As meetings go, the sales meeting is one of the most important for any business, but at the same time can have mixed results for all those involved. Those in the selling profession see their job as one that generates the business and cash flow for themselves, the organisation and is the most critical activity for any business. Salespeople are most effective when they are doing what they enjoy and do well, that is obtaining business from their customers and clients. They know that without sales they will not have a job and the business will suffer, or disappear. It is therefore imperative sales meetings not only deliver for the organisation but provide what is needed by the sales team. The days are gone of the table thumping sales manager, under pressure from his superiors, demanding results at all costs from the sales team to meet the targets set. Modern sales management requires more “management” and an understanding of the differing markets, economic forces and the personalities within their sales team.
What’s in it for Me. Every effective sales meeting is planned, has an objective and looks to deliver for the business as well as the salespeople. All too often sales meetings are done as a matter of course and can become repetitious in how they are conducted; leaving those involved not looking forward to the next. All good sales meetings should be designed to deliver on several levels, if done well this will lead to a motivated sales force who will be looking forward to every meeting. The first question to ask is, why have a sales meeting? Sales meetings are a great opportunity for all concerned if the following points are recognised and are designed to become part of each meeting.
Review; past performance is no guarantee of future performance however by reviewing past activity areas needing attention can be addressed.
Skills; selling skills can be learned and developed, the experience of others can be utilised by sharing.
Motivation; keeps everyone on course and builds team spirit.
New products and procedures; it is important to keep everyone in the loop; lack of information in any organisation can upset the balance.
Training; obtain credibility and another view in all your training, benefit from the experience of others.
Exchange of ideas and information; this can be the most effective method of learning new skills and solving problems.
Team morale; no organisation can survive on low morale; the sales meeting is not just the barometer of morale but the vehicle and inspiration for good morale.
Have an agenda; like a ship without a rudder, without an agenda the sales meeting will be a waste of time for all concerned.
For salespeople, the question to whether a sales meeting has been good or otherwise will come down to, “what have I learnt from the meeting that will make me money”? All salespeople want to leave their sales meetings with new, solid information that will boost sales and their income. On reflection, is that also what the business wants and needs!