Gino Wickman’s Entrepreneur Operating System (EOS) claims, "For a business to be successful, it must perform…
As the sales manager, finding balance in your sales meeting conversations will increase your teams’ meeting engagement. Usually there are dominators who love to talk and can go on and on. They can take too much time making their point. This is where the skill of facilitating contribution in your sales meeting conversations can really pay off for the whole sales team. Consequently, more contribution from a good sales team is going to make your meeting more productive and useful.
If you have a person who is taking too much time from the meeting, sometimes you have to cut them off. How do you do that? I don’t want to discourage this person, so I like to acknowledge what the person has said and has contributed to the sales meeting conversation. We need their enthusiasm but we also need to hear from others.
Sales teams benefit by collectively sharing their challenges and their wins. They gain energy and enthusiasm by discussing ideas. I like to get the more quiet team members involved by creating the order of sharing and calling them by name. I may start by calling their name alphabetically, or I may use other creative ways. This helps the team be prepared for their time to contribute to the sales meeting conversation.
In conclusion, create balance in your sales meeting conversations by cutting off someone who is going on and on, but acknowledge their contribution and your appreciation. Encourage others by calling on them by name. Have fun with it. They value listening to their teammates who are selling more.
Ultimately, it is your job as a sales manager to get a balance of contribution. Your team will help each other learn more and they will be more interested in their sales meetings. And our purpose in all this is always the same. To help them sell more.
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