As a new sales manager, it didn’t take long for me to realise that our bi-weekly team meeting had become painful. Well, let me be brutally honest - they 'sucked'. I fell into the habit – like most sales managers out there – of going over the boring administrative announcements and talking about whatever the company needed me to pass along to my sales team.
As I would ramble on I would look at my sales team glazed-over eyes and was certain that they had tuned me out within the first five minutes of the meeting. It was obvious that they spent more time looking at their blackberrys then listening to what I had to say.
As a manager our jobs are to coach, inspire, and lead. I had an opportunity every second Friday to coach and inspire my team during those meetings, so why wasn’t I? The answer is simple: I was not prepared. I realised I was just doing what my previous managers had done in our boring, crappy bi-weekly sales meetings.
When I asked myself the question: “If I charged five dollars to come to my meetings and not make them mandatory would anyone show up?” The answer in my head was a resounding “No”.
So I knew I had to make a change and quickly.
My next Sales meeting I challenged myself to make the meeting fun, inspiring, and full of energy so that my team would all leave so excited that they would be ready to make a sale on the way home.
Here is what I did:
1. Morning Joke. I asked one of my reps to come to the meeting prepared with a joke or a funny story from the week.
2. Bragging time. I gave each member of my sales team an opportunity to share a success from the week. I figured this would set a 'successful' tone to the meeting.
3. Frustrations Shared. 2-3 minutes shared from each rep on any issue they may be having – Write them down on a sheet for all to see.
4. Frustrations Solved. Roundtable on the frustrations to let everyone help each other out and solution the problem.
5. Sales Lesson. 30 minutes max. Prepare and deliver a sales lesson on anything related to sales: attitude, power questions, better networking, prospecting, follow-up, presentations skills etc.
6. Prospect Review. I had my team discuss their top five prospecting opportunities, name prospect, and review where they are in the process, and what their goal is for that prospect in the week ahead.
7. Next Week. Each person had to say what he or she will accomplish the following week with respect to their sales efforts and have them write it down.
8. The Big Finish! I Ended the meeting on a very positive note. This can be something different every meeting, for example, I may read something positive, show an inspiring video (you can find hundreds of great video clips on YouTube). I made sure to leave my team with a message that left them fully energised and ready to take on the world.
By simply changing up my sales meetings and lessons every time, it made a 'winning' atmosphere. It involved everyone, it challenged the group, and it created a positive mindset for the next week’s sales success.
Moving forward I challenge you to STOP having boring sales meeting and START having sales meetings where your team leaves the meetings inspired, and wanting to come back for more. Leave them feeling like they would happily reach into their pockets for five bucks to be there.
By Brett Meadows, Gitomer Certified Advisor, Brett brings his experiences combined with his real world sales help to you and your sales team and the results will leave the competition wondering where their entire customer base went. If you are tired of missing out on sales then contact him. If you want the secret on how to turn coffee into sales email him and in the subject line put “coffee” and he we will send you “Coffee Is For Closers” E-zine.