Monday, March 4, 2013

Take a day and keep your sales staff in the office. Sometime in the next couple weeks, I would suggest mid-week, to do an Appointment-Setting Blitz Day.

While we hesitate to keep our AEs off the street, I think this is worth it.

• What's the goal? Set 150 new appointments! Split it up among your AEs.
• Consider purchasing a database of local businesses (won't cost much).
• Hold five-minute meetings at the top of every hour.
• Set incentives for each hour. Set seven appointments that hour, get $10
• Play cards. The number of appointments you set is the number of cards you get. Best poker hand wins $20. Most appointments in any given hour gets to pick where we get lunch.
• Track your goal for the day ... If we get it, everyone gets a half-day off when they want.
• Provide additional incentives for closing deals that originated from this day.

Trust me. Not only will you talk to many new people you might not have approached, but I think you'll be surprised at the new business you write.