The sales meeting is not always a presentation format; it can sometimes be an informal conversation, phone call or online affair. The parties involved have the meeting between the initial contact and final purchase, to entice the customer. Also known as a sales conference.
Sales meeting should be delivered every day and provide the team with information that gives them new hope and new solutions that will help them in increasing business.
20 Sales Meeting Ideas To Build the Flow Of information
Most companies agree with daily sales meetings but then don’t have them because they lack fresh and compelling contentand soon find the meetings to be a waste of time. Hence, here are a few sales meeting ideas which you could use to get the best out of your employees.
Getting to know the faces who you would be seeing regularly is a must. All new sales reps should be introduced to the team. Ask new reps to introduce themselves briefly, including a few words about their non-professional lives.
After all, teams work together better when they know one another. Hence, ask random questions or fun memories to interact and build team relationships.
2. Knowledge of new products
Every week there would be a new product for your company. Any time a new product is rolled out, the sales team should be prepared.
The team should attain all the knowledge about the product before facing the prospect’s questions. So, they must discussbuyer personas for each product, as well as suggest existing clients who need to be contacted with the news. With help from the marketing department, have team members brainstorm how to effectively sell the product to prospects.
3. Key of Prospecting
The process of searching for and finding potential buyers is known as Prospecting.Sales representatives (or “prospectors”) must seek out qualified prospects and move them through the sales cycle.
Work on the steps, words and resources to help your sales representatives generate more leads as well as improve their cold calling, networking and social media skills. Make them realize the right way to do it and let them role-play to develop their skills.
4. How to deal with ‘I’ve never heard of your company’
Everyone would come across a certain introductory sentence from most of their prospects – “I’ve never heard of your company”. This can be followed by a question – “So why would I invest/buy your products?”
So, with the help of self-experience, you must sharethe various answers to those questions with your sales as well as marketing teams. This can turn unexpected prospects to customers with just the right answer. Hence, every company must include this title in their sales meeting.
5. Develop questions
Questions make one realize how smart their company’s growth is. Also, the various answers that can be discussed for that particular question, makes one realize the various ideas/aspects for one particular simple question.
So, have a round-table discussion to develop a set of great questions that gets the buyer talking about their issues as well as objectives. Make a list and add to it each month. Also, solicit feedback on how well they were received on sales calls. Modify as necessary.
6. Set goals and assess progress
Meetings are a great opportunity to discuss goals. Sales representatives will be more comfortable with monthly and/or quarterly goals if they play a role in setting those goals.
Use meetings as an opportunity to discuss and determine goals for the sales team, collectively as well as individuals. During the meetings, sales members should provide updates. If a sales representative is on track to meet or exceed a goal, offer congratulations. If a team member is falling behind, the team can discuss how they can catch up to meet the goal.
7. Pre-call planning
How much prep work should your sales rep do before a sales call? What should they prepare? Questions? Collateral? References? Where should they look? LinkedIn? Company website? All these confusing questions keep rotating in one’s brain.
But the struggle is in the details. A good checklist is necessary to help sales reps become more deliberate in their pre-call planning. You might want to create one and have them use it for a while to develop their prep skills.
8. Analyze their needs
The heartbeat of the sales process is understanding what the prospect wants and needs.
So, develop a set of good open-ended questions that help your sales reps uncover the specific about the buyer’s
challenges, history, objectives, previous vendors and expected outcomes. Also, this helps the company when the customer asks questions according to their needs then the sales reps have the right answers to it.
9. Share Best Practices
There’s always more to learn. Regular presentations about best practices can help even senior sales representatives to improve their performance.
However, don’t bore employees with long lectures. The key here is to have fun as well as learn kin the process. Hence, to encourage hands-on learning, use interactive activities. For example, hand sales representatives an example scenario and do a role play with them about the situation.
10. Learn to Differentiate
How do your sales reps differentiate themselves from your competitors? Some would differentiatefrom dress, style or image to providing case studies. So, you have many options to work with here.
Use these sales meetings to list out your differential advantages and how they can leverage those things for winning against the competition. This helps the company drastically.
11. How can we reduce sales expenses/costs?
A very important question that should be discussed by all companies some or the other day in their sales meeting is – “ How can we reduce sales expenses/costs? “
Cost is something that worries everyone. Even a fool will know that fewer expenses/costs mean more profit. So, the team members must discuss the various steps that can be taken to reduce the cost or expenses in sales.
