Ten Components of a Successful Sales Meeting

The organizer of a successful sales meeting has the tremendous task of creating a cohesive flow, staying on task for corporate requirements, providing a comfortable atmosphere all the while showing employees that they are valued.

Contrast your goals against the current needs of your workforce ( and sales environment)- whether those be the need to celebrate major wins, the need to motivate struggling teams, or the need to educate on new products, you have a wide variety of outcomes and sales meeting themes.

However, we’ve identified some top meeting components that work well in a variety of themes and sales climates.  Below are top ten sales meeting components that will help you pull off a fun and productive sales meeting.

Sales Meeting Goal Alignment

Sales meetings can sometimes go off track, but it can surely be averted by design.  It is absolutely crucial to keep the goals of your sales meeting event in tune with those of your company, and of course sales goals.  For example, if you have an aging product line, stay away from product education and focus on relationship building.  If your company is pushing into a new market, present that market, its likely personas, and a game plan for how to win in an educational way.  If your sales are faltering because you have a young staff, bring out your most experienced and have them tell stories.

Focus on Deficiencies based on Research done before the Meeting

This is a really basic statement- but focusing on what your team is lacking is a crucial piece of perfecting a sales meeting.  Starting months ahead of time, start surveying your sales team to find out what they need.  Let them identify internal failures, lack of knowledge and relate back what customers are asking them for in the field.  Couple this with current sales data, and you have the entire point of your next meeting.

I know this sounds trivial- but asking, and GETTING feedback on group deficiencies- whether it be anonymous or named, only makes sense.

A Clear Sales Meeting Agenda with Downtime

Clarity of schedule is important in everything from elections, to meetings, to your daughter’s choir concert.  Your sales meeting is no exception.

An agenda that clearly states times, locations, dress code and expected refreshments and food is important for the mind and body.

Just as critical, is the ability for event attendees to look at an agenda, and spot period of rest and a way to spot a time to connect with colleagues.  Having a sales staff just talk to each other can be the best part of a sales meeting- no matter how exceptional the rest of the event may be.

Gamify the Best Sales Stories for your Sales Meeting

Nothing beats a good sales story.  Whether it is by luck, perseverance, relationship or brand, the retelling of a path taken by a salesperson to get to a sale is educational and motivating to others.  This does not mean, however, that the story with the highest dollar value is the BEST story.

Make your attendees storytellers- and have them group up in small odd numbered groups and decide among themselves what is the best story between them.  Let this method continue speed dating style and count up votes for favorite stories.  Let this home grown favorite tell their sales story to the group at large.

This activity works on many levels as it – provides trust in your team to make the best decision, allows for new interpersonal contacts between your team members, and lets your bright story tellers shine (and aren’t story tellers the best sales people any way?

Recognize Top Talent, but Look Forward

Top sellers are best recognizes for their own benefit.  Nothing is worse than hearing in the crowd “oh look, Marcie won top seller AGAIN”.  Recognize your sellers, but more importantly, recognize the methods that SUCCEEDED in creating that winner.  A person can’t be emulated, but a method and a madness can be replicated by NEXT year’s top seller.

Weave your Message throughout the Sales Meeting

Don’t let your message and tagline die once it gets printed on the welcome banner and on your agenda.  Hammer it home.  You’ve chosen your message for a reason- and convincing your speakers and your staff to restate your tagline again and again will make your event memorable.  It’s not about being annoying, it’s about sharing what your company thinks is important, and what you want your staff to think is important as well.

If your Sales Meeting is not Off Site you are Off your Rocker

Just don’t.  Although your cafeteria is pleasant, it’s not a way to focus.

Holding sales meeting offsite is imperative- Spend the money and get everyone to a far off city, to a hotel banquet hall or just to the local lake shelter- doing so will pay dividends later.

Why hold a meeting offsite?

• Get your people away from the anxiety of the work that an office represents.
• Show you value them enough to serve BBQ beef.
• Let creativity flow by forcing the mind and body into a new physical arena.
• It mixes up the seating chart!
• It’s often way more comfortable.

So let your offsite meeting be a mental health recharge for your staff.  It’s a worthwhile investment.

Present Sales Theory

While your sales meeting might include the best product introductions and education that your engineers and purchasing staff can muster, what your sales team really craves is how to sell better.  Learning the latest in sales theory, understanding human behavior, learning about the basest of human needs and desires can only improve their A game.  Bring the latest gadgets and sales brochures, but don’t forget to leave room for sales knowledge.  Where can you can get this?  Fly in an author,  hire a speaker, or find a top salesperson from another industry to relate their knowledge.

Invest in their craft.

Share Buyer Behavior and Client Profiles

Any sketch artist in the criminal justice sector understands the same thing as your sales staff : know who you are looking for and how to spot them.

A Buyer Profile is a visual representation (usually on paper) that showcases the personality, influences, demographics and other properties of individuals in your target markets.

Hire a Graphic Facilitator for Live Interaction and Storytelling

A Graphic Facilitator can bring a new level of excitement, life and interaction to your meetings.  Consider using a graphic recorder to Listen for and Draw Out What has been said and heard on a Quote Wall, Work through Customer Journey Mapping to bring out the best in your staff, use a graphic recorder to showcase your vision through a live drawing event, brainstorm the latest challenges, or embark on a fun and exciting Fiercest Competitor Design Workshop.

Remember, your goal is to love on employees, provide a comfortable environment, breathable schedule all while implementing the goals of your meeting.  Do consider me as a new and exciting add on to your next event.  Some people end up calling me Marker Matt.  Bring me in and you can too!