Powerful Sales Meeting Agenda
Powerful Sales Meeting Agenda
Many salespeople would rather have a tooth extracted than sit through a sales meeting. They have been conditioned to view sales meetings as a waste of their valuable time. Here’s a few tips to make sure your meetings are inspiring and motivating instead of boring and ineffective:
- Have a goal for the meeting and a plan for achieving that goal.
- Have a theme that highlights that goal.
- Have a written agenda.
- Be prepared mentally and physically to be on top of your game for the duration of the meeting. Remember you’re either pumping energy into the room or sucking it out.
- Make sure that whatever audio/visual equipment you are using actually works. Same with whiteboards, flip charts and markers.
- Arrange the seating for maximum interaction.
- Proof read all handouts
- Provide refreshments.
Decide who should attend
Ideally this should only be your salespeople. This is a working session designed to inspire, motivate, and ultimately, help your salespeople excel. On occasion you may invite other people to help with a specific topic but this should be the exception.
The Body of the Meeting
- Begin on time. If the meeting is supposed to begin at 8:00am, everyone should be seated and ready at 8:00am … not straggling in, fixing their coffee, etc., etc.
- Open on a positive upbeat note. Some people like to use music, video clips, etc.
- Thank everyone for attending and being on time.
- Review the agenda … tell them what’s going to take place.
- Follow the agenda and stick to the timeline.
- Be interactive. Keep them engaged. Ask questions. This is not about you, it’s about your salespeople and helping them sell more.
- Always include a sales skill. Teach them something every time.
- End on an upbeat note.
Sample Agenda for a Weekly Sales Meeting
- First 10 minutes: Theme or topic of the meeting. Upbeat introduction and review the agenda.
- Second 10 minutes: Get some salespeople to share success stories. Limit it to 2 or 3 people and keep it brief (2-3 minutes per person)
- Third 10 minutes: Challenges or calls for help from 1 or 2 people. You may have to do a little gentle pushing here if nobody volunteers … “I noticed that some of you were struggling with ____ “. Then work through a solution.
- Fourth 10-15 minutes: Teach a sales skill or technique. This can be a continuation of the previous segment. Always use some form of role play.
- Next 5-10 minutes: Unfinished business from last meeting. Again keep it upbeat.
- Wrap-up. Final 5-10 minutes: Acknowledgment, spiffs, awards, etc. Always end on a high note.
A few Tips
- Keep it upbeat and fast moving. Don’t waste your people’s time on meaningless drivel or stuff that can be handled by email
- Handle reprimands or other individual issues on a one-on one basis … not in a sales meeting.
- Do an internet search for examples of successful sales meetings.
- If possible, sit in on a colleague’s meeting as an observer. See what you can learn.
- The above format has worked well for me. However you may have a different agenda. It’s important to keep reviewing and tweaking your personal format.
Oliver Connolly coaches and mentors a limited number of sales managers and VPs of Sales every year. For more information please go to www.clevelstrategic.com