Sales meetings are essential for sales teams. But too often, a sales meeting may come out of habit and are not always used to be productive. A great sales meeting agenda can help with productivity.
A sales leader should never hold a meeting unless it’s needed. Unfortunately, over 33 percent of meetings go to waste, and leaders typically judge their own sessions more favorably than do other attendees.
Want to get a handle on your next weekly, monthly, or quarterly sales meeting? If you lead a sales team, incorporate these items on your next sales meeting agenda.
1. Good News
For team sales meetings, be sure to add good news to your sales meeting agenda. This helps set a positive tone for your quarterly, monthly, or weekly sales meetings. Ask for members to share recent accomplishments, such as landing a huge account or closing an important deal. Include a brief icebreaker by adding a fun question to the sales agenda with the expectation that each attendee will share their unique answer.
2. Pipeline Updates
With recurring sales meetings, one of the main purposes is to touch base on potential sales. Solicit updates on where each salesperson is with their leads, deals they expect to close, and the progress they’re making toward their quota. Pipeline updates are crucial in any sales meeting agenda because they help prioritize the team’s activities.
It’s normal for members of a sales team to run into challenges. By including challenges as part of the sales meeting agenda, you allow for the time necessary to discuss challenges openly as a team. Lead a discussion of hurdles that threaten to interfere with targets. Is there a holiday that could hold up sales? How many people will be out on travel or vacation? Are there other internal or external departments getting in the way?
4. Feedback on Leads
Feedback on leads is an important item for sales teams to discuss. You can’t expect sales to improve if you don’t examine prospect feedback. Ask for reactions to the company, sales pitches, and other aspects. If you have to cut your sales meeting agenda short, do not skip this agenda item.
5. Updates to Sales Metrics & KPIs
During sales meetings, it’s important to cover metrics as they relate to the team’s sales goals. Avoid focusing on individual performance. Instead, discuss weekly, monthly, and quarterly numbers and progress toward sales goals and where the team is compared to where they should be.
6. Informational Updates
This is the time to disseminate information that generally doesn’t get to individual members. Keep the team posted on product updates, policy changes, marketing campaigns, and any other information that members of the sales team need to meet their targets.
7. Competitor Updates
Each member should prepare ahead of time insights they’ve gained from observing competitors. Sharing these updates allows the company to carve a niche in the market and learn better ways to do things. Consider doing an in-depth look into one major competitor, discussing their sales strategy, new products, or pricing.
8. Sales Pitches
Sales meetings can be used as a way to hone your selling techniques. By including this in the agenda, you can carve out a time within the meeting to work on your pitches as a team. Consider allowing 10 minutes for someone to present their pitch to the other members for feedback. An alternative is to have each member give a one-minute pitch, which would solicit constructive criticism from the others.
How to Run Team Sales Meetings
For insight on how to run team sales meetings, we featured some tips from Gabriel Moncayo, CEO of AlwaysHired, a sales Bootcamp for people who want to get their foot in the door at the best technology companies.
The Importance of an Agenda:
The agenda of a sales meeting is important. Because sales are so performance-based, my recommendation for weekly, monthly, and quarterly meetings is to send the sales metrics as part of the agenda. When sales metrics are sent prior to the meeting, both the manager and the sales team know the metrics ahead of time, which will help steer the conversation in the meeting. You’ll notice that your sales meetings are more efficient, productive, and to-the-point.
Structuring Team Meetings
Step 1 – Short Ice-Breaker, Game, or Conversation
To start the meeting, consider setting the tone with an ice breaker or something fun. It doesn’t have to be too long, but just enough to get people talking. An example of this could be, after thanksgiving, simply asking the team what their favorite Thanksgiving dish is. It’s a fun way to start the meeting and to get people talking and engaged in conversation.
Step 2 – Open With Something Positive
To start the meeting, address the team with something positive. This is the first part of the “build-break-build” method, which is Steps 2 through 4 in this process. Sharing something positive begins the sales meeting on a high note, helps provide positive reinforcement. This could be a positive piece of news or a sales metric that has recently improved.
Step 3 – Provide Hands-On Support for Areas of Improvement
After sharing something positive, it’s time to move onto a team area that needs room for improvement. This could address the quantitative area of improvement, like a regression in sales KPIs, or qualitative area of improvement like something inappropriate that was to a customer. Then, give some positive, hands-on support or training to remedy the issue as a team. It’s important to make time for hands-on group support because it demonstrates to the team that this is the approach to try to fix the issue.
