YOUR GUIDE TO SUCCESSFUL SALES MEETINGS

by Anna Zammit

“To meet or not to meet ... that is the question.”

Meetings are a perfect time to bring your sales team together to discuss the status of figures, activities, and general updates.  It is a time for the team to stay focused and understand where they are on the road map.  Sales meetings are also a time to motivate and re-energize your team.

Sales meetings need to be interesting and informative.  Attendees should come away from the meeting feeling that they have benefited by learning and that the meeting has achieved something.

CREATING AN AGENDA

If you want your meetings to be productive and not seen as time wasters, an agenda is a prerequisite to a successful meeting.  No sales meeting should be held without some thought into what the meeting is about, what needs to be discussed, and in what timeframe.  Setting an agenda will give you successful productive meetings.

The agenda should communicate important information like:

• Topics for discussion
• Presenter or discussion leader for each topic
• Time allotment for each topic

The agenda provides an outline for attendees as to what will be covered.  It is also a checklist to ensure all relevant information is covered and provides focus for the meeting.

Distributing the agenda before the meeting is a must; this gives attendees the opportunity to prepare for upcoming discussions and decisions.

Top Tips to running a Successful Sales Meeting

1. Start and end your meetings on time.  If anyone is consistently late, sit with them after the meeting and enlist their support and express your expectations of them.              
2. Meetings need to be held regularly and consistently, set the same time / place for meetings.              
3. Prepare your agenda and hand it out prior to your meeting.              
4. Start with a sales quote or motivational of the day.              
5. Discuss overall production, activities, figures, conversions (not individual).              
6. Marketing / promotional updates.              
7. Upcoming training schedule (give brief details and stress the importance of attendance).              
8. Sales or skills training portion (15-20 minutes).              
9. Office administration announcements/updates.  Share sales successes.
10. A quick have and wants session. 
11. Recognition of top performance - Give out a weekly trophy or prize to the top producer or sales person of the week. (Reuseable trophy gets transferred from rep to rep based on production, lead generation, attendance, best effort, etc). 
12. End meeting (on time!)

Follow this structure and begin having powerful, value packed meetings.

The Sales action plan can be used throughout the meeting by attendees as a personal “to do” list or a follow up list from the meeting.  It is also a useful tool to use instead of meeting minutes.

About the author: Anna Zammit is a recognised Sales Trainer and Master Coach, with over 20 years of sales experience in direct marketing and sales, retail and corporate sales.  Anna is the Managing Director of Xsell, a company that provides sales training and coaching.   Visit www.xsell.net.au and Facebook at www.facebook.com/xsellsalescoachingtrainingrecruitment 

Flourishnote: What strategies and tips do you have to ensure a good sales meeting? We'd love to read them in the comments section below. Thanks in advance! 

 Home