2016 National Cutco / Vector Assistant Manager BootCamp Training - Drew Frank - 2 hours

Introduction

This tutorial is designed to guide new assistant managers and sales reps at Cutco/Vector through the key strategies and techniques shared by Drew Frank during the 2016 National Cutco/Vector Assistant Manager BootCamp Training. It aims to equip you with actionable steps to enhance your management skills, improve sales performance, and foster a supportive team culture for a successful summer sales campaign.

Step 1: Embrace the Fundamentals

• Focus on teaching the fundamentals of the sales process to new reps.
• Avoid over-teaching and stick to the training manual until a rep reaches $10,000 in sales.
• Emphasize repetition and passion in training, which are crucial for new reps to build confidence.

Step 2: Understand the Momentum Funnel

• Recognize that the summer sales process typically follows a momentum funnel:
  • May: Maximum effort with minimal results.
  • June: Continued effort with beginning returns.
  • July: Increased sales as reps become more active.
  • August: High returns from previously built momentum.
• Use this understanding to motivate and guide reps through the sales cycle.

Step 3: Set Clear Goals and Accountability

• Break down goals into three categories:
  • Income Goals: Establish a clear income target (e.g., $5,000 for the summer).
  • Sales Goals: Determine weekly sales targets (e.g., selling $2,000 per week).
  • Schedule Goals: Create a weekly schedule that accommodates demos and phone time.
• Encourage reps to track their progress and maintain accountability.

Step 4: Promote Team Culture and Recognition

• Foster a culture of recognition within your team:
  • Celebrate weekly achievements and milestones through public recognition.
  • Provide private acknowledgment of efforts and improvements.
• Use recognition as a motivational tool to encourage ongoing effort and engagement.

Step 5: Implement Mission 100

• Ensure that every rep has a list of at least 100 contacts to call.
• Conduct a "Chicken List" exercise to help reps identify potential customers, including friends, family, and acquaintances.
• Encourage reps to actively seek out new contacts to keep their pipeline full.

Step 6: Teach Effective Phone Practices

• Instill the "5 Before, 5 After" rule:
  • Reps should make five phone calls before and after each demo to maximize scheduling opportunities.
• Schedule dedicated phone time during the week to maintain consistent outreach and bookings.

Step 7: Focus on Next Best Customers

• Encourage reps to identify their "next best 5 customers" to maintain a proactive approach to sales.
• Remind them that maintaining a full schedule is essential for consistent sales results.

Step 8: Lead by Example

• As an assistant manager, maintain your sales performance to influence and inspire your team.
• Set personal sales goals and share your progress with your team to create a motivating environment.

Conclusion

By following these steps and embracing the strategies outlined in this tutorial, you can significantly enhance your effectiveness as an assistant manager and contribute to the success of your sales team. Focus on the fundamentals, promote a culture of recognition, and ensure that every team member has the tools and motivation to succeed. Implement these practices as you move forward, and prepare for a productive and rewarding summer sales campaign.