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Use your sales meetings to bring value to your sales team
Sales meetings represent a great opportunity for you to coach your sales team if you conduct them properly. In this podcast we look at how to plan and conduct your sales meetings.
Most salespeople think of sales meetings as a big wast of time. Time they could be spending in the field doing what they get paid for. Selling. A lot of managers only have sales meetings because that’s what they’ve always done. It’s Monday morning so we have a sales meeting.
Why Have A Sales Meeting?
This should be a sales managers first thought. You have a sales meeting because you have an objective or goal you want to accomplish. If you don’t have a goal or objective for the sales meeting, don’t have the sales meeting. When you consider the reality of the time and expense of holding weekly meetings, it’s a good idea to make sure they are worth the investment of time and money.
Sales Meetings Require Planning
Decide in advance the objective of the meeting and what you expect to accomplish. Your objective may be to:
- Introduce new products or services
- Enhance lead development techniques
- Introduce a new sales rewards program
- Improve a specific sales skill
- Opening new accounts
- Territory development
- Account penetration
A Sales meeting with no clear objective is a waist of time. Here are some points you may want to put into place.
- Develop a 90-day plan for your sales meetings
- Have topics that are of value to your sales people
- Have your sales people be responsible for conducting parts of the sales meeting
- Have an agenda for each sales meeting
- Stay on schedule
- If you have no reason to have a sales meeting, don’t have one
Right click here to download the MP3 of SMW 008 Team Coaching The Sales Meeting
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