You don’t need to be Zig Ziglar to hold a great sales meeting.
Are you a small business owner that uses a sales team to market your product or service? Do you know how to teach and motivate your team like a pro? Don’t be intimidated – just follow these ten easy to understand tips and you’ll have your team in tip-top shape before you know it. Running a successful sales meeting isn’t hard, it just takes some planning and forethought.
1. Give plenty of notice about the time and place for the meeting. Make sure that everyone on the team knows well in advance where and when they should meet. Also, give them a quick overview of what subjects you will be covering so they can come prepared. To ensure everyone is on time, schedule the meeting 15 minutes before your desired start time. This will give your team members time to chat and enjoy some of the light refreshments you have provided. It will also give people who are running “a bit late” the chance to make the start of the meeting.
2. Set an agenda and stick to it. Prepare your agenda based upon a few important topics and stick to them. Before you place a subject on the agenda, decide if it’s something you can cover with an email or phone call. Make sure all of your topics are of importance to the entire team, otherwise address member specific topics offline.
3. Reward and motivate your team. Start your meeting by letting your team know how much you appreciate their hard work and dedication. Make every one of your associates feel like a winner by quickly mentioning something they have done that merits recognition. Remind them of what meeting their sales goals will mean to themselves and to their families.
4. Define your expectations. Give clear and easy to understand directions about how you expect each associate to meet your expectations. Use strong messaging to underpin the importance of performing at the level you expect of them and how you know they are more than capable of doing so.
5. Offer ongoing sales training. Be prepared with an exercise or a parable to use in team-building and sales techniques. Keep it simple and to the point and encourage each member to participate with the exercise. Foster team feedback and take their suggestions to heart when planning your next meeting. They may need help with areas in sales that you were unaware of previously.
6. Provide enough time for team member questions and feedback. You always want to empower your team and one of the best ways to do that is to listen to their concerns. People respect those that respect them, so by listening and answering questions, you are reinforcing your belief in them. They will feed off of this and will want to exceed your expectations even more.
7. Reach agreement on a specific plan to move forward. Don’t leave any issues unanswered. Be sure to recap the important points of your meeting and the action plan you’ve all agreed to moving forward. Reconfirm individual commitments and reinforce team goals. Make sure everyone is on the same page and know what needs to be done and how to do it.
8. Provide more motivation and get everyone excited for your next meeting. You should close your meeting by getting your team excited about their futures and how much opportunity is coming their way. Decide as a group when and where the next meeting should be held and then thank everyone for making the decision to invest their time and effort to your mutual cause. End the meeting on time, but plan on staying around to speak with any individual team member that needs some one on one time.
9. Follow-up in a timely manner. This is a critical step in being a successful sales leader – following up. Be sure to email and or call all of your team members and thank them for their time and attention. Casually remind them of the key message from the meeting and how excited you are to be working with them. You should also remind them of the next scheduled meeting and what topics it will be covering. Always close with a reminder that you are there for them and they should contact you with any immediate problems or ideas they may have.