The whole idea of running sales meetings is to keep the team focused on selling and for you to know exactly where each team member is at with regards to meeting their targets. When you know this, you can find out where they get stuck and make sure they get the right kind of support to overcome any barriers.
In a truly effective sales environment, your team will meet THREE times a week:
Meeting One – Set the Scene
This is your main sales meeting at the beginning of the week. The purpose of this meeting is to state the goals for the week, introduce new promotions, general updates and training that may be required for new products or offers. Tuesday is a good day for this. Why Tuesday? We always recommend that salespeople set appointments for Monday (usually on a Friday). Friday is also the time you advise a randomly chosen sales person that you will be going out with them to their Monday appointments.
The main questions you need to ask
- We are we at? Where are the sales opportunities going forward for this week?
- How are we going to achieve the sales?
- How are the sales targets to budget?
- How is everyone individually?
- What kind of support do you need?
Don’t fall into the trap of not setting an agenda for the meeting; if you don’t set an agenda for the meeting, you go off-track very easily. These meetings should take no more than 35 minutes. Keep them short sharp and to the point. There are always lots of opportunities to talk to sales people one-on-one.
Meeting Two – Check in Meeting
This is a simple 15 minute meeting with the whole team. It’s just to see if they’re on track for the week. Usually the whole group stays standing throughout – indicating we are not here for long, we need to be out selling.
Questions to ask
- How are you doing with your outcomes for the week?
- What kind of support do you need?
Meeting Three – Wrap up End of the Week
This meeting is usually run on a Friday and is more informal. If company policy allows you can even have a few drinks. It’s a 10 minute meeting with everyone present; you go around and ask how everybody did for the week? Use some of the questions as above, and you can then announce who you’ll be out selling with next Monday. Just so they have something to think about over the weekend!
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