​Join with Owners and Sales Managers to Reboot Sales and Profits. Together create a Fast Recovery from the Coronavirus Shutdowns

 Fast Recovery Mastermind for Medical Device Companies

WEEK 1 - ​STAYING ALIVE THROUGH CRISIS AND DISRUPTION

Companies that outlast this crisis will have CEOs who can rapidly assess these new circumstances, recognize new patterns and opportunities, and act with urgency to take immediate action to pivot and restructure their companies.

In this module, we explore:

•  The two real threats right now – inertia and failing to respond – and overcoming these challenges.
• ​ How to create an actionable playbook so that we're not firefighting and guessing.
  
•  Using the three most effective tools ​to help make decisions based on data and not opinions: the 80/20 to 95/5 tool, BGC's ​  Revenue-Market Matrix, and Bain's 120% Profit Rule.
•  The 5-day playbook to help the business survive so when the recovery does come, business owners will emerge stronger  and ready to hire and grow again.
•  How to use ‘small data’ to make informed decisions, implement fast, test fast, and then ramp up activities based on the best  performing actions and messages.
•  The #1 factor that sets your capacity to recover from a financial disaster – what that means you need to do TODAY – and  how it will influence week-to-week decisions in your business going forward.

WEEK 2 -​ REVENUE RECOVERY

​Revenue Recovery is a workshop all about value and revenue – gaining back what has been delayed or lost by the lockdown and healthcare's constriction. This workshop is an interactive, sleeves-rolled up session. The purpose is getting you and your team back on track to hitting ​your numbers and exceeding your expectations in 2021.

You’ll brainstorm with others:

•  To pivot from revenue sources that aren’t currently stopped; developing  new ways of keeping dollars coming in.
•  Make your sales more predictable, scalable, and ​more importantly – profitable.
•  Using the network effect -the 10x growth strategy that is most  often overlooked - to generate revenue.
•  What getting "sticky" means and why that is the single most important weapon you have to beat Amazon and your  competitors.
•  A systematic way of analyzing the best products, OEMs, selling partners, and ideal prospects to focus your efforts on sales  that are both winnable and profitable.
•  How to leverage digital and virtual channels to bring your product or service to market when your traditional business    model is compromised.
•  Discover how to leverage social media groups to build your business at little or no cost as more people flock to social media to combat isolation.

WEEK 3 - RE-BOOTING SALES, CONNECTING, RE-CONNECTING, AND NEW CONNECTIONS

At this very moment, we are witnessing the world economy go through a massive shift. Chances are, things won’t go back to “normal.” This is stressful and confusing, especially for your customers.  You can help – you can be their first responder. But you have to connect, re-connect and open new connections – first to help, then to sell.

As a sales leader and owner, we will discuss:

•  How to keep in constant contact with customers, prospects, and influencers during a time when direct sales efforts aren’t allowed and distractions are keeping your contacts from communicating with you.
•  New and creative outreach strategies (warm and cold) that develop interest in your business and the services and products you offer.
•  Create the messaging your prospects and customers will respond to making you’re a strategic resource and not simply a vendor. Messaging that matches the buyer’s processes and which can be used on your website, collateral material and sales presentations.
•  How to reboot sales as the incremental lifting of the lock-downs occurs. How to keep connected to your customers even though in-person sales calls are restricted.
•  Know how to ferret out what is the healthcare market trends telling you and how to get detailed information on customer behavior and buying needs. Discover ways of doing deep dives and ‘reconnaissance’ on the market, your competitors, and your buyers.

WEEK 4 - RE-ENERGIZE THE SALES TEAM ​REGARDLESS OF THE CIRCUMSTANCES

Revitalize your sales force to get  them out of the slump they are in and the demotivating circumstances they are currently experiencing.  Learn how to implement incentives and commission plans that are tailored to today’s situation to maximize performance and sales results.

In this module, you’ll discover:

• Set agreements instead of expectations with your salespeople. Their buy-in is required to hit quotas, develop new business and so that they’ll exert the amount of effort and work needed to reboot sales after the lock downs are lifted.
• Overcome the #1 eminently avoidable failure point in the sales process—the lack of follow-up using a non-threatening accountability system that all salespeople will gladly follow.
• Rethinking the commission plans and incentives based on the current economic conditions. Keeping your performers with the right incentives and comp plan.
• Forecasting, setting quotas that get hit, and the other critical components of effective, motivating sales compensation programs.
• Create or revamp your Sales Playbook for a post- Coronavirus world. What new skills need to be developed by your salespeople? What existing skills need to be honed and practiced?

WEEK 5 - RE-TOOLING FOR HOW YOU WANT THE BUSINESS TO BE

The COVID-19 crisis may still be beating up your business but there will come a time when the storm starts to fade. That's when you have a unique opportunity. It's an opportunity to rethink how you approach your company — to rebuild your business into what you've always dreamed it could be.

If your house was destroyed would you rebuild it exactly the same? What is there in your business that you’ve known you’ve wanted to change but was had time or opportunity to act on? Now is the time to re-evaluate everything you've done in the past and commit to building a more durable, valuable company for the future.

