If you really want to motivate your sales team, you need to hold regular, productive meetings. What does that look like? Sales meetings should equip your sellers to sell more and should be about more than operation and product updates. The key is to make your meetings STICK. Here’s what we mean by that:
S – Sharpen their skills, behaviors or attitudes. Give your sellers opportunity to share experiences and best practices. Don’t make the meeting just about information. Use the time to BUILD your team for future success. Incorporate 20-30 minutes each meeting for this proactive activity.
T – Timely. Is the information and the discussion relevant to what is important today? Don’t hold all information you have until the meeting. If you have a lot of “little” things to cover, prepare a short handout to distribute at the end of the meeting or send an email prior to the meeting. During your meeting do not READ the handout to them! Save your meeting time for the most meaningful topics and discussion.
I – Inclusive/Interactive. Put more ask instead of tell into your meeting. Engage and involve your sellers to give them a better sense of ownership and team. Most salespeople spend a lot of time alone, and realizing that their team has similarities helps them stay connected to the company, which leads to retained sellers.
C – Communicative. Sharing relevant information is important; asking for information even more so. Plan ahead and allow sellers to present information or lead discussions and activities. Let the information be two-way.
K – Kinetic. Adults need to DO – to take action and build information into their consciousness and habits. Help them make the information actionable. End every meeting with each seller committing to ONE action they will take to apply the information discussed.
By committing to a regular meeting and making it STICK, your sales team will happily participate in your meetings. They will skip down the hall on the way, bring YOU a cup of coffee, silence their BlackBerrys and have positive thoughts in their heads as they join the meeting. More importantly, the information will stick and result in higher sales after the meeting.
What are some of the things you do to make your meetings STICK?
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