My source for these interesting emails sent me the VP’s next email about the sales meeting, an email that was sent to all sales and senior management.
The VP lists the reasons why the sales meeting is being held on the weekend. I’ve added commentary on what the sales team could be thinking as they read this email. Which response, A or B, would be yours?
Dear Team,
I have discussed the meeting dates with executive management and we have decided to firm up July 11th and 12th for our quarterly sales meeting…”
Response choices:
A – Good, the VP checked with senior management and they all agree
B – The VP must have forgot to check with the far-flung sales team
* Senior management team routinely travel 50% of their time, including weekends and holidays to support sales efforts.
Response choices:
A – They’re doing all that travel and only asking us for one weekend? That’s reasonable, then.
B – That’s why senior management makes more money then us and has 10 times the number of options
* Large public technology firms routinely plan off-site sales meetings on the weekends
Response choices:
A – We want to go public and cash in our options so we’re all for emulating those firms
B – Yeah, and they plan the off-sites in locations like Las Vegas, Atlantic City or New Orleans instead of corporate’s class B office space
* Large public technology firms require their employees to share hotel rooms
Response choices:
A – Cost savings are important so we show a bigger profit (or smaller loss)
B – Those employees share a room at the Vegas Hilton with their buddy or friend-with-benefit, which is not the same as sharing a Motel 6 room in Albany.
The VP summarizes the reasons for keeping the meeting on a weekend, “[Our company] has done more for its sales people while requiring a lot less than what other firms expect from their field sales force.”
Response choices:
A – You sold me, I’m glad I work with such a great management team
B – Ah, the beating continues. Can I find a new job in a month?
So what do you think now? Did you choose more A responses than B responses?
All About Referral Selling 
Leave a Reply