12. Qualifying buyers
One of the most important topics you can cover with your sales representatives in your sales meeting is about your qualifying buyers.
Develop your qualifiers and corresponding questions for each one. That way your sales representatives have a process for determining who will buy and who won’t buy. This prevents pipelines from getting filled with unqualified buyers that drain your sales representative’s time and effort.
13. Difficult types of buyer and how to handle them
Everyone has their own different opinionson whether or not to buy your products as well as on how useful it is to buy your product/service.
So, every sales representative must know the various types of prospects, the various needs, advantages, questions asked as well as questions that should be asked, etc. They must also know how to handle all the types of prospects, including rejection.
14. How to Gain their Trust
Trust from your prospects is a very important gift that should be achieved by the sales representatives no matter how many times they would have to try for it.
Building trust is a process that consists of using good words and phrases designed to develop credibility in the mind of the buyer. Help your sales representatives understand the importance of developing trust and how to do it. Avoid cliche’s like “I was in the neighbourhood” or “What do I need to do to earn your business?” Instead, develop value statements that they can include in the small talk to sales talk conversation.
15. Discuss roadblocks and how employees can overcome them
Teams must not only celebrate success together but they must also face rejection together. Instead of leaving reps to deal with problems in isolation, provide them with an opportunity to discuss challenges in a supportive environment.
In each of your sales meeting, ask everyone to talk about a current struggle. Then, ask around for suggestions about how a team member might conquer the challenge.
16. Practice and Feedback
Everyone knows Practice makes a man perfect. Also, if you would have read our previous posts then I’m sure you all know the importance of getting feedback from customers(old as well as new), colleagues, boss, family, anyone.
Your sales representatives words, gestures, responses and confidence all must work together to facilitate the close of a sales process. Use the time in your sales meeting to pair up sales reps and practice this critical step of the sale. Look for confident, controlled execution. Be prepared to provide feedback to ensure they execute this step properly.
17. Show the value
Quantifying buyers issues from a financial perspective is an incredible asset to any sales professional.
Hence, show your sales representatives what the primary costs, waste, losses, etc that affect the prospects of buying decision. That way, your sales reps will learn to focus on conducting business-focused conversations rather than product/price-focused conversations.
18. How to reduce customer complaints?
This is another very important topic which is to be discussed in a sales meeting for the betterment of the company.
Every company hates complaints. It’s considered as a mark of disrespect for the company and also portrays that the customers are unhappy. Hence, there must be a discussion on the steps that should be taken to reduce the complaints, which helps the company to gain more happy customers.
19. A short motivational talk
Most weekly sales meeting take place on Monday when a small pep talkcan be sorely needed. Hence motivating your team with quotes as well as inspiring stories gives the employees a positive start with their work.
Bestselling author Grant Cardone recommends starting with a brief motivational talk or video. Before each meeting, prepare motivational content to get the ball rolling. To spice things up, rotate responsibility for this between employees.
20. Acknowledge successes
Being a sales representative is hard work. Amidst the everyday bustle of work, there isn’t always time to offer praisefor a job well done. But small praise is deserved by all to keep them striving for more success with a smile.
So, set aside time in the weekly sales meeting to congratulate individual sales representatives on their successes. Provide an opportunity for sales representatives to share good news during every meeting. Experts say that consistently acknowledging successes will make sales representatives more eager to attend meetings.
A sales meeting is a critical component of a great sales culture as it’s an opportunity to build the skills of the entire team and motivate them. Hence, use these titles and make your sales meeting a daily, short, engaging, entertaining as well as an interesting phenomenon. Also, focus on solutions and the positive, not on the negative.
Navaneetha, popularly known as “nav”, loves to read, play badminton, play the keyboard and sing but when she’s not doing any of those, she loves to write. What started as a high school hobby to write is now her ongoing passion. At AeroLeads, she manages Inbound Marketing and Social Media Marketing.
Navaneetha, popularly known as "nav", loves to read, play badminton, play the keyboard and sing but when she's not doing any of those, she loves to write. What started as a high school hobby to write is now her ongoing passion. At AeroLeads, she manages Inbound Marketing and Social Media Marketing.