6 Ways to Improve the Productivity of Your Sales Meetings

business meeting sitting at round table from above 6 Ways to Improve the Productivity of Your Sales Meetings

Don’t make your salespeople dread attending sales meetings by wasting your time and theirs. Learn 6 ways to make your meetings as productive and fulfilling as possible.

  1. Prepare a Detailed Agenda

Establish expectations for what your meeting is going to entail by preparing an agenda ahead of time, and distributing it to the sales team. By doing so, you’ll be giving your team time to process what the meeting will focus on and providing room for preparation, even if it’s just a few notes.

In addition to being sent out ahead of the meeting, your agenda should provide as much detail as possible. Nobody likes walking into a meeting feeling prepared and then realizing that it’s going to be much different than they anticipated. Giving added detail within the agenda will clarify expectations and get everyone on the same page before the meeting even begins.

  1. Limit Meeting Time

When you establish the agenda for your meeting, it needs to have a purpose. If the meeting’s agenda can be summed up over email, there’s no reason to waste everyone’s time. If you feel that an in-person meeting would be most valuable, you’ll need to ensure that it’s limited to exactly what needs to be discussed. Try to keep the discussion focused on the key issues laid out in the agenda.

There’s no reason why your meeting should go over an hour and a half; if it goes longer than expected, it’s often best to table the discussion for another time. By coming back to the discussion at a different time, you’ll bring new perspectives and ideas to the conversation that you might not have thought of the meeting prior.

  1. Energize

Start out the meeting by energizing the sales team. This can be done through a simple open conversation or a team builder. Energizing the sales team can be especially beneficial if the meeting requires a lot of discussion between team members, or if certain sales reps need a little warming up (new hires, for example). Bringing positive energy into a meeting can also create a healthy, rewarding meeting environment that can help pave the way for productive discussions and progress.

  1. Create a List of Actionable Items

By the end of the meeting, each sales rep should have a list of goals and actionable items to work on. Everyone should be clear as to what they need to work on following the discussion, and all loose ends should be tied up.

If you’re not going to hold your sales reps accountable for the work that they need to accomplish, there’s no point in making a list of actionable items. By the time the next sales meeting comes, you should be ready to hold each employee accountable for their work. Have they fulfilled their duties? Do they deserve special recognition? Or do they need constructive criticism on ways to improve their work? These are the questions you’ll need to answer after every meeting.

  1. Motivate and Reward

More often than not, sales reps love receiving recognition for their efforts. Ensure that if someone’s gone out of their way to excel in their position, they get rewarded and recognized; however, it’s important to make this a consistent process. Running out of time is never an acceptable excuse for not providing appropriate recognition and feedback to sales reps. By making it as consistent as possible, and only recognizing those that deserve it, you’ll be giving your sales team something to look forward to at each meeting, or at least something to strive towards.

To encourage the utilization of your Customer Relationship Management (CRM) software, consider creating incentives to help motivate and reward your sales reps for successful CRM usage. Your reps will be motivated to utilize the software and you’ll be able to reap the rewards.

  1. End the Meeting Positively

Regardless of what’s been covered in the meeting, always do your best to end the sales meeting on a positive note. Announce any successes that have been made since the last meeting, recognize hard work and strong team efforts, and always look ahead to the future.

Ending a meeting on a negative note or one that doesn’t inspire confidence is never a wise decision. You’ll want your sales team to be motivated and engaged in their work, not put down or unenthusiastic because of a sales meeting.

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