It pays off to spend some time planning for your sales meeting. Here are a few ideas that will spark some interest and may even lead to some increased sales through the discovery of best practices.
- The Daily Huddle is a 20-minute call first thing in the a.m., during which each team member or participant has two minutes to list their biggest accomplishment from the previous day, what they wanted to accomplish that day, and what they needed from the team leader or someone else on the call. The secret to getting the most out of the Daily Huddle: “Keep it short. Keep it focused. And try to have it at the same time every day – first thing in the AM.”
- Appreciative Inquiry - select one sales rep to share the story of a recent success ahead of time. They should come prepared to share an overview of the sales process from beginning to end. Listeners question the sales person from a "what's working" frame of reference, and from an unconditional postive stance. The idea is that discoveries and best practices will be made. For more on AI, visit The Appreciative Inquiry Commons (more)
- Rattle Some Cages - pick a brainstorming question that will shake things up a bit. For example, "What unwritten rules within our team make it difficult to get things done quickly, efficiently, or profitably?" For more cage rattling questions visit the Human Capital League (more)
- Evaluate the meeting. Make sure that you take the time to step back occasionally to have meeting attendees provide feedback. Ask “what is working?” and “what needs improvement?” This will enable you to continuously improve your meetings.
- Invite a Guest. You don’t want to do all the talking, and besides, it’s impossible for you to know everything all the time. Invite professionals from related fields or within your company to talk about their area of expertise and how it relates to the sales team. Be sure to save time for questions. Says Robert Aigner, a team leader for Keller Williams Beverly Hills, who frequently invites guest speakers to his sales team meetings: "It’s not that I don’t think I would bring value on my own, but having a lender talking about condos seems to shed new light."
Have you implemented any of these? How did it go? Did it catch on? What other ideas have you tried? We'd love to hear from you!
Here are a couple additional resources that deal with the topic of sales meetings.