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The Sales Training Manual is Not the Same as the Employee Handbook - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/89077506-292a-4628-8457-e0d8d0571ef2/1.png Blog - The Sales Training Manual is Not the Same as the Employee Handbook - Make it stand out Whatever it is, the way you tell your story online can make all the difference. https://www.merylsnow.com/blog-1/props-that-pop monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1532972157782-17T5Z6ULJJBKWS5PGGAZ/Picture1.png Blog - Props that POP! https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1532974564066-ZZ7G0M2AFI7R3B4DMND2/Screen+Shot+2018-07-30+at+2.12.44+PM.png Blog - Props that POP! https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1554730943554-3GL14F69WY307D2FMGS4/Copy+of+Copy+of+Copy+of+Copy+of+Copy+of+Copy+of+Copy+of+Copy+of+Copy+of+Copy+of+YOUR+DAILY+%23LIFETIP+%283%29.png Blog - Props that POP! https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1533213918042-2RNIS628NAHCQKN80V8T/iStudioProposal%2BTemplate%2BBundle.png Blog - Props that POP! https://www.merylsnow.com/blog-1/complacency-is-the-enemy-of-success monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1531254099107-Q4YHCHXAP1Q2N0CIGA68/What+is+the+difference+between+an+Order-Taker+and+a+Salesperson.png Blog - Complacency is the Enemy of Success https://www.merylsnow.com/blog-1/the-importance-of-sales-training-in-the-hospitality-industry monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1528727383172-9ADV8SIB1OODVLVLASMO/Copy+of+Copy+of+69%25+of+salespeople+don%E2%80%99t+survey+their+lost+business+to+find+out+why+they+didn%E2%80%99t+close..png Blog - Can Your Salespeople Sell? https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1556908857374-NZR5YNUDXMH6201S3H16/THINK+TANK+2019+meryl+snow+%285%29.png Blog - Can Your Salespeople Sell? https://www.merylsnow.com/blog-1/branding-you-first-and-then-your-company monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1526923870703-QPTFFMV79OB82DWYZ200/Untitled+design+%2882%29.png Blog - BRANDING – YOU FIRST AND THEN YOUR COMPANY https://www.merylsnow.com/blog-1/10-selling-mistakes monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1521155347782-7L0S5L59M64X3DARZA5K/Screenshot+2018-03-15+19.08.28.png Blog - 10 Selling Mistakes https://www.merylsnow.com/blog-1/meryl-snow-named-to-prestigious-industry-global-advisory-board monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1521123179539-J6IQHSL2ZR7UU8LA0D52/ADVISORY+BOARD+%281%29.png Blog - MERYL SNOW NAMED TO PRESTIGIOUS INDUSTRY GLOBAL ADVISORY BOARD https://www.merylsnow.com/blog-1/meryl-snow-unveils-revolutionary-new-triangle-method monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1518572255769-7N9Z9OIAUZW6SISIS7S2/plan-1725510_1920+%281%29.jpg Blog - MERYL SNOW UNVEILS REVOLUTIONARY NEW “TRIANGLE METHOD” https://www.merylsnow.com/blog-1/10-things-you-should-and-should-not-do-with-social-media-and-your-employees monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1509634934906-OZVOW8VJQSO757ZK0B9D/and+yourEMPLOYEES.png Blog - 10 Things You Should and Should Not Do with Social Media and Your Employees https://www.merylsnow.com/blog-1/are-you-a-vitamin-or-a-painkiller monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1502733402201-92PBWSLSLIZM8LU6TU47/image-asset.png Blog - Are You a Vitamin or a Painkiller? https://www.merylsnow.com/blog-1/preventing-your-business-from-being-seen-as-a-commodity-what-can-you-do monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1498497502206-BLHFN26E2DFDX4CQ9HGD/fruit-1868404_1920.jpg Blog - Preventing your business from being seen as a commodity – what can you do? https://www.merylsnow.com/blog-1/how-to-hire-a-great-salesperson monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1490459294021-RO37EK1SIYKSEXS7LP9D/image-asset.png Blog - How to Hire a Great Salesperson https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1490457683599-EZM09JU06ZH50SM5DO0B/image-asset.jpeg Blog - How to Hire a Great Salesperson The Interview