Let me brutally honest with you. Salespeople hate going to sales meetings. Here’s why:
First, salespeople are action oriented. They don’t like sitting around. It’s not in their DNA. For most of your sellers, school was a painful experience for this very reason. Your sales meetings remind them of being in school.
Second, salespeople receive compensation from being engaged in sales activity, not from sitting in meetings. Every minute in a meeting is a minute that keeps them from making money.
Finally, salespeople hate going to meetings because they’ve endured so many bad meetings. They would rather have a root canal. At least with that you get pain killers.
You Can Do Better! Tips for More Effective Sales Team Meetings
The great irony about sales meetings is this: they have the amazing potential to transform your team. When done right, they can light the fire of passion within your sellers’ souls and equip them for excellence.
Here’s how to do them right: The four I’s of great team meetings:
- Inspiration: Begin every sales meeting with some kind of recognition or reward, however small. It sets a positive tone to the meeting and injects it with powerful emotional energy.
- Instruction: Sales is a complex skill that, like golf, is never fully mastered. Follow inspiration with real world instruction on how to get better in executing your sales process.
- Interaction: Don’t let your meetings become one-sided monologues. Use others to help lead them and create opportunities for dialogue and discussion. Adults learn best this way.
- Information: Just like in a sales call where we don’t dump data on prospects, don’t dump information in your meetings. Take time for corporate communication, but make it the last thing you do and keep it brief.
Use these four I’s in every sales meeting you lead and watch the hate turn to love.