05 May The anatomy of a successful sales team meeting
Every company runs its sales team meetings differently, but here are some ideas you can try to stop them from going stale. Let’s find out more.
Think of the weekly sales team meetings you attended at the different companies you worked at. They were all different, right? But, I bet some were better than others. Did you leave those sales meetings full of energy or half asleep? Were they full of action or just box-ticking exercises? Did you even need to have an actual meeting at all?
There’s no set anatomy for a sales meeting. Every organisation and team must find a process that works for them. However, here are five things you can try to make your weekly meetings more productive.
1 — Recognition
This idea came from a talk by Rob Massa from BounceX at a Sales Confidence Leaders Event.
The first thing Rob does in his team meeting (which takes place on a Monday morning) is show recognition to one person in the room for their performance in the previous week.
‘It could be an SDR who got a big meeting. It could be a rep who closed a big deal. It could be just somebody you saw working their ass off!’
Then, everyone stands up and claps. It starts the meeting off on a positive vibe, which then lasts throughout the session.
2 — One issue
The problem with many sales meetings is that you try to cover too much in the available time; you spread yourself too thinly.
Next time you set the agenda for your sales meeting (there is an agenda, right?), why not focus on one essential issue — one that is relevant to everyone there?
You’ll leave that meeting having got to the bottom of something important, rather than scratched the surface on multiple items.
3 — Keep it to 20 minutes
How long are your weekly sales meetings? 30 minutes is the standard. Although, I have heard of meetings that go past the hour mark. Try giving your reps some valuable time back in their day by aiming for a 20-minute sales meeting.
By setting a tight schedule, and sticking to it, I’m sure you can fit everything into 20 action-packed minutes. Remember to keep all items in the meeting relevant to every attendee; save individual follow-ups for time outside of the meeting.
One more thing — start and end on time.
4 — Coaching
What could be a more valuable use of your weekly meeting with all of your sales reps than some coaching?
You could listen to calls, talk through deals that are stuck in the pipeline or just about anything else. It’s all good.
At SaaSGrowth 2018, Pat Traynor shared a great idea with us around coaching pipeline.
‘The big problem with pipeline reviews is that you’re trying to advise a rep who knows a lot more about the deal than you do. They’ve probably already tried half the ideas you’re going to come up with.’
‘To avoid this battle, I use something called ‘The Foresight Question’. I ask the rep to imagine it’s three months in the future, and the deal has died.’
‘What went wrong with the deal? What could you have done differently?’
‘The answers I’ve heard are revealing and equally empowering. Reps always know immediately what is going to mess up their deal. The challenge is, despite knowing this information, they’ve done nothing about it. They’ve relied on hope. As we know, hope isn’t a strategy.’
‘Now you know what the problem is with the deal; you can do something about it. Or rather, you can coach your rep on what they can do about it.’
5 — Get outside people in
This is an idea I heard from Shabri Lakhani at SalesWorks. It can be illuminating for everyone when you bring people from outside the sales team into team meetings. For example, marketing people, product people — hey, why not the CEO?
It helps give your reps an idea of what other people in the company do with their time, as well as showing them how sales fits into the broader scheme. It never hurts to put yourself in other people’s shoes for a while.
For the visitor, it helps them understand how sales works and how diligent and creative you salespeople can be.
Try it and see.
Over to you
Those are our five suggestions to revamp your weekly sales meeting. Now, we want to know what you think.
What do you do in your sales meetings that the Sales Confidence community needs to know about?
Let us know in the comments.