The purpose of a sales meeting is to motivate your people and get them prepared to focus on selling. All too often sales meetings become boring lectures, repetitive messages that really have nothing to do with selling your products, and then becomes a source of de-motivation rather than motivation and increased sales. Sales meetings that are unplanned are punishment for those that have to attend.
Sales meetings should be delivered every day and provide the team with information that gives them new hope and new solutions that will help them in increasing business. Most companies agree with daily sales meetings but then don’t have them because they lack fresh and compelling content and soon find the meetings to be a waste of time. For sales meetings to be effective you must invest time and energy in making them interesting over and over again.
The purposes of the meeting is not for the sake of a sales meeting but to:
(1) Bring the team together and get cohesiveness as a selling team.
(2) To motivate and provide the sales and management with hope of what is possible.
(3) Prepare individual sales people with new techniques and solutions that will actually increase sales.
These meetings must be kept fresh, motivating, engage the audience and be upbeat. It’s important that you don’t waste your salespeoples’ time, but also avoid overloading them with information that is just information. The meeting should be short, inspiring, provoking, positive and focused on SOLUTIONS! The key to almost any successful meeting is to make it interesting, useful, positive and short. Short means under twenty minutes.
Before you rally the troops for another sales meeting, consider some of the following ways to get the most out of your sales meetings:
a) Get the meeting off to a jump start and surprise your team with visual content that sets the stage and grabs their full attention. Use high impact video to make points, something that can really wake them up and get your team thinking. Don’t just talk to people, get their senses engaged, get them focused, and wake them up! The major goal of the sales meeting is to offset the massive amounts of negative information your team has received in the last 24 hours from mass media.
b) Once you have their full attention then next focus on ‘saving’ business that was worked over the last days or weeks. The goal here is to get them thinking how we as a team can piece a transaction together and get the day started on a fast track.
c) Focus on the ‘wins not the losses! Take a few minutes at every meeting to congratulate salespeople for any and all completed goals, closed deals, and successes. Praise reinforces positive behavior and encourages everyone to do well. Keep the discussion relevant and don’t allow people to present problems unless they also have potential solutions.
Sales meetings should be daily, short, engaging, entertaining and interesting and focused on solutions and the positive not the negative. Your people are being trained whether you train them or not. The question is will you provide them with sales training daily or will you let the media train them. An effective sales meeting will motivate, entertain, engage and get your people focused on how to conquer sales. An effective sales meeting done on a daily basis will prove a great investment of time and energy when done correctly.