Every sales meeting you deliver is an opportunity to showcase your sales management leadership skills. Here are a few specific suggestions:
- Set a clear meeting objective. Ask yourself, “One month from now, what will be happening differently as a result of this meeting?” The answer is your sales meeting’s primary objective.
- Anticipate which salespeople are typically less involved during your meetings. What questions can you ask of them, individually, so as to get them more involved?
- Keep the meeting moving along! Every now and then, shock them by ending a meeting ahead of time.
- Perhaps the most important thing is this: when you are coaching an individual salesperson, and you observe a developmental need, assume that others on your team have the same developmental need. In other words, when deciding upon sales meeting topics think back to your individual sales coaching sessions, and use individual developmental needs as group meeting topics.
- Don’t just lecture to your team! Consider alternative methods of content delivery. One of my favorite methods for a sales meeting is called “Circle Response” State the issue or question to be addressed, then give each person 30 seconds to state their personal opinions and ideas. Make sure to have somebody take notes and summarize because this is a great way to generate ideas!