Join our Waitlist for Expert Advice!

6 Secrets to a Successful Sales Meeting You owe it to yourself and your team to run sales meetings they will be productive and engaging. Here are six ways to spice up the agenda.

By Kevin Higgins Edited by Dan Bova

Opinions expressed by Entrepreneur contributors are their own.

lerablog.org

Sales meetings are a critical component of a great sales culture -- an opportunity to build the skills of the entire team and motivate them. In each meeting, if you provide your team with just one idea, strategy or tactic that will improve their game, and motivate with some positive reinforcement or reward, you will see a gain in productivity and sales results.

Here are six keys that guarantee your next sales meeting will help deliver the results:

1. Start with an energizer. Begin your meetings on time and start with some fun. Reward those who are punctual to help eliminate the lateness factor.

From week to week you'll find my team doing trivia games, telling funny stories, sharing sales highlights of the week, or discussing their focus for the month ahead.

2. Keep it simply simple (K.I.S.S.). Always ask, "Does this item need to be in the meeting or could it be done outside the meeting or as pre-work?"

Related: Tips to Manage a Successful Sales Team

Keep it simply simple with four steps: Make sure the pace of the meeting is fast, create the right atmosphere by ensuring it is fun, add value by helping the team better execute on a key sales skill that will help them close business and have shared ownership, meaning you have the members share content on a regular basis.

3. Have three rules for individual updates. When discussing personal updates make sure the topics are small and the answers timed, so they don't take over the meeting or sap the team's energy.

To ensure individual updates don't take up too much of the sales meeting, follow these three rules: set time limits, create different themes around successes, like key learnings and future focus and know when to take individual issues offline.

4. Motivate and reward. You must build motivation into every team meeting. The sales team has a tough challenge and needs to feel supported and recognized. This isn't about big gifts or exceptional moments -- the simplest "thank you" can have great meaning.

Think about sorting the rewards into different categories. You can make them fun, competitive, team-based, recognition-based or even externally focused, such as getting input or recognizing someone outside of the sales team.

Related: Gordon Ramsay's Lessons for Motivating a Sales Team

5. Capability activity. Every sales meeting must stretch and challenge team members' skills to keep them at the top of their game. Capability activities can focus on prospecting, networking, lead generation, client meetings, presenting solutions or closing. The capability activity is all about ongoing skill development and is the key to creating value at the meeting.

6. Standard agenda. If you follow our format, you'll have a standard, consistent and easy-to-follow agenda that will keep you focused and on track. With it, you can reduce your meeting preparation time dramatically. Keeping your agendas in a folder for reference will also ensure you don't repeat any of the fun and creative segments.

With these six keys, my sales managers have managed to reduce meeting preparation time to 10 minutes or less per meeting, while consistently creating high-value meetings. This focused and consistent investment of your time will guarantee gains in your sales teams' productivity and overall results.

Kevin Higgins

CEO of Fusion Learning

Kevin Higgins is CEO of training organization Fusion Learning, recognized by Selling Power as one of the top 20 sales training companies in North America and as one of Canada’s Top Small and Medium Employers for 2014. He is the author of Engage Me: Strategies From The Sales Effectiveness Source

Want to be an Entrepreneur Leadership Network contributor? Apply now to join.

Side Hustle

At 16, She Started a Side Hustle While 'Stuck at Home.' Now It's on Track to Earn Over $3.1 Million This Year.

Evangelina Petrakis, 21, was in high school when she posted on social media for fun — then realized a business opportunity.

Health & Wellness

I'm a CEO, Founder and Father of 2 — Here Are 3 Practices That Help Me Maintain My Sanity.

This is a combination of active practices that I've put together over a decade of my intense entrepreneurial journey.

Business News

Remote Work Enthusiast Kevin O'Leary Does TV Appearance Wearing Suit Jacket, Tie and Pajama Bottoms

"Shark Tank" star Kevin O'Leary looks all business—until you see the wide view.

Business News

Are Apple Smart Glasses in the Works? Apple Is Eyeing Meta's Ran-Ban Success Story, According to a New Report.

Meta has sold more than 700,000 pairs of smart glasses, with demand even ahead of supply at one point.

Money & Finance

The 'Richest' U.S. City Probably Isn't Where You Think It Is

It's not located in New York or California.

Business News

Hybrid Workers Were Put to the Test Against Fully In-Office Employees — Here's Who Came Out On Top

Productivity barely changed whether employees were in the office or not. However, hybrid workers reported better job satisfaction than in-office workers.