Are weekly sales meetings a waste of time?

I hear from both salespeople and sales managers about the pros and cons of the weekly sales meeting.

Want to find out if a sales meeting is an asset or a waste of time?  Consider these 10 questions:

1. Do people view the meeting as “update session” where people update what’s happening?

2. Is the conversation one-sided with the manager doing all of the talking?

3. Is time spent at the meeting going over reports people submitted previously?

4. Is time spent at the meeting doing status update on supply-chain issues, finance, etc?

5. Is the agenda and the topics discussed the same every week?

If you answered “yes” to questions 1-5 above, then you should begin to question why you’re having a meeting.

6. Do you take time on a regular basis to allow for discussion and input on sales opportunities?

7. Do you spend time on personal development, allowing for salespeople to learn and apply new skills or refresh existing skills?

8. Does the team interact with when another and challenge each other in a positive manner?

9. Can salespeople leave the meeting knowing they will be more impactful with their customers as a result of the meeting?

10. Do the salespeople view the meeting as being for their benefit?

If you answered “yes” to questions 6-10, then you’re having a sales meeting for the right reason.

Your answers to the 10 questions will vary based on your position.  Sorry, sales managers, your answers don’t count. It’s how your salespeople would respond to these 10 questions that really matters.

Far too many weekly sales meetings are held purely so sales management can say they met with their people, rather than are held to truly grow the business and move it forward.

The reason is simple: Sales managers see having a sales meeting on a topic as their insurance should something go wrong.  They use it as their excuse when something goes wrong by telling their boss  how they did their part by holding a meeting.

It’s time we get real.  If your meeting is nothing more than an update, stop having meetings and use email.

On the other hand, if you’re serious about moving your organization forward and allowing your salespeople to succeed, then make the meeting beneficial to them rather than you.

Isn’t it ironic that we teach salespeople to focus not on themselves, but rather on the needs of the customer, yet too many sales managers have meetings that are focused on their needs rather than the needs of their salespeople?

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


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