https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1490459216794-WK89JAX237LRK620YMGP/image-asset.png Blog - How to Hire a Great Salesperson https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1490459627018-S2868QZLHSAHQ3QIH3V4/Copy+of+Copy+of+Copy+of+Copy+of+Copy+of+THINK+TANK+2016.png Blog - How to Hire a Great Salesperson https://www.merylsnow.com/blog-1/are-my-salespeople-order-takers monthly 0.5 2022-05-25 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1503213655468-CNM6AB42SKQOJRJY2837/Copy+of+Copy+of+Copy+of+need+more+%282%29.png Blog - Are Your Salespeople Order-Takers? https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/b972e62c-5496-4a81-b66e-1ff5fa4e0bf7/Screen+Shot+2022-05-25+at+9.37.43+AM.png Blog - Are Your Salespeople Order-Takers? https://www.merylsnow.com/blog-1/and-the-survey-says monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1484017721027-K89PINJ87H11TRH4CRDR/image-asset.png Blog - and... the Survey Says “Yes” was the overwhelming response, and weekly seemed to be the frequency. meetings are important to keep a team healthy. This isn’t an ops meeting or hash over last weekends events or go over future events. This should be strictly a sales meeting monitoring sales tracking, opportunities within the team and education. It’s best to keep this the same day & time. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1484017821091-HGRUC0ZG2HD1R153FTS0/Screen+Shot+2017-01-08+at+4.57.43+PM.png Blog - and... the Survey Says It looks like about 55% of the companies said “no.” It's a bit surprising how many companies don’t have this in place. A contract/agreement between a sales person and company is prudent and protects both parties. It spells out job description, goals, compensation and benefits. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1484017869010-ANQMRKMT5E2EDWT4Y3KO/image-asset.png Blog - and... the Survey Says “Yes” for the win at about 63%. Policies & procedures for the sales department expedite the training process and ALMOST eliminates, “Oh, I didn’t know that.” However, if they don’t read them it negates the entire process. Sales people need to read, sign off and be accountable for all policies & procedures. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1483913185047-VO5BETX3OL37DA76ELJU/image-asset.png Blog - and... the Survey Says Overwhelmingly, the answer was “salary with commission.” Salary with commission works best for the sales person and company. It makes the sales person a little hungry and releases the pressure of making ends meet in the slower months. One of the most common ways to compute compensation is to add the salary and commission together and that total should be between 5-9% of their total sales. pre tax This percentage varies around the country. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1483913271893-NWH94EMIMNRVOWVFVHFC/image-asset.png Blog - and... the Survey Says While the “yes” and “no” responses were close enough, healthy competition between salespeople was way ahead of unhealthy. Healthy competition is a great motivator. Display individual sales goals and watch how your sales people celebrate each other. A fun sales contest is always a win-win. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1483913328547-8D0D3W01GUL18X6J7DB2/image-asset.png Blog - and... the Survey Says “Yes” about 37%, “no” about 63%. Tracking closing ratio is important for both sales person and management. If it’s too low then retraining may be needed. If it’s too high then prices may need to be raised. Most companies track using this formula: # Meeting/Proposal ÷ # Booked. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1483913447642-6RZNI9E5V2E36WI5KT5J/image-asset.png Blog - and... the Survey Says Most companies were “moderately satisfied.” It’s refreshing to see that 10% of the companies that were polled are extremely satisfied with their sales team performance and 50% were moderately satisfied. The remaining 40% may need to look at retraining the sales team. