If you’ve ever endured a poorly run sales meeting, you understand how frustrating and demotivating it can be. Such meetings can drain the enthusiasm of even the most committed sales professionals.
Have You Found Yourself in This Situation?
The sales team is crowded into a small, uncomfortable room, with insufficient seating and inadequate air conditioning.
The Sales Manager arrives late and immediately delivers a reprimand: “Why does everyone look so pleased? Have you reviewed last month’s figures? You should be ashamed to call yourselves salespeople.”
What follows is often a lengthy tirade, leaving the team feeling dejected and unmotivated.
This approach does little to inspire performance or teamwork.
Instead, let’s explore how a productive and positive sales meeting should be structured.
A successful sales meeting should achieve one or more of these objectives:
Establish a consistent schedule for sales meetings to foster accountability and discipline. For example:
Monday mornings at 8:30 AM for 60-90 minutes.
Friday mornings at 8:30 AM for an hour.
Ensure these meetings are non-negotiable and part of everyone’s calendar. Regularity, relevance, and results-driven discussions should be central to these gatherings.
A structured agenda keeps the meeting focused and productive. Consider using the “Sales Meeting Sandwich” framework: start and end on a positive note, with the core discussion in between.
Sample Agenda:
Welcome and Opening: Begin with a positive tone.
Team Engagement: Encourage input and ideas from the team.
Success Stories: Share recent achievements to motivate and inspire.
Review Data and Metrics: Discuss key performance indicators, dashboards, and sales figures.
Operational Updates: Address action items, minutes from previous meetings, and ongoing plans.
Awards and Recognition: Celebrate top performers and resilient team members.
Focus for the Week: Outline a clear, actionable theme or goal.
Closing Remarks: End on an encouraging note.
Bonus Tip: Rotate the chairperson role periodically to encourage team ownership and engagement.
Sales teams thrive on recognition and positivity. Publicly acknowledging achievements not only boosts morale but inspires others to perform at their best. Conversely, public criticism can damage confidence and drive top talent away.
Instead of reprimanding in public, focus on private coaching conversations. Use these one-on-one opportunities to guide team members toward improvement in a constructive and supportive manner.
Why is this important? When you berate or humiliate your team in front of their peers, the consequences are twofold:
As a Sales Manager, your role is to create a high-performance ecosystem. This involves recruiting the right people, providing clear expectations, and supporting the team through consistent training, coaching, and recognition. Before pointing fingers or assigning blame, ensure that systems and processes are in place to set your team up for success.
Sales meetings play a critical role in fostering this ecosystem. Design and lead meetings that inspire, align, and empower your team to achieve their goals.
Leigh has over 40 years’ experience consulting and coaching to over 400 different Government and non Government organisations – small, medium and large employers. He combines his unique education background with his 40 years’ experience in Sales, Leadership, Marketing and Innovation Coaching to create fantastic performance breakthrough’s for your people and your organisation.
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