I am doing a quick recap of this post from yesterday, as I accidentally
deleted it from the blog… SORRY
PRE-SET MEETINGS!
That’s the name of the game at large trade shows. I shared yesterday of a client that was a
fortune 500 company with a new presence in healthcare. There was a new
marketing director in place tasked with building out the healthcare
division. A few years ago she went to
the 50 sales reps to see how many had preset meetings. You would be shocked to know that the average
was less than 2 per rep. Some reps were seasoned and some were not. The goal
was that all reps had to have at least 10 preset meetings to come back to HiMSS
the following year. Their top rep did
not get the 10 meetings and was made an example of the next year. That rep was not allowed to come to HiMSS. This year each rep had on average of 35
meetings! The moral of the story is that
HiMSS was a huge success for them this year.
If you are in charge of selling/business development, please go out of
your way and set some preset meetings if you have not already done so!
Happy Selling!
No comments:
Post a Comment