Three Tips to Better Sales Meetings

There are three critical activities that may be missing in your sales meetings, and today I’ll share with you what they are.

Gregory LaMothe

Over the years I’ve sat in on many sales meetings to audit or coach managers on sales management best practices and routines, and I have to confess that it’s not often a pleasant experience. 

First, it’s important to understand that you can achieve one or more of these three objectives in a sales meeting:

  • Discuss and reach consensus on best practices, or what is best to do.  This is a knowledge component of the meeting. The team has to know what to do.
  • Practice doing the things you are supposed to do.  Where else will your team get the practice if it doesn’t start with you?  This is the skill or “do” component. The team has to know how to do things.
  • Influence the team’s morale, commitment or motivation through facilitation, team-building or other related activity in which everyone gets to speak.  This is the feeling, or affective component. The team has to feel positive and confident about the work.

Now here is what may be happening now, and it isn’t working to your benefit:

1)      You are doing all the talking, making a presentation:  “Here’s what we did last week, here’s what we need to do next week, here are some reports, here is the opportunity before us, here is what so-and-so has to say about it…” and so on.

2)      There is no practice opportunity for even the smallest, quickest skill.  When is the last time you conducted this activity:  “Let’s go around the room and I want each of you to stand up and role play how you would open the call with a prospect.”  (See my post from last Friday.)  Don’t wait for the training department to do this for you.  Do it now when it’s important. You can do it in 15 minutes!

3)      You leave out the individual commitment portion at the end.  “Okay, here is what we’re going to do this week. I’m going to go around the room and ask each of you to commit to your share in number of calls.  Fred, I’ll start with you…”

Audit your own meetings and see what you need to fix, starting by ensuring that your team members talk more than you do.  You’ll find it’s pretty easy to do.

Remember that you have to treat your sales team the same way you treat your customers, so it’s important to

Think Like Your Customer!

Two more notes:  First, if you’re looking for subject matter for a sales meeting to get yourself out of your rut, write to me and I’ll send you a list of topics that fit within the three “know, do, feel” categories above.

AND, my June newsletter goes out today.  I hope you signed up.  The subject is how top coaches deal effectively with excuses.  If you’re not signed up, just go to my website using the link to the right, click on the fancy “N”(for newsletter) in the top right and enter your name and email address.  You’ll get the July issue and if you want June’s just mention it in the message and I’ll send it manually.  Thank you.  Gregory

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About Gregory LaMothe
I teach people how to sell things. I own the company ActionSystems. Visit my website at www.actionsystemstraining.com.

2 Responses to Three Tips to Better Sales Meetings

  1. George Bowen says:

    Hi Gregory – good advice on the sales meetings – I’d be interested in receiving the three meeting topics you mentioned that would help us practice these concepts. Really enjoyed your article on the excuses – a simple, but effective way of moving the conversation forward and toward the objectives! Best, George

  2. Marie Roberts says:

    Gregory,
    I would love to get out of my rut. Would you please send me a list of topics that fit within the three “know, do, feel” categories above?

    Thank you,
    Marie

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