3 Steps to Create Dynamic Sales Meetings
Lack of preparation and a defined agenda is a recipe for terrible sales meetings that produce terrible results. Learn a simple three-part method to ensure positive team results.
Sales contests can be a great motivator, too. The contest should be very simple; a brief contest can be more successful because it will result in more immediate gratification. If the contest is for more than one week, the manager needs to be sure to keep everyone updated daily. It is also a good idea to design the contest so that everyone can win.
Decorate the room if you are having a sales contest. One idea is to festoon the meeting room to reflect the various seasons of the year. Just don’t let the environment become stale. Redesign the room occasionally by moving the chairs or tables to face in a different direction. This will help create an attitude of a fresh start.
Plan your meeting agenda and stick with it. Be careful of time robbers like distractions and interruptions. Stay focused on the topic of the meeting and don’t get caught up discussing something that might only relate to one or two people in the meeting.
3. Recognize Achievement. Let’s celebrate success. Have one or two consultants who have closed a big sale, or even had to deal with a tough prospect to close the sale, tell their story. Let them brag about their success in front of their fellow salespeople.
Accountability is an important part of every salesperson’s responsibility. It is recommended the manager always ask each person to announce their results from the previous sales period. Still, managers need to be careful not to publicly embarrass anyone on the team by calling them out individually for their lack of success.
Never use the sales meeting as an opportunity to reprimand your sales team. Look for things an underperforming sales rep has done successfully. It might be a new salesperson’s first sale. Perhaps one of the consultants sold a system featuring some of the new technology. After a touchdown the football player who scored wants to celebrate by spiking the ball. Help your salesperson celebrate by making big deal of their victory.
A motivational sales meeting can be destroyed by a few cutting comments from the manager. If a salesperson made a mistake or did something contrary to company policy, it should not be announced in front of their peers. That is a discussion that should he held privately. Remember: Praise in public, chastise in private.
Every sales meeting should be an event that the sales team looks forward to attending. Remember, the goal of the meeting is to motivate and inform your sales team. If the manager will plan ahead and follow these three fundamental steps above, the meeting has a much greater chance to be successful.
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