Sales meetings are one of the critical factors which can improve the success of your business. They need to be part of the fabric of your business and embraced by staff of every department. In other words they need to be one of your Non Optional Behaviours.
All highly performing companies embrace Non Optional Behaviours. They subscribe to NOB’s that drive sales cultures based on excellence and exceptional results.
Sales meetings are one specific change we can make that produces immediate results. People who participate in sales meetings gain significant personal and financial benefits. Increased opportunities and improved performance are the product of these sales meetings. They result in significant revenue that benefits everyone in the organization and high ROI marketing campaigns which drive high quality leads.
The most important one to two hours of your week is the time spent with your team in weekly sales meetings. The power of this event, when treated with the ”thou shalt never miss or be unprepared for the sales meeting” priority it deserves, includes motivating your sales people, building teamwork, developing skills, and staying on track toward your most important business objective: The revenue goal.
Here’s the top 4 reasons why sales meetings are critical to your success:
#1 Culture: A Total Sales Culture (TSC) is the cornerstone of every high performance business. The underpinnings for TSC are activities that build, support and sustain growth. Effective sales meetings are one of these critical activities.
#2 Assessing: Pointed questions to the team regarding their call planning for the upcoming week or reported activity from the prior week, when used properly, are very powerful tools in helping you to evaluate how effectively your sales people are executing the strategies you have laid out using the techniques they’ve been taught
#3 Direction & Numbers: Numbers are a direct reflection of results. Numbers are the only true, impartial measurement of success. They never lie, they are brutally honest. Numbers give us hope, determination, incentive and recognition for our successes. They also give us a kick when we need it. Sales meetings are all about the numbers, and we need to fall in love with numbers.
# 4 Motivation: We are all motivated by different factors. For some it’s the pursuit of excellence, for others its money, and others are motivated by competition. We all have personal forms of internal motivation, but peer pressure and competition are a powerful form of external motivation that gives us that extra spark to jump start our efforts
Finally, one of the most critical factors in successful selling is consistency – consistency of effort, consistency in the message, and consistency in the quality and service that are provided to the customer. This idea of consistency is reinforced when you hold your sales meeting at the same time, on the same day of the week, every week; when the agenda for your meeting is essentially the same every time; and when every sales meeting is made up of the same components.
Effective sales meetings are a critical element in reaching your revenue goals. Consistent, well-run, weekly meetings will help to build teamwork, develop skills and techniques, motivate your people, and keep your sales team focused on the markets and prospects that offer the greatest opportunity for success.