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1483913496671-2N8EOPJ4SFZKV56XEQUC/image-asset.png Blog - and... the Survey Says Clients may very well tell the sales person that they didn’t get the booking due to price. But the real reason is because they didn’t show the client the differences between the two companies. Think about it, if one company is $1000 and the other caterer was $1300 and the client doesn’t see the difference then they will always go with price. Unfortunately, clients still may view you as a commodity. It is our job as salespeople to show the clients WHY you’re different. Remember features tell- benefits sell. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1483913551669-QQ4XV359UCNHYDZFLZJ1/image-asset.png Blog - and... the Survey Says This was fairly close in yes and no, with no being about 20 percentage points ahead. Tracking lost business is a great indicator for a myriad of reasons. If you continually see the same reason it gives you a chance to fix the issue. It could be as simple as that you didn’t offer their favorite dessert or as serious as the client didn’t like your food. If you don’t ask they won’t tell. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1483913602487-0AMR2ZYLT1DF9BPYTPSF/image-asset.png Blog - and... the Survey Says The number one skill was being able to close the sale. Next was follow up/follow through. In third place was not having a powerful enough proposal. I'm not surprised to see that closing the sale is #1. 65% of our salespeople are truly not “salespeople” They enter this industry because they have a passion for events. Most companies don’t even call them salespeople in fear that they don’t want to be “salesy” They are indeed salespeople which is a different personality type, however, salespeople can be taught the sales process and to ask for the sale. https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1484022969933-17I1RAU2F55VI3LF32K3/image-asset.png Blog - and... the Survey Says https://www.merylsnow.com/blog-1/you-said-it-without-saying-it monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1480600411058-V8K295L5PYFCOUT4B0JC/image-asset.png Blog - You Said It Without Saying It https://www.merylsnow.com/blog-1/give-your-holiday-sales-marketing-a-new-recipe monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1476151243796-8NBTJBA78XN6J1SJZEQP/image-asset.png Blog - Give your holiday sales marketing a new recipe https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1476151298977-MGWQA384H3HC3CO9KUIK/%E2%80%9CSanta+in+the+Clouds%E2%80%9D+martini+from+Feastivities+Events Blog - Give your holiday sales marketing a new recipe “Santa in the Clouds” martini from Feastivities Events https://www.merylsnow.com/blog-1/4bhdtble8ioct0fe5bf27gzk4nk1yf monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1474992743148-S8HLQMWTJ2UHQPJD4Y91/Screen+Shot+2016-09-27+at+12.09.21+PM.png Blog - Please, Not Another Sales Meeting https://www.merylsnow.com/blog-1/what-your-clients-need-to-know-before-they-hire-you monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1471621175890-0FJJHUNW5DEA0W98VUZQ/image-asset.jpeg Blog - What Your Clients Need to Know Before They Hire a Caterer Source: Feastivities Events / Love Shack Photo https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1471621305982-BWYDWOARHBWW30GQ6LN2/image-asset.jpeg Blog - What Your Clients Need to Know Before They Hire a Caterer Source: Feastivities Events / Love Shack Photo https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1471621484490-RA7LXICTBD9LC2YYHSB1/image-asset.jpeg Blog - What Your Clients Need to Know Before They Hire a Caterer Source: Feastivities Events https://www.merylsnow.com/blog-1/leveraging-social-media monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1468425404953-IMD3IIWIZGWS2OGD84NU/image-asset.jpeg Blog - Really, Another Article on Social Media? https://www.merylsnow.com/blog-1/stories-within-the-special-events-industry monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1548264793596-8VL7MQU51HUHKZPADTZH/Screen+Shot+2019-01-23+at+12.32.26+PM.png Blog - You Just Can't Write This Stuff... Stories within the Special Events Industry