How to Conduct an Effective Sales Meeting

Recognize your sales team?s efforts. Take a few minutes every meeting to congratulate and thank your salespeople for any and all completed goals, closed deals, and profits. Praise reinforces positive behavior and encourages everyone to do well.

Share stories from the trenches. At least one positive war story should be shared in every meeting. These stories are engaging and fun, and they reinforce your goals.

Prepare. Give your salespeople some general guidelines in order to prepare for the meeting in advance. Ask members of the team to share with group:

• How they made initial contact
• With what companies they had to compete for the sale
• What the competitors did or did not do well
• What worked and what didn't
• Which other team members helped with the sale

Encourage people to share. Directly involve your sales team by having them present product demonstrations or to disclose sales tips at each meeting. Part of the sharing process can include acknowledgement or review of the common mistakes that salespeople make. Find a natural way to bring up the Top 10 Sales Mistakes and invite discussion as to how to avoid them. Sharing information and ideas will help everyone to close more sales and to earn more money.

Open up your circle. Bring in people from the real world. Invite one of your customers to a meeting, and ask them to explain why they buy from you. This is a powerful and constructive dose of reality.

Remain positive and constructive. Sales meetings are a good time to focus on group concerns, not individual problems. Keep the discussion relevant and don't allow people to present problems unless they also have potential solutions.

When your weekly sales meetings help your salespeople make more money, you'll probably find that the once-dreaded sales meeting is a welcome respite from the next sales call.

When your weekly sales meetings help your salespeople make more money, you'll probably find that the once-dreaded sales meeting is a welcome respite from the next sales call.