Sales Discussions and Meetings
Sales Discussions and Meetings
What is a Sales Discussion?
A sales meeting is an internal review between sales professionals and sales leaders. This meeting is not for external attendees, such as a sales call, or pitch. It is only for internal attendees and provides the necessary information to enable sales staff to do their job well.
- Current sales performance
- What is the top priority for leaders?
- Competitive insights
- What should the next priorities be for the team?
Your meeting agendas may differ depending on whether you are running a weekly sales meeting or a quarterly review or an annual kick-off.
Effective sales discussions agenda planning and preparation
Share prospect insights. Your reps should share feedback from prospects. Keep the meeting positive. Start your meeting on a positive note to set the tone and tone for the remainder of the session. Get insights, new strategic accounts and progress on sales targets.
Each team member should give you a quick status update. This helps them to be accountable and shines a light on the areas where they need to make a difference on a team-wide and individual basis.
10 Conversation Tips for Salespeople
1. Reduce the complexity of your goal and agenda
You and your team should be clear about what you are discussing. Without a clear agenda, don’t invite your salespeople to a meeting without having a few objectives. Salespeople are often distracted from their primary tasks, which include analysing leads, creating emails, and ultimately growing revenue.
After you have established your goals and agenda, determine who is the best person to address each topic. These questions can be answered by working with presenters.
- Who will open the meeting?
- If necessary, who will show their screen?
- How do you manage transitions?
- Do you want to save the questions for the end, or do you answer them all?
2. Troubleshooting technology
You can present in a remote office or face-to-face, but it is important to resolve any technical kinks before you do. Software updates should be completed and downloaded beforehand. Unneeded chats or programs should be closed to prevent accidentally sharing the wrogn information.
Meeting presenters should meet early so that you can test the setup. Although it may take only 10 minutes, the work pays dividends. You can also run the meeting if you’re the only one. You can test your equipment and do the presentation motions the same way you would in the real world.
3. Time to start and stop
Keep the meeting on time to respect your team’s time. Sales reps plan their days carefully to ensure they get as many customer calls and emails as possible. Set the tone for your meeting so it sticks to its scheduled time and doesn’t waste the sales team efforts.
You might consider reserving questions and comments for specific moments or reducing the number topics covered in meetings if you notice that they are getting too long. Ask for feedback from attendees to revise your sales meeting agenda and determine which topics are most important. While you don’t want important conversations to be cut short, it is also important to maintain a sense of time.
4. Select the best date and time
It is important to determine the timing and frequency of sales meetings. Consider changing to a more frequent schedule if you notice that you are not covering essential topics.
Every minute of your meeting should be counted. You’ve heard the joke: I survived another meeting that could be an email. Email can be a concise and effective way to communicate with your staff when you need to quickly update the company or make changes to plans.
You don’t have to go to every meeting you originally planned. You can cancel a meeting if you don’t have any important updates. The bonus minutes can be returned to the team and will be used to meaningful work. Your team will appreciate the fact that you aren’t just holding meetings for the sake.
5. Brief the team
It’s your responsibility as the leader to inform the team about any new information you have learned, particularly if it has been a while.
Inform everyone about any price changes, sales forecasting updates or product news. You can also follow up on questions or issues raised in previous meetings. This section of the sales meeting can run for different lengths. If the topic is too complex, you might consider having a special meeting that focuses on this item only.
6. Discuss the latest and greatest challenges with your team
It’s a good idea to share your successes and failures with others when you are all in a sales meeting. You can touch base with leads and customers, discuss key conversations, and get an overall report on everyone’s progress towards achieving their quotas.
Listen for roadblocks and keep your progress moving. If your team is experiencing roadblocks, as a manager, it’s important to know so that you can assist them in overcoming them. You can create an action plan together with your team members or a larger group once you have identified what is working well and what needs more attention.
7. Amplify key wins
You should make time in your sales meeting agenda to show appreciation. Recognising people is a great way to show appreciation. It’s also good for your entire company.
Recognising someone is a motivator. This applies to both the person being acknowledged and the entire team. It’s more than just a good job. Recognising someone for taking the time to help a client in need of more attention will show appreciation. Everyone doesn’t like being singled out so be sure to give credit in the format they prefer. In one-on-one meetings, you can review this with each representative.
8. Create space for ideas, questions and collaboration
Meeting agendas for sales meetings should include time for group discussion. These meetings don’t just focus on what you want to convey; they also provide a forum for team members to share their knowledge and learn from one another.
9. Next steps
As you go through each item in your sales meeting agenda, make sure to clarify any action items as well as who is responsible for following up. Everyone should feel clear about the next steps after the meeting.
10. Encourage the team
It can be difficult to sell. Sales is a difficult profession that requires patience and rejection. Sometimes, the market slows down and prospects stop responding. No matter what the reason, sometimes the sales team or the individual sales reps will have a hard time so keep their motivation up by encouraging them.
As a leader, you have the opportunity to communicate with your team and address problems head-on. You can inspire others by sharing why you are still motivated and inspired about the team’s work. There are many fun and positive ways to motivate your team even in difficult times. Learn more about supporting your sales team within meetings and discussions by joining one of our sales training courses or have us tailor a session to suit your teams needs.