Regroup to Win

Each month, evaluate the tragedies and triumphs of the previous 30 days and outline a strategy for the new month to help you make the constant changes and adjustments that may keep you ahead of competitors. Try this three-step plan to help your team learn all you can from last month’s experience and formulate a plan to make the next one better.

1. Schedule and prepare. Schedule regrouping periods during the slowest time of the month. Early morning sessions are best. Allow two hours for the sessions themselves and about an hour to prepare for them. A chalkboard or easel pad will allow for easy note taking during the session. Keep distractions to a minimum, and encourage everyone to come with ideas to share. Managers should review the agenda from the last regrouping to identify which goals were met and which ones weren’t, then use their assessments to design a new agenda consistent with company goals and expectations.

2. Conduct the meeting. Each month’s regrouping agenda should start with a review of the financial information important to the company and its investors, including “actual” revenue, income versus budget and customer retention percentages. Address any problems that have arisen within the last 30 days and any upcoming issues that will affect sales. Next, map a calendar of activities geared toward developing new opportunities, possibly including a new marketing plan, a monthly event to thank current customers and attract new ones, or promotions or other special events targeting key prospects. The more ideas your team generates during this aspect of the regrouping session, the more profitable your next month is likely to be. Before you end the meeting, recap team goals for the upcoming month and close on a positive note. Take extensive notes during the session, and afterward use them to compose a memo summarizing the meeting’s content to send to your team. Include to-do lists for the new month.

3. Go one-on-one. After the team regroup, schedule appointments to meet with people on an individual basis. Allow 15 to 20 minutes for these appointments to recap the session with them individually, congratulate them on their success of the previous month and discuss the salesperson’s role in meeting goals for the next month. Ask what problems they have been having and what training you can provide to help solve them. For each salesperson, remember to “inspect what you expect” to learn each person’s strengths and weaknesses and to make sure they know they are accountable for their performance.