confusedWe talk about the need to be productive, yet we find ourselves conducting sales meetings that are a waste of time.

If people don’t leave the meeting and do something different than what they would have done otherwise, then the meeting is a waste.

Focus of the meeting should not be on reviewing numbers and sharing updates with each other. There are far better ways to do that.

If the time and money is going to be spent bringing the sales force together, then the focus must be on something that is going to create change.

Here are 6 questions to ask:

1. Are the priorities of the meeting clear to everyone who is coming and who will be presenting?

2. Is there a process in place for each person to know the objectives that need to be accomplished after the meeting is over?

3. Is time allotted in the meeting for discussions at both the high-level and the customer level regarding issues that may impede results following the meeting?

4. Is the field sales force going to leave the meeting with a more positive impression and respect for the company and leaders they work with?

5. Has each person who is going to present been properly trained in how to present and is their message going to resonate with the audience?

6. Is the meeting going to adhere to the culture of the company?

I’m talking about this topic for one reason. I’ve attended far too many sales meetings that are an absolute waste of time!

The sales meeting must be seen as important as a top-to-top sales meeting with your largest customer.

If you’re having a sales meeting in the coming months, give me a call or email me and let’s talk.

I would love to be part of your upcoming meeting and have the opportunity to do a keynote.  Why?  Simple:  I’ll make sure your sales team leaves with a clear understanding of what it is they need to do and the enthusiasm to do it.

Copyright 2013, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.

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