THE sales meeting it is an extremely important moment to oil companies’ processes and review the indicators.
But, many times, this ends up being a dull moment of your day. This cannot be the reality of the company at all.
So, answer with sincerity, okay?
When the reminder appears on your computer saying it’s time for the sales team meeting, you:
- Do you feel energized and motivated?
- or do you feel that it is just another meeting and that you will lose work time?
Sales meetings are great opportunities to review all the work done and design improvements.
But, we know that this is not always the reality. It may not be your reality today.
We have a problem there …
The sales meeting you attend must necessarily be positive. Productive.
And when it is approaching, it cannot generate chills, discouragement or make you roll your eyes.
Therefore, in today’s article we separated some ideas / tips / actions to make this moment more productive. It’s interesting!
Let’s check it out?
Your company’s sales meeting can be unproductive
Any company that wants to increase sales, be successful and grow knows that a sales meeting is extremely important.
However, recent studies show that there is generally no internal alignment to make this meeting efficient and effective.
In the survey we mentioned above with sales professionals from several companies, it was found that:
- 65% of those interviewed understand that meetings prevent them from completing their own work;
- 71% of people see meetings as unproductive and inefficient.
These are expressive numbers, aren’t they? If you ask internally, it is quite possible that you will not get honest feedback.
Well, then we got into a “billiard pool”, right?
While you understand that this is probably the impression your sales team has, you cannot be sure of that.
So, with that in mind, you should not follow the same meeting agenda.
It is not because it makes you, the area manager, comfortable that you should follow, right? It needs to be positive for everyone.
After all, the focus is on continuous improvement of results. And for that to happen, you need people to feel comfortable and well to contribute.
That is why opening up to new strategies, approaches and ideas can benefit the company as a whole.
This is efficient sales management: it is much more than controlling the sales pipeline.
You need to deal with the people who, during the sales routine, really make it happen.
7 tips on how to improve your sales meeting and make it more productive
But then, what to do for the sales meeting to stop being unproductive (or a hindrance) and turn it into a moment of improvement?
Well, first of all there are some requirements to be met. The basics for any meeting:
- Have the objectives of the meeting well defined;
- Send the agenda to all participants before the meeting takes place;
- Have a fixed day to hold the sales meeting so that it does not disrupt the work routine.
These 3 pillars are basic. The sales manager, manager or CEO responsible for leading the meetings needs to have this clearly.
That said, we have separated the ideas for you to make the moment really productive for everyone involved.
Check out the 7 tips:
1 – Target topics for everyone
On the agenda of the sales meeting, identify who will lead each topic.
This is important so that each team member is prepared and ready to lead their topic in the discussion.
Therefore, send the agenda at least 24h before the meeting takes place. Thus, everyone can plan and appear ready to talk about the subject assigned to them.
This measure also aims to speed up the process, providing more detailed information, in addition to keeping the meeting structured and organized.
In addition, it will generate a sense of belonging in people, which is very important for everyone’s professional engagement.
2 – List the topics in the form of a question
There are those matters that, although they have not been assigned to any command, need to be addressed.
So, the best thing to do, for the sales meeting to continue to be attractive, is to list each one as a question.
This is what recent studies indicate: listing topics in the form of questions on the agenda increases everyone’s participation.
After all, this shows that the manager is willing to listen to the opinion of his team. Something very different from simply saying what to do.
It is the stimulus for everyone to feel involved, important and, consequently, willing to speak.
In addition, of course, make the debate more complete, richer in ideas with everyone contributing to each question.
This meeting idea, by the way, will help you stick to the schedule.
It is good practice to assign a specific amount of time to spend on each question.
If you find a solution that is consensual within the established period, that topic will be closed and you move on to the next one.
Now, if this question is taking too long and you haven’t come up with an answer, you need to designate another time to address only it.
3 – Start the meeting in a positive way
A Gallup report on the corporate environment made in the USA shows that only 1 in 3 employees fully agreed that they received some recognition or praise over the course of a working week.
In addition to this, research shows the benefits that a compliment does to the brain.
Why are we talking about all this?
To prove how important it is to start a meeting with some positive evaluation.
Take a few initial minutes to praise some number of the month, any sales made, any improvement initiative.
Speak truthfully at this point. Do not spare words to say that it was positive and list the benefits.
This will make your sales meeting more positive from the start. You will have people’s attention and engagement to follow your agenda.
4 – Use visual aids
Visual aids are always interesting to make any information more understandable for everyone.
So, take advantage of the complete and diverse reports of your sales CRM and expand them for your team to analyze.
It is easier to show than to simply speak.
So, for example. Instead of simply discussing the sales funnel, open the pipeline for everyone.
Use a television so that everyone can see clearly. And expose the data you think is necessary, following the script and the other ideas we talked about.
5 – Conduct a brainstorming session
If you are not brainstorming in your meetings, you are wasting time – and great opportunities.
You can do the following dynamic: raise a problem that you identified in the sales process.
Then, propose a debate to get to the source of this defection and possible solutions. Again: everyone must participate.
Count the time and let each employee explain their ideas. Let them flow without impediments.
Ask them to write down on paper, freely.
Then ask each person to present what they thought of as an alternative.
The more ideas that come up, the more everyone’s stimulus will be increased. And, before you know it, creative ideas will come up with a lot more fluidity.
As long as, of course, you have it as a habit in every sales meeting you have.
Give your team a leading role. You will see the amount of ideas they have to solve various issues. It is only necessary to give space and voice for them to exhibit.
And let them feel free to share ideas. Say that the moment of brainstorming is about quantity, not quality.
Therefore, do not evaluate the ideas as “bad” or “great” when they present them. This can inhibit the participation of one or more.
The evaluation is for a second moment when the board can decide the direction to be taken, for example.
6 – Encourage information exchange
A sales meeting is an excellent opportunity to share ideas and learn from each other.
So, take a moment to share new ideas and reflect on what each person learned that week.
And how it can benefit the collective and / or be applied and contribute to the organizational culture of the business.
Guide them if necessary. For example:
- The salesperson can talk about the techniques he used to accelerate sales, the mental triggers, how to get around objections, among others;
- The pre-salesperson can expose his qualification speech a little more and comment on the most relevant calls of the period;
- The sales manager can discuss business ideas with the team, product updates and insights he has had with the board.
Also, take the time to update your company’s sales playbook.
Thus, you accelerate everyone’s knowledge and this will be reflected, later, in better sales.
7 – Open for questions at the end
At the end of your meeting, make room for questions. It is quite possible (perhaps probable) that some of the topics have not been fully understood.
We need to remove barriers. After all, after everyone leaves, the proposed actions will be put into practice.
Therefore, if there is communication noise, they may not have the desired effect. And then, well, it’s a ripple effect and you must already imagine what will happen, right?
It doesn’t have to be long. 5 minutes is enough to make a difference.
No one can leave the sales meeting in doubt, okay?
So it is never too late to change your weekly meetings. Try some of these ideas at upcoming meetings.
Make them worth the effort and time spent. And you will see that this will be reflected in your sales and the customer’s success with your brand.
So, how can we help you?
If you were in doubt about the content or want to share some pain in your business, speak to a consultant whenever you need to.
Enjoy and read two articles that will help you make everyday sales more productive.
The first one talks about how the 5S methodology helps to produce more daily, eliminating distractions.
The second, on the other hand, addresses the importance of analyzing sales metrics that are really relevant to your business.
A hug from CWT, your CRM. #RunCWT