Successful Meetings - January 2009 - (Page 21)

1 Keep the Sales Force On Task A smart sales force will meet even more often during a difficult economic climate to keep team members motivated. the best way to lay out the company’s annual goals and mission, introduce new products or ad campaigns, etc. A smart sales force will meet even more often during a difficult economic climate to keep team members motivated and make sure they are all working toward a common goal. This is especially important for a company with young sales professionals who have never faced a challenging economy before. Meeting with the team is an effective way to share what’s working and what isn’t, and an opportunity to course-correct when necessary. these gatherings altogether could have a negative impact on company morale and could also make it difficult to deliver key corporate messages that are best presented in person. A thrifty but effective alternative is to hold smaller, regional meetings instead. 5 Change the Scenery 4 Maintain Important Face Time 2 Maximize the CostBenefit of Attending Conferences Attending well-chosen conferences and trade shows puts your people in an efficient selling mode, with prospects ready and waiting to be approached, qualified, questioned about what’s changed in their circumstances, and then converted. This kind of setting can also present opportunities for publicity and establishing a broader awareness among your target customers. Consider gatherings that trade media tend to cover, and reach out to that media during the event, which can also help maximize the cost-benefit of attending. Since employees of big companies with multiple offices don’t get to see much of one another during the year, it’s important to strengthen their relationships via some face-to-face interaction. This will help sustain the company’s culture as well as provide a much needed means of assessing acceptance of the message. Research indicates that in-person presentations are retained more easily and generate a more positive reception, because the opportunity for interaction via Q&A exists, so it’s Breaking away from the stressful everyday work environment is a great way to re-infuse staffers with some much needed energy via the excitement of new surroundings. A change from the daily routine can result in enhanced creativity as well as provide a platform for innovation and imagination. Translation: A more productive meeting and an energized team. Mike Mason is senior vice president of sales and marketing for Gaylord Hotels. Mason has more than 22 years of experience in the hospitality industry and currently serves on the board of the Osceola Resort Area Council and the Osceola Marketing Committee. Additional trade industry memberships include MPI, ASAE, and PCMA. A Perfect Portfolio Makes St. Charles the NaturalChoice for Meetings ADVANCED CENTER FOR TRAINING . DUPAGE EXPO . HOTEL BAKER . PHEASANT RUN RESORT . Q CENTER 3 Reach Out to Employees by Region Big, annual meetings are a time for teambuilding, face time, and socializing with co-workers, and in some cases, it’s the only time during the year that the entire company gets together. But time away from the office comes at a premium these days, and the associated travel costs can also be worrisome. Removing • Contemporary Essentials • IACC-Approved Venues • 2400 Hotel Rooms • Groups to 3500 • Charming Off-site Events • 40 Miles west of Chicago • An Hour from Chicago’s Airports • Halfway between Interstates 90 and 88 St. Charles Convention & Visitors Bureau 800-777-4373 sales@visitstcharles.com www.stcharlesilmeetings.com SuccessfulMeetings.com I January 2009 I SM I 21 “ an effort to help planners bob and weave their way through budget cuts, we’ve created the following list of the top five reasons to meet in a down economy: “ http://www.stcharlesilmeetings.com http://www.stcharlesilmeetings.com http://www.SuccessfulMeetings.com

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