{"id":51612,"date":"2015-09-09T19:20:00","date_gmt":"2022-10-18T19:20:05","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=51612"},"modified":"2022-11-02T02:15:16","modified_gmt":"2022-11-02T09:15:16","slug":"avoid-these-7-most-common-sales-meeting-mistakes","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/au\/blog\/avoid-these-7-most-common-sales-meeting-mistakes\/","title":{"rendered":"Avoid these 7 Most Common Sales Meeting Mistakes"},"content":{"rendered":"\n<p>The vast majority of sales meetings are actually demotivating rather than focusing and improving your salespeople\u2019s efforts for the week. That\u2019s our thesis and something we\u2019re now researching at <a href=\"http:\/\/www.salesitv.com.au\/home\/\" target=\"_blank\" rel=\"nofollow noopener\">SalesITV<\/a>.<\/p>\n\n\n\n<p>If you\u2019re a manager running poor meetings, don\u2019t be surprised if you\u2019re salespeople are running low quality client meetings. Now is a good time to take responsibility for making the success of sales meetings a priority.<\/p>\n\n\n\n<p>Over the past 20 years in my career, I&#8217;ve witnessed many sales meetings across 28 different countries and here are the most common 7 sales meeting mistakes. A good place to start seeing more success in your meetings is trying to avoid these:<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-mistake-1-losing-sight-of-purpose\"><b>Mistake #1: Losing Sight of Purpose<\/b><\/h2>\n\n\n\n<p>What is the purpose of a sales meeting? Here\u2019s the test \u2013 If your sales meeting isn\u2019t creating more sales then it\u2019s not a sales meeting. Make sure the content you cover and the conversations you have are focused on improving the quality of customer interactions and the quantity of sales during the week. Avoid using your sales meeting as a convenient time to share information.<\/p>\n\n\n\n<p>Monday morning is prime time for motivating and focusing action, not slowing your people down with administration.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Mistake #2: Starting Late<\/b><\/h2>\n\n\n\n<p>When you start a sales meeting late, you send your sales team a message that you either don\u2019t value their time or that punctuality is not important. This significantly impacts the way your people approach client meetings throughout the week.<br><br>Remember, if it\u2019s worth a meeting, it\u2019s worth starting on time.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Mistake #3: Being Unprepared<\/b><\/h2>\n\n\n\n<p>If your salespeople are not prepared for your sales meeting, their behaviour is a reflection of the way they feel you approach the sales meeting. If you want to run a great sales meeting, you\u2019ve got to prepare for it.&nbsp; The best time to do this is on Friday afternoon before you leave the office rather than rushing through it on your way to work on Monday morning.<\/p>\n\n\n\n<p>Think about the last sales meeting you ran. Were you genuinely prepared to run a meeting that improved behaviours, customer experience and sales?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Mistake #4: Allowing Absenteeism<\/b><\/h2>\n\n\n\n<p>Very few clients will ask for a meeting on Monday morning that they wouldn\u2019t prefer on a Friday afternoon. Don\u2019t let your salespeople make excuses for not attending the sales meeting. This destroys the credibility of the meeting. At the same time, don\u2019t let the people in the meeting be mentally absent \u2013 everyone should participate and discuss best practice and selling strategies.<\/p>\n\n\n\n<p>How \u201cpresent\u201d are your salespeople in your sales meetings?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Mistake #5: Wasting Salespeople\u2019s Time<\/b><\/h2>\n\n\n\n<p>My pet hate in sales meetings is a circular share of \u201cwhat\u2019s in the diary\u201d. I\u2019m a huge fan of collaboration but unless you\u2019re digging in to individual opportunities and sharing ideas on how to make a client meeting more effective; then the value for other salespeople knowing about it is very limited. If it can be shared on a spreadsheet or email \u2013 it probably doesn\u2019t belong in the sales meeting.