Tips for Successful Sales Meetings

Nothing deflates the morale of a sales team more than a poorly run sales meeting. When managed properly, a sales meeting generates enthusiasm, positive energy, and a beneficial exchange of sales and marketing ideas that produce business.  Here are some quick and dirty tips and ideas for business-building sales meetings.

Big picture thoughts:

·        Attitudes should be upbeat and positive

·        Recognize efforts and praise performance - utilize awards and prizes

·        Discuss challenges and how to overcome them using specific accounts

·        Review results-department and individual (number of calls, quotes, sold)

·        Training and education - technical, sales techniques, new products, sales contests and campaigns

·        Keep the program fresh each meeting. Change meeting sites regularly. Sales team members should lead the meetings.

Use these program ideas for interesting and interacting meetings:

Book Club - assign a book for all to read and discuss (see my book recommendations on that Free Stuff document)

Training DVDs - purchase or rent

Managing your Database/The Sales Funnel/ Review Account Activity

Personal Mission Statement (Stephen Covey)

Library Excursion or Internet search - find sources of biz, resources, sales books

Interview retired, successful salespeople (or active ones, if available)

Creativity or Teambuilding Exercises

Case Studies of real life sales situations

Sales Training Topics including opening and closing techniques, presentation strategies

Internal Prospecting - closed file review

SWOT analysis of the agency and producers’ books of business

Role Plays - draw situation out of a hat have two people role play it

Technical Information/Company Rep Visits

Sales Tip of the Week-assigned on a rotating basis 10-15 minutes of the meeting to each salesperson to share tip, introduce a topic or work on a challenge

Benefits of doing business with your firm