Tell them what s expected and what they need to accomplish during the show. Start this process by exchanging information before the show begins. Be sure to include the goals for the show. Be as specific as possible in explaining the types and numbers of leads you wish to gather. Hudson s department prepares a comprehensive show book and mails it to booth staffers three to four weeks before the show begins.
Greenwood takes networking with salespeople who work shows a step further.
He has a meeting with all staffers before the show starts and follows that up with a meeting every time there s a shift change. Content at the meetings is fairly basic. Charts and graphs are used to illustrate his points. The goals and expectations for the show. Examples are given for what or who makes a good lead.