Smart Lemming Diary: Weekly Management Meeting and ROI Sales Tool
August 12, 2005
Standing P3 Management Team Meeting
Tom claims to have only one meeting in his company. The P3 Weekly Management Meeting, with P3 standing for progress, planning, problems with the specific expectations and agenda. His expectations? Keep it to one hour, start and end on time. No excuses or hall passes. When we are in the meeting, we are in the meeting, as we focus on decisions not discussions. Get issues off the table as quickly as possible. Deal with operations separately from strategy. This meeting occurs every week at the standard time regardless of who is or isn’t in town. Come prepared with your part of the meeting.
Meeting Structure and Agenda
This meeting covers the following areas each week: Operations – COO; Product – VP of Engineer; Sales – Tom; Marketing – Me; and Finance – Director of Finance. The agenda:
- Progress: what has been done to accomplish a goal or objective
- Planning: what is being planned to accomplish a goal or objective
- Problems: what isn’t working that needs to be resolved in order to accomplish a goal or objective
My Progress, Planning, and Problems
I’m ready for the meeting. I have my PowerPoint ready to go. I finished my 100-Day plan first draft. I also created the prototype of the Sales Reference Guide with eight sales tools that I created to show them what their sales tools will look like updated their ROI calculator with the ROI Financial Dashboard approach. I have to make headway on the tradeshow front. We need two new banner stands that I have to take care. Our channel partner has been slowed down by a name change, as it’s spinning off part of its company for an IPO.
ROI Financial Dashboard as a Sales Tool
One of my favorite books is ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle
I showed it to Amanda, who loves it, calling Tom in to her office, as we discussed it. I was flattered when Tom came into her office saying, “She’s only been here only two weeks. She’s so organized, and now she has already given us a ROI tool? Wow.” Below are examples of the ROI Dashboard and Simple ROI Model: Cash Flow.
Meanwhile, Amanda’s trying to schedule a meeting between one of her key prospects and me for late next week. “None of our competitor’s has anything like this. This is exactly what we need to close the sale,” she says with enthusiasm. “Good. I need to review the ROI sales tools with the VP of Engineering and make sure I interpreted his data correctly. Then I need to do a QA check on all the calculations a third time. I also need to give you the sales script, so you can walk the prospect through at a high level.” I told her. “Not a problem, I’ll schedule the meeting for the three of us.” Amanda scheduled the meeting within two minutes.
The Smart Lemming Diary is a series that chronicles a journey of laid-off worker, who becomes a Vice President of Sales Operations & Marketing for a small entrepreneurial healthcare technology company.
That was an excellent post with some great information. We published some information on this topic too.