{"id":2668,"date":"2018-01-17T16:15:00","date_gmt":"2023-10-18T16:15:30","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=2668"},"modified":"2023-10-18T17:35:46","modified_gmt":"2023-10-18T17:35:46","slug":"shake-up-sales-team-meeting-agenda","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/shake-up-sales-team-meeting-agenda\/","title":{"rendered":"6 Creative Ways To Shake Up The Sales Team Meeting Agenda"},"content":{"rendered":"\n<p>At the appointed hour, everyone comes shuffling into the conference room. Well, almost everyone &#8212; there\u2019s inevitably going to be a few that straggle in 10 or even 20 minutes later. Some will sit and discreetly look at their phones, hidden in their laps. Others will bring in their laptops, only glancing up from the screen if they\u2019re asked a direct question.<\/p>\n<p>This could be a description of almost any meeting, but if it\u2019s your sales team meeting, you have a problem.<\/p>\n<p>Great sales managers already know that if you\u2019re going to bring the team together, it better be for an important reason. After all, simple status updates about where a particular account or deal is at can be shared through a phone call, email or text. Same with information about company policies, or even changes to the comp plan.<\/p>\n<p>Sales team meetings should be where everyone learns something new, input is gathered and decisions are made. If your agenda covers those areas, you\u2019re on the right track. Some examples of items that should be a regular part of the agenda might include:<\/p>\n<ul>\n<li>CRM usage &#8212; how healthy is the data in <a href=\"https:\/\/www.salesforce.com\/ca\/products\/sales-cloud\">Sales Cloud<\/a>, and where do reps need to share more information in order to get a better sense of the pipeline, goal status, trends and so on?<\/li>\n<li>Opportunities and threats &#8212; what does the CRM tell the group in terms of issues that may pertain to particular kinds of accounts or for the customer base as a whole? What ideas does the team have to address them?<\/li>\n<li>Trends in performance &#8212; what\u2019s holding up deal velocity and what can the team (or management) do to accelerate more closes?<\/li>\n<\/ul>\n<p>Of course, some of these areas will be of greater interest to those managing the sales team versus those in the trenches, who may wish they could just stick with written reports rather than getting together. That\u2019s why you should think of other areas of discussion that would touch on things they care about. Think of these as \u201csegments\u201d in your meeting. They don\u2019t have to take a lot of time, but they could add a lot in terms of impact:<\/p>\n<h3>1. \u201cPump Up The Volume\u201d<\/h3>\n<p>Usually people come to a sales team meeting in a strange, almost awkward kind of silence. When they\u2019re not on the phone or in meetings, however, chances are that reps are listening to their favourite music. Ask a different team member before each meeting to share a track that gets them particularly motivated or energized before they begin their first outreach to customers in the day. You may find it helps the team understand their coworker\u2019s tastes and preferences in a way that makes them a little more human.<\/p>\n<h3>2. \u201cIn The News\u201d<\/h3>\n<p>No matter what you\u2019re selling, there will always be many changes taking place across the industry. This could include a recent M&amp;A between two of your customers, changes in leadership at a major account, or even macroeconomic trends like a shift in overall spending that has been noted by research. Think about opening your meeting with a brief overview of the trends or stories that stand out, and discuss what they might mean for what the sales team needs to do in terms of approaching customers and prospects.<\/p>\n<h3>3. \u201cWe Shall Overcome\u201d<\/h3>\n<p>Being a sales rep means hearing objections &#8212; sometimes the same ones over and over again. Sales team meetings are an ideal arena in which to arm reps with strategies, tactics or even additional information they can use to persuade customers to think differently about whatever\u2019s stopping them from making a purchase. When these work, they become morale-boosting stories that should be shared in detail with others in the group. Carve out time for this in each meeting and you\u2019ll convey a sense of progress that the entire company is making as it refines its pitch or value proposition.<\/p>\n<h3>4. \u2018Sell Me This Pen\u2019<\/h3>\n<p>In the movie The Wolf Of Wall Street, there\u2019s a now-famous scene where Leonardo DiCaprio\u2019s character tests the abilities of a potential hire by asking him to make a pitch for something as commonplace as a writing tool. Some companies now even use this in the hiring process, but it could be a fun way to close the sales team meeting if you use it for a role-play exercise. Find volunteers in advance to be the customer, but be spontaneous in selecting or asking for a volunteer to do the pitching. Keep it short and encourage the others to shout out advice. Change what they need to sell to keep it interesting and consider offering a prize for an outstanding performance, even if it\u2019s just buying them coffee the next day.<\/p>\n<h3>5. \u2018Here\u2019s What I Noticed\u2019<\/h3>\n<p>Great managers not only say \u201cgood job!\u201d to their staff &#8212; they get specific about the behaviours and actions that demonstrate a real effort to provide value to customers or the organization. Why not end each sales team meeting with at least a few of these observations, whether it\u2019s how a rep used data from the CRM to win more business, how they collaborated with the marketing team or even how they built upon something they learned in the previous meeting to change their approach to selling? Describe what they did in as much detail as possible &#8212; and finish off with a sincere thank you. That\u2019s the best way to finish any employee gathering, but especially a sales team meeting.<\/p>\n<p> <span id=\"authorRoot\" path=\"\/content\/blogs\/ca\/en\/authors\/\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales team meetings should be where everyone learns something new, input is gathered and decisions are made. If your agenda covers those areas, you\u2019re on the right track.<\/p>\n","protected":false},"author":1,"featured_media":2670,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"sf_justforyou_enable_alt":true,"optimizely_content_id":"","post_meta_title":"","ai_synopsis":"","_jetpack_memberships_contains_paid_content":false,"footnotes":""},"sf_topic":[4],"sf_content_type":[],"coauthors":[2],"class_list":["post-2668","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","sf_topic-sales"],"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>6 Creative Ways To Shake Up The Sales Team Meeting Agenda - Salesforce<\/title>\n<meta name=\"description\" content=\"Sales team meetings should be where everyone learns something new, input is gathered and decisions are made. 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