785 00:46:09.920 --> 00:46:10.900 noon, I believe. 786 00:46:11.280 --> 00:46:16.305 And, that's gonna start. And Sean is already in that, and so we're starting that up. 787 00:46:16.305 --> 00:46:18.885 And for those who've already been through the program, 788 00:46:19.425 --> 00:46:24.325 I'm gonna be I'm gonna be doing either coaching, like, once a month coaching 789 00:46:24.705 --> 00:46:31.660 or putting together other cohorts that would be once a month meeting with people who've been through the program before and the ongoing thing. 790 00:46:31.660 --> 00:46:34.559 That was one of couple of requests I got was to do 791 00:46:35.020 --> 00:46:40.480 ongoing coaching around difficult conversations and that sort of second level of sales management, 792 00:46:42.455 --> 00:46:43.515 training and execution. 793 00:46:44.295 --> 00:46:48.775 So anyone who's interested in that, go to my website, pick up the phone, and call me for either of those. 794 00:46:48.775 --> 00:46:49.995 That would be wonderful. 795 00:46:50.695 --> 00:46:52.955 So I hope this was helpful to you. 796 00:46:53.255 --> 00:46:57.090 You know how to reach me. You've got my contact information. If you want these, 797 00:46:57.810 --> 00:47:00.630 documents, please send me an email, and I'm happy to send that to you. 798 00:47:00.850 --> 00:47:06.150 And anything that you challenge with or struggle with, please reach out to me and also share your successes. 799 00:47:06.610 --> 00:47:10.415 I would love to hear what you're doing with this and what it's changed for you, 800 00:47:10.715 --> 00:47:18.495 what you've gotten out of it as a sales manager in organizing your day, and when it's done for your team to help them to organize their day and predictably 801 00:47:18.795 --> 00:47:19.695 produce results. 802 00:47:20.369 --> 00:47:23.268 So thank you for your engagement. Thank you for your partnership. 803 00:47:23.328 --> 00:47:25.109 Thank you for being present on this, 804 00:47:25.409 --> 00:47:30.949 and I look forward to hearing from you. So thanks. Thank you, Jody. Thank you, Jody. Bye, everyone.