In this module, you’ll learn and brainstorm on:

• If you were starting your business today, would it look differently than it does now? How to reshape your business into the ideal form it needs to be in to compete now, in the next few months and for whatever lies ahead.
• Use the data collected from hundreds of my clients to know what areas of healthcare will come back the fastest, where money will be spent, and how to plan for business that won’t come back until possibly 2021 and beyond.
• What skills do people have, develop or improve? What talents are no longer needed in a post-coronavirus economy?
• What is the best go-to-market strategy is best for today and next year. Are people positioned in the right roles and equipped, trained and supported in order to be effective and productive using the new strategies of your re-tooled, re-visioned business?

WEEK 6 - CREATING  AN EFFECTIVE LEAD-TO-SALES PROCESS

The cost of producing new sales (clients and customers) is the second highest cost of a business, after cost-of-goods. The breaking and costly  pre-Covid 19  sales funnels of milk-runs, territory management, and 98% ineffective lead generation, are completely wrecked now.  We need a complete lead-to-sales process with an effective playbook to make selling predictable, scalable and profitable.

In this module, you will:

• How to consistently be positioned in the right place at the right time with the right people because you know where not to go, what not to do, and what you need to be paying attention to now, for the next few months, and long into the future.
• Develop a killer Differentiated Selling Proposition that positions you above your competitors and pulls prospects into your orbit, instead of fighting just to be heard in the market.
• Revamp your Lead-to-Sales process. Stop relying on milk runs and salespeople do all of the lead generation and prospecting for your business.
• Sales don’t happen for one of two reasons: not enough qualified leads turning into opportunities, or opportunities being squandered by the salespeople. Resolve  which is the biggest obstacle to increasing your sales and revenue.
• Develop and use a playbook to improve the win-rates of your salespeople and hold them accountable for their performance.
• Change from ad-hoc territory management using milk runs or being just another quote, to an account based planning system where sales becomes predictable, systematic, and forecastable.
• The two essential elements of your marketing plan you need in order to avoid commoditization and costly price wars.
• The one question you need to ask your customers to predict the likelihood that they will buy again in the future and refer you to others.

WEEK 7 - THE ONLY 4 LEVERS THAT MOVE THE TOP-LINE REVENUE RESULTS.

Sales has many moving parts and an unlimited amount of metrics that can be watched. Managing by results doesn’t work. Management by activities does. If you want certain outcomes, your team must do specific things. These activities are the 4 levers that move sales. Every sales process turns on accounts, opportunities, territories and calls  in different measures.  Sales Manager’s need a framework to prioritize and use these 4 processes, along with easy tools to measure and a coach on.

Visibility to an action doesn’t mean control over it. This  module answers “what can we really manage in sales?

• A deep dive on each of the 4 activity levers: Account Management, Territory Management, Opportunity Management, and Call Management.
• What are the building blocks for your specific sales processes that put you in control of your sales force’s performance.
• Implementing formal processes that you can tactically direct and measure. With process rigor, you can manage the territories, accounts, opportunities, and calls that lead to successful sales outcomes. With process rigor, you achieve desired outcomes because critical tactics are not left to chance.
• Explore the 3 M’s of successful sales according to Neil Rackham, author of SPIN Selling: management, metrics and methodology.

WEEK 8 - A CONSTANT ​IMPROVEMENT PROCESS FOR CONTINUAL GROWTH

Today’s change happens so quickly that it has become increasingly difficult to maintain focus. That’s why you must incorporate a system of agility and continuous improvement.

While no-one can predict the future accurately. Agility and preparedness allows companies to succeed regardless of the circumstances.

You’ll learn:

• The power of small wins and incremental change – how 1% improvements can 10X results without disruption or overwhelm.
• How to use Warren Buffet’s management technique to improve efficiency and the effectiveness of managers while decreasing their time and stress.
• Installing the OKR process in the Sales Department – the OKR process established by Google and responsible for their massive growth and success.
• DR. Deming’s “14 Points” and how to use his ideas inside of your own continuous process improvement efforts
• The 3 specific mind-shifts necessary for leaders to make for future proofing the business: from fire fighting to fire prevention, from short-term to long term thinking, and from breakthrough change to continuous incremental improvement.
• Continue to reduce complexity, remove duplication and ineffective activities, streamline processes and benchmark your team’s best practices.
• Ways to get constant feedback from sales, the market, and customers so that you can improve processes, reduce costs and increase sales

FEES AND APPLICATION PROCESS

The Covid-19 Fast Recovery Mastermind Group is $100/week for 8 weeks.

We meet once a week. Each mastermind group meeting is two hours long. We meet via video conferencing - from any device. Can't be online? You can dial in by phon​e.

The first step is to apply online. After I receive your application, we'll schedule a short session so I can learn more about you, ​your sales process, and ​which mastermind group is the best fit for you. I'll make sure that Fast Recovery Mastermind Group is a good fit for you.

Just a few of the companies I've worked with...