What are you looking for in a sales meeting?
What do you do after a sales meeting?
I am just coming back from a sales conference in Europe, and I find myself wondering what is really different each time I come back from a sales meeting? Sometimes I change my way of working, sometimes I don’t. What I do realize from both sides of the spectrum, as a manager it is hard to develop a good meeting, and expectations from your team are always higher than what is delivered. My question in this week’s blog, is what do you believe makes a successful sales meeting? As professionals we all have certain positive aspects and certain parts of our DNA that need work on. It’s not the same with each and every one of us, which is sure. So, if you are a sales manager, how do you take all of this into consideration when you have a sales meeting? As a sales person, what are you expecting from management during these meetings and conferences? My list is simple, as a sales person, I want the following: - Any news & information that I can use to help create a better image to my customers back in the territory
For example, in one of my previous positions, we used to invite the operations managers from the various factories do a 30-minute presentation on what they have done to improve, and why we should be selling parts they will manufacture for us
- Product knowledge improvements - Sales technique training
From role playing to negotiations, a session should be included
- Case studies of both big wins & big losses
Discuss as a group what can or could have been done to avoid or repeat!
As a sales manager, my list is similar, but additional things - Create excitement - Get beyond the business, and try to learn more about the individual - Time to assess each team member
From product knowledge to sales skills, something should be assessed at each meeting
- Scheduled 1:1 time (if sales team is small) - Discuss what the company is going to do to help the sales person perform better, and why this is still the best company they should be working for and representing - Determine if there are similar roadblocks to sales that can be removed - Monitor progress on budgeting and forecasting (meeting the numbers) As you can see, the lists are different, however properly defined activities can help meet the needs of a sales manager as well as the sales person. If you need help in developing a sales meeting, and a long-term plan to improve your team, give us a call at Pinnacle Sales!
Pinnacle Sales, LLC
418 Main Street, Suite 6
Belleville, MI 48111
(734) 516-0221
Pinnacle Sales is an agency that offers support to clients in any part of the sales & marketing process. From planning to implementation,
business development to training.
Pinnacle Sales offer Service Above the Rest.