https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1544494653683-W665QIF4A8TQ7DZOQWSO/SEARCH+2017+-+full.png Blog - You Just Can't Write This Stuff... Stories within the Special Events Industry https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1544494598367-HHRI4WW9A44Q60VCMKPJ/SEARCH+2017+-+full.png Blog - You Just Can't Write This Stuff... Stories within the Special Events Industry https://www.merylsnow.com/blog-1/2016/5/9/n5j7ukswxg0o4wx0jeajepxbb04myo monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1462828232099-VY6DR8GWLO04N7DOYM9R/Screen+Shot+2016-05-09+at+5.09.29+PM.png Blog - How can Guerrilla Marketing be used in the Special Events Industry? https://www.merylsnow.com/blog-1/2016/4/12/the-12-components-of-sales-excellence monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1473256886520-QJ53FMXDFG31OJZNAYCE/image-asset.png Blog - Change the Way you Approach Sales- the 12 Components of Sales Excellence https://www.merylsnow.com/blog-1/2016/3/8/4cr7emig4gt2k2509k4mvqgjlfnesz monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1457444526119-UDES4AWL0ND568Y7X1RO/image-asset.png Blog - Leveraging Social Media https://www.merylsnow.com/blog-1/2015/12/15/how-to-cultivate-return-guests-at-your-next-special-event-1 monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1450211111001-NYBTT4ERC02XDPK0QM3S/image-asset.png Blog - How to Cultivate Return Guests at Your Next Special Event https://www.merylsnow.com/blog-1/2015/12/3/get-motivated monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1514501275592-N4KUTNP3HBNIDZQCL2LL/Copy+of+NO.png Blog - Get Motivated! https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1514503224579-46KWE54JVSAD35NR62ZG/Screenshot+2017-12-28+18.18.59.png Blog - Get Motivated! https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1514575137204-WFP18CQ6L4CRSUXYORHE/Untitled+design+%2889%29.png Blog - Get Motivated! https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1514575268077-98Z82LM2JS4OP9Y3T0S4/Untitled+design+%2890%29.png Blog - Get Motivated! https://www.merylsnow.com/blog-1/2015/12/3/where-have-all-the-fans-gone-long-time-passing monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1513014278366-QOZELDRRBVZFP9IB80H0/ffecac79568c406a212691a0d97ae858.jpg Blog - Where Have All the Fans Gone? Long Time Passing. https://www.merylsnow.com/blog-1/2015/12/3/give-your-holiday-sales-marketing-a-new-recipe monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449170111090-3IKMXXJC58KMITEOG7A0/image-asset.png Blog - Give your holiday sales marketing a new recipe https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449170167853-XWUERBODNMKV1KJOAWZD/image-asset.png Blog - Give your holiday sales marketing a new recipe https://www.merylsnow.com/blog-1/2015/12/3/i-didnt-book-it-our-price-was-too-high monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449169719510-BO598BWRWDYQIPCJB1AL/image-asset.png Blog - I didn't book it, our price was too high https://www.merylsnow.com/blog-1/2015/12/3/kick-start-your-sales monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1513013758218-TNYBV0WZPX1BUFK63JCW/foot-1744044_1920.jpg Blog - Kick Start Your Sales https://www.merylsnow.com/blog-1/2015/12/3/cater monthly 0.5 2019-11-11 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449167679746-FU1V62J45RZ0Q7QHZ7E7/image-asset.jpeg Blog - Cater.com Interview with Meryl & Andy https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449168028139-9PMKJT7QZLSNUPEE5SMU/image-asset.jpeg Blog - Cater.com Interview with Meryl & Andy https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449168193336-41CZVMZFSXGLSTLJ8F41/image-asset.png Blog - Cater.com Interview with Meryl & Andy https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449168281302-Q1TC1VSP2W6A5CPN0BN4/image-asset.jpeg Blog - Cater.com Interview with Meryl & Andy https://www.merylsnow.com/blog-1/2015/12/3/gone-fishin monthly 0.5 2019-11-12 https://images.squarespace-cdn.com/content/v1/55ea562de4b02a8ac1ba8501/1449165640051-A32WA8PJ8HODUDI57DC4/image-asset.jpeg Blog - Gone Fishin' 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