Gino Wickman’s Entrepreneur Operating System (EOS) claims, "For a business to be successful, it must perform…
Sales Meetings can rock with the right rhythm and when you know the beat, melody, and lyrics to a song, it’s fun and enjoyable to participate and sing along. The same goes for sales meetings. Salespeople will provide productive input, objective data, factual scenarios, and reflective insights when they understand and enjoy the benefits of a sales meeting rhythm.
Yes, it does require having sales meetings to get a rhythm and let’s start there. Firstly, you need to have a weekly scheduled sales meeting. And many times when we’ve come to a client or are hired in to be that sales manager, there isn’t a regularly scheduled meeting. That is something we correct right away.
Benefits of a Sales Meeting Rhythm
Let’s talk about the value you can have by scheduling weekly meetings and creating a sales meeting rhythm. There are many benefits to the company and the sales people. Everyone will have an opportunity to learn from one another. This helps everyone improve quickly. In a regularly scheduled sales meeting you can facilitate learning. You can bring in other departments or vendors to do trainings. Furthermore, you can initiate a book study.
Sales meetings are a place to reinforce initiatives. For example, if you are starting a new CRM system, a new process, a new product or any type of new technology, this regularly scheduled meeting will provide the time and place to work through your initiatives and reinforce their progress. Consequently, those initiatives take hold and you get the real value you want.
A regularly scheduled sales meeting is a time to be accountable to ourselves and to each other. If you want an accountable sales environment, you need to provide an opportunity for that accountability to take place.
The regularly scheduled sales meeting can be a place to share stories and have some fun. Sales people love to share. Let them share. It’s another way they learn from each other. It’s a tough job sometimes and they need to just let that out.
It’s a time to monitor progress, make new commitments, and a place to solve problems. Furthermore it’s a place to identify what the issues are in the company and the systems or processes between departments.
I’ve noticed that once someone identifies a problem or an issue in the company, it’s a big complaint and consequently everyone piles on. They will say things like, “This is what it’s doing to me! This is how it’s affecting my customer!” Now everyone is complaining rather than trying to solve the problem. It’s like they believe it’ll never be solved. At your next meeting, you can identify what that core issue is. As a leader, take the problem to the leadership team and get it solved. Now you can come back to the sales team and say, ”Problem solved”. And you no longer hear that complaint. It’s a breath of fresh air.
The sales meeting rhythm is a venue to build trust with other departments. Invite those other department heads in or employees in other departments and you can discuss what’s working and what’s not working. How can we make each other look better by supporting each other? It’s a great time for that. Additionally, it’s a place to encourage and challenge each other.
To conclude, I hope you see that these meetings can be exciting. And that’s why it’s important to not only have regular sales meetings, but create a sales team meeting rhythm that rocks. And what I mean by that, when you do this regularly, the sales people come expecting good things to happen. And they come more excited and more engaged.
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