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As summer draws to an end across North America and children go back to school, sales people are returning to work and preparing for a busy Fall season ahead. But what are you doing to engage, prepare and MOTIVATE your team to lift their performance and make it the best Fall season ever!
Leverage the all important Monday morning sales team meeting to inspire your team to achieve sales excellence, rather than demotivate them with more pipeline and target talk.
Consider this …. if someone was to record your weekly team meeting would you be happy for family, friends (and perhaps clients) to watch it. The answer should be a resounding YES. If not then please consider these Seven Common Sales Team Meeting Mistakes to avoid:
1. Losing Sight of Purpose
If your sales meeting is not directly causing more sales then it’s not a sales meeting. Remember this is prime time for motivating and focusing action.
2. Starting Late or Deferring Meetings
Every time you start a meeting late or defer a meeting it sends a message that that’s ok. Worse …. it suggests you don’t value people’s time. This sets a bad precedent for client meetings.
3. Being Unprepared
Always prepare for your sales meeting with specific outcomes in mind. A little more effort can make a big difference and sets a great example. Consider preparing on Friday afternoon, rather than Monday morning right before the meeting.
4. Allowing Absenteeism
Clients rarely meet on a Monday morning so this is a great time for a team meeting and ensures all sales people should be present. No excuses. And ensure that everyone is present IN the meeting by engaging everyone in conversation.
5. Wasting Salespeople’s Time
Is listening to EACH sales person’s update on what is in their diary for this week and what sales they achieved last week the highest and best use of EVERYBODY’S time? Probably not. Is this information important for YOU …. or the team? How does this inspire excellence?
6. Lack of Variety
People like variety and doing the same thing every week is highly unlikely to result in a great sales meeting. Try different things. Ask different questions. Make it unpredictable and something to look forward to.
7. Failing to Display Intensity & Focus
If the team lacks motivation is that their fault …. or yours? The team’s intensity and focus is a reflection of the sales leader’s intensity and focus. Make sure you are in the right emotional state to run a sales meeting.
Make sure you turn up to have a meeting with your most important client … because that “client” is your team.
Please click the following video link from SalesITV for further insights into the “7 Common Sales Team Meeting Mistakes To Avoid”
It is quite obvious that we avoid ALL these mistakes when meeting with clients, so why not avoid them when meeting with your team. Remember your team are equally as important (if not more so) as your clients.
Article written by Joe Micallef – Sales Strategist & Coach – Grow UP Sales. For sales leadership coaching and guidance contact Joe at firstname.lastname@example.org or visit the webpage www.growupsales.com
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