Archive Monthly Archives: October 2007

The art of the ‘Huddle’…

Hey guys,

For many years now my mornings have been filled with my entire team standing in a circle at 845am for their morning ‘Huddle’. By definition a huddle is ‘a gathering of a crowd of animals or people’.

My theory behind holding a huddle very morning before work is this…

In most work environments the team will arrive at 9am and chat for 15 minutes while making the morning coffee and waiting for computers to turn on, it’s valuable time that should be used for work, or in our case – Hardcore sales.

So by holding a Huddle at 845am you allow the entire team to say whatever they need to be said, you offer them the perfect stage to tell stories of what they did the night before or perhaps what they didn’t do. More importantly you create an environment for them to download the personal time in a group forum so as soon as they leave the huddle they understand that it is time to work.

How you run the huddle is up to you but my suggestions are that you have everyone standing, that you prompt people who may not seem to be involved, you ask them what their goals are for the day or perhaps what they learn from the day before.

The focus in on downloading yesterday and preparing for today. It’s the most valuable part of the day.

Now for the most important aspect of the huddle.

We have a PowerHour of calls between 930am and 1130am each day, so guess what we do at 1130am. We huddle, only the salesteam are involved but it’s an important way for everyone to share their successes, their failures, and learn from each other.

I cannot stress enough about the importance of the huddle.

One final word of warning, as a hardcore Sales Director you don’t want to use this forum as your own personal stage, this will just turn it into a senseless meeting, the most important thing is to get the team involved.

Live with passion,

Brett Alegre-Wood

Should we do business together…

Hey guys,

It may seem like a totally irrelevant question to the uninitiated, but for a professional consultant this is the most fundamental and important question you can ever ask.

The three key rules to successful marketing are Qualify…Qualify…Qualify!

Qualification is the start of every business transaction, so before accepting any client, you should always ask yourself the key question, ‘Should I invest my time in you?’

The lesson is simple… The more specific you are about your goals, and the more selective you are about who you deal with, the more you will enjoy your business. Clearly your service will improve, and ultimately, you’ll make more money.

Most people think…’When I am successful I will be more selective’. Of course, nothing could be further from the truth.

If you waste all your time on unqualified prospects you will hinder the growth of your business. You become ‘Big’ by being selective and not the other way round.

And the more you ask the qualification question, the quicker it will all happen for you…and the faster you will grow.

Understanding the Law of Qualification…

The more specific and visual your target market selection criteria the greater the success…

As you become more selective within your target market, you will waste less energy on those people that do nothing but waste your time… By having clearly defined criteria for your clients you will spend the time where it is most productive… The most important aspect of your business is your time… By qualifying your prospects well you don’t waste time… It is therefore essential that you…

Qualify, Qualify, Qualify…

Ask yourself the following question often…
Why should I do business with you?

The more selective you get the bigger and faster your business will grow…

Live with passion,

Brett Alegre-Wood