Five Sales Meeting Ideas
How are your sales meetings going? You do HAVE sales meetings, don’t you? At least monthly, if not weekly? You don’t? You’re killing me, Smalls!
OK—I'm over it. I expect that now that you are properly motivated, your sales meetings will commence immediately. And when they do, here are a few thoughts and suggestions.
1. Invite guests, such as people from other departments internally, vendors, motivational speakers (AHEM—Chicagoland I’m talking to YOU! I can be hired CHEAP!). This is a great way to team build, educate, and get NEW ideas, which, let’s face it, we all could use more of.
2. Try some fun games or exercises. I once gave each salesperson $2 and asked them to go to a dollar store and find: 1. the item that had the most value to them; and 2. the item with the least value. They then each presented their two items with a brief presentation/explanation. It was great for brushing up on presentation skills, as well as a fun exploration of perceived value. A great discussion ensued with regard to price and overcoming the price objection.
3. Assign a task. Each month, a different salesperson is the featured speaker, and they are to present a topic of their choice. Set a time limit—10 minutes works. This is a great way for you as a manager or owner to see who puts thought and energy into the task and who just phones it in. And if they put in the minimum effort on something you ask them to do for you, how are they spending their time each day, and what are they doing for your customers?
4. Ask each salesperson to bring a challenging case, something they have personally been struggling with, and workshop it as a group. It is often the case that when you work on the problem as a team, SOMEONE will have an idea or solution that has yet to be tried, and oftentimes the person with the problem leaves the meeting with some new energy and new ammunition.
5. Review performance. This is a great time to focus on your stars.
Salespeople by nature seek the spotlight and crave recognition for a job well done. Be generous with your praise.
6. And here’s a BONUS sixth idea. Ask for feedback. Ask the salespeople what they need in order to be more successful. And then, to the extent that you can, try to give it to them.
OK—that’s it for now, and HAPPY HALLOWEEN EVERYBODY!
Blogger, author, consultant, coach and all around evangelist for the graphic arts industry, Kelly sold digital printing for 15 years so she understands the challenges, frustrations and pitfalls of building a successful sales practice. Her mission is to help printers of all sizes sell more stuff. Kelly's areas of focus include sales and marketing coaching, enabling clients to find engagement strategies that work for them and mentoring the next generation of sales superstars.
Kelly graduated from the University of Michigan with a degree in Political Science and, among other notable accomplishments, co-founded the Windy City Rollers, a professional women's roller derby league. She is also the mother of two sets of twins under the age of ten, so she fears nothing.