<\/p>\n\n\n\n<p>Ask yourself: Is what is being discussed valuable for the majority of the people attending?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Mistake #6: Lack of Variety<\/b><\/h2>\n\n\n\n<p>If you ate your favourite meal every day for a month, you\u2019re likely to become bored with it. Similarly, if run the same sales meeting every week don\u2019t be surprised if both you and your salespeople start to go through the motions. If you ask the same questions every week your salespeople will just get better at making up answers you\u2019d like to hear. A structure and operating rhythm are important but remember that people need variety so change up the meeting format a little each time.<\/p>\n\n\n\n<p>How much of your sales meeting is just going through the motions?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Mistake #7: Failing to Display Intensity and Focus<\/b><\/h2>\n\n\n\n<p>A sales team\u2019s intensity and focus is a reflection of their sales leader\u2019s intensity and focus. So, you need to make sure that you are in the right emotional state to run a sales meeting. Bring you\u2019re \u201cA game\u201d for meeting with you most important client \u2013 your sales team.<\/p>\n\n\n\n<p>If your people emotionally approached customer meetings the way you approach your sales meeting how successful would they be?<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><b>Stop Making Mistakes \u2013 Start Running Great Sales Meetings!<\/b><\/h2>\n\n\n\n<p>At SalesITV, we\u2019re waging war on boring and demotivating sales meetings.<\/p>\n\n\n\n<p>Too many companies are destroying productivity by filling their salespeople\u2019s diaries with meetings that don\u2019t contribute to increased sales. So, at the very least, avoid these 7 common sales meeting mistakes and make sure your sales meeting is the most important meeting this week.<\/p>\n\n\n\n<p>To learn how Salesforce <a href=\"https:\/\/www.salesforce.com\/au\/work\/\" target=\"_blank\" rel=\"noopener\">Work.com<\/a> helps supercharge sales performance, view demo:<\/p>\n\n\n\n<div class=\"layout-one wp-block-salesforce-blog-offer\">\n\t<div class=\"wp-block-offer__wrapper\">\n\n\t\t<div class=\"wp-block-offer__content\">\n\t\t\t<h2 class=\"wp-block-offer__title\">Salesforce Performance Platform:<\/h2>\n\t\t\t\t\t\t\t<p class=\"wp-block-offer__description\">Salesforce Work.com Helps Supercharge Sales<\/p>\n\t\t\t\n\t\t\t\t\t\t\t\n\n<div class=\"wp-block-button\"><a class=\"wp-block-button__link\" href=\"http:\/\/www.salesforce.com\/au\/work\/overview\/?d=01300000029dcG\">WATCH DEMO<\/a><\/div>\n\n\t\t\t\n\t\t\t\t\t<\/div>\n\n\t\t<div class=\"wp-block-offer__media\">\n\t\t\t\t\t<\/div>\n\t<\/div>\n\n\t\t\t<div class=\"wp-block-offer__graphics wp-block-offer__contour\"><\/div>\n\t\n\t\t\t<!-- Standard Illustration -->\n\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__illustration\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-illustration-layout-one.png\" alt=\"\">\n\n\t\t<!-- Small Accent Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__accent\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-accent-layout-one.png\" alt=\"\">\n\t\t\n\t\t<!-- Left Side Illustration -->\n\t\t\n\t\t<!-- Cloud Illustration -->\n\t\t\t\t\t<img decoding=\"async\" class=\"wp-block-offer__graphics wp-block-offer__cloud\" src=\"https:\/\/www.salesforce.com\/au\/blog\/wp-content\/themes\/salesforce-blog\/dist\/images\/offer-block\/offer-cloud-layout-one.png\" alt=\"\">\n\t\t\n\t<\/div>\n","protected":false},"excerpt":{"rendered":"<p>The vast majority of sales meetings are actually demotivating rather than focusing and improving your salespeople\u2019s efforts for the week.<\/p>\n","protected":false},"author":1,"featured_media":51616,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"e64685cfc9c7418396e66f44414e430f","post_meta_title":"","ai_synopsis":"","jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[2468,2470,2631],"sf_content_type":[],"coauthors":[2650],"class_list":["post-51612","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales","sf_topic-sales-strategies","sf_topic-work"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>Avoid these 7 Most 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