Our guests this week were Ann Marie Dickson, friend of Nick Clementi and our speaker Jeff Pankoff.
Then Glen Norton introduced Jeff Pankoff from Sandler Training. Jeff has over 20 years of success in sales, training, management and business leadership with two international corporations. His career spans various levels of experience from frontline sales and management at the rep level to upper level management and strategic leadership of entire business groups. As Director of Sales for his company’s largest division, Jeff led all aspects of the sales function for the $350 million business with responsibility for over 20 managers, 250 independent sales representatives and 100 sales associates. In addition to his line management experience driving sales results, his responsibilities included the cross-functional leadership of sales training, event management and sales operations across the $750 million company. His results-orientation and competitive nature helped him achieve recognition including awards for new sales growth, consistently achieving sales plans, and the Legend Award, the highest honor for employees in his company.
During his career in management and sales, Jeff trained many sales representatives and managers and developed training materials for all areas of the business. He utilized numerous sales training programs and curriculums until discovering Sandler Training. Utilizing the Sandler method with his sales force and management teams, Jeff quickly determined this was the most successful sales training he had ever experienced. This led Jeff to further pursue his love of selling and developing others as a Sandler business owner.
Jeff received his B.A. degree in Speech Communications from Miami University in Oxford, Ohio. He lives in the western suburbs of Minneapolis with his wife Angie and three children. His passion for coaching and training extends to his personal life where he keeps busy as a youth hockey, baseball and football coach.
https://www.sandler.com/
Jeff discussed the "Success Triangle" for sales which includes Attitude, Behavior and Technique. Jeff discussed these three aspects of the triangle and how by using them we could improve our "selling" of Rotary to attract new members.
Attitude:
- Belief in yourself
- Belief in Rotary
- Don't push people to join
- Determine if Rotary is a good fit for the person and the person a good fit for Rotary.
- Sales interview - again, make sense for the person and for Rotary.
- Help people discover to make a change and be part of the group.
- Not a pitch, a discovery process.
Behavior:
- Set goals - daily, weekly, monthly, annually, etc.
- Determine what success looks like.
- Measurable outcomes - results.
- Develop a process: 1) Create activities ("asks"); 2) Guest visits; and 3) Applications.
Technique:
- Create venues to experience Rotary (i.e., Fire and Ice)
- Not a time to "pitch" Rotary
- Follow-up after meeting (survey, informal calls)
- Remind people to "Ask"
- Use questions like - "You probably wouldn't..." or "I suppose you wouldn't"
- If answered "yes", Ask "why is that"? to get them to discover.
Club Visioning:
Please take the time to read the e-mail regarding visioning that you will receive. Once you have read the document, it is important that you choose one of the three project teams to work with.
We are asking all members to choose to be part of one of hte following three teams:
1) Community Service - Working with the city of Plymouth as a strategic partner to increase our community visibility and interest.
2) Club Service - Community outreach programs designed to create interest in Rotary.
3) New Generations - Identifying, understanding and removing barriers for younger members of Plymouth Rotary.
Please send let Steve Juetten know which team you would like to be part of. If you do not choose you will be placed on a team. Final teams will be presented at the Club Assembly on January 7, 2016.
Youth Exchange:
We will be presenting the Holiday stocking to Albert at our Meeting this week. If you still want to add something to the stocking, please bring it to the meeting.
Jason and Jill have been extremely effective and instrumental in managing our Youth Exchange program for the Club. Thanks to them for their service! Jason and Jill have finalized the second host family and working extremely hard on finding the third host family. Please keep Albert and his need for a third host family in mind when talking to community members.
Heart Safe Plymouth: We have trained 3,230 People and counting!
Members - please think about how you can be part of this great program.
Secretary - Club Administrator:
We are still in need of a Secretary for this Rotary year. Along with the need to fill this position for the current year, President Elect Pat Knight will be talking to members regarding board positions for the 2016-2017 Rotary Year. Please consider taking on a leadership position with the Club. The Club is only going to grow if everyone steps up.
Greater Minneapolis IGNITE 2016 Leadership & Innovation Conference:
The Six Rotary Clubs in Area 12 (Plymouth, Wayzata, Lake MTKA/Excelsior, Orono, Excelsior and Mound/West Tonka), under the guidance of Area Assistant Governor Jeff Wosje, are planning a leadership conference and subsequent series for 2016. The goal is to host a leadership and innovation conference with 300 attendees to serve our local business communities while raising awareness of Rotary. Currently most people within our communities primarily know about Rotary through our fundraisers, because that is what we promote - golf outings, ball drops, brewfests, etc. However what we do is so much more than that that. Rotary is about leadership to solve the issues affecting our communities and our world (i.e. Polio Plus). By hosting the conference we will position Rotary as more than just a service club, but a group of dedicated business leaders working to improve their leadership and innovation skills while serving the greater community. The hoped for result is that the exposure will also increase our membership. This will be aided by the fact we can be promoting our corporate membership at the same time as promoting our conference. After the initial conference, we would host a free monthly speaker series starting Friday, February 26, 2016. This series would feature just 1-2 speakers and be held at the Ridgedale Library. This would give our Rotary clubs continual exposure and offer great training.
The lead person from each club will be the President Elect. In our case that is Pat Knight. However, he cannot possibly do it by himself. Pat and I have agreed to coordinate the location and registration. Determining the location will be done by Pat and me. The registration - online, offline (sales within each club), day of event and coordinate of conference packets and name tags - will need a committee of Plymouth members. Pat will be reaching out to the members to establish the committee within the next week.
Rotary Grant Committee:
The Grant Committee is accepting grant applications which will be considered soon. Plymouth Rotarians must sponsor each application. First half grants will be awarded in January. Second half grants will be awarded in early Spring, 2016. Please review the Grant Policy and find the Grant Application Form at http://rotaryplymouth.org/Page/grants . Contact Past President Steve Beachler if you have questions.
Quarterly Invoices:
Thank you to everyone that has paid the recently distributed invoices.
New Members:
Remember the membership contest - 1 point for bringing a perspective member to a meeting, 5 points if that person joins and 3 points if you get a person to join without coming to a meeting. Steve Beachler has 12 points, Steve Juetten has 2 points and Glen Norton and Dwain Erickson each have 1 point.
General Information:
West Metro Rotaract Club: They have officially been chartered! The first president is Tim Janssen. The Club meets the 2nd Tuesday of each month, 7:00 pm, Coopers Pub, West End, St. Louis Park. The also have reserved the 4th Monday of each month for service opportunities. Tim can be reached at timothygjanssen@gmail.com. Please pass this information on to your colleagues, friends and others who may have interest.
ClubRunner Member Profiles: Preview your member profile on the ClubRunner website for accuracy and update any missing data. Contact President Steve Juetten with any questions you may have. To assist, Dwain Erickson and Diane Moyer can shoot smart phone photographs of members whose photos are missing in the Club Membership roster. Is your photo missing??
Amazon Purchases: Please remember to select RCOP Foundation when you make on-line purchases at Amazon.Smile. The Rotary Club of Plymouth Foundation is registered with Amazon and may be chosen when you make purchases through Amazon.Smile. Amazon will donate .05% of your total purchase to RCOP Foundation. The AmazonSmile web site provides all the same products as the regular site, but in addition allows you to designate a charity which Amazon will support. Please tell your friends and associates who shop through Amazon Smile! The contribution comes out of Amazon's pocket - not yours! Click here to get started:http://smile.amazon.com/ch/26-3054927 You Shop/ Amazon Gives!
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Riddles
Christmas Carol Riddles (guess the song titles) - more will be presented at the meeting.
1) Move hitherward the entire assembly of those who are loyal in their belief.
2) Listen, the celestial messengers produce harmonious sounds.
3) Nocturnal time span of unbroken quietness.
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Rotary Core Values: Fellowship, Integrity, Diversity, Service, Leadership
The 4-Way Test: Of the things we think, say or do:
- Is it the TRUTH?
- Is it FAIR to all concerned?
- Will it build GOODWILL and BETTER FRIENDSHIPS?
- Will it be BENEFICIAL to all concerned?
Rotary Theme: "Be a Gift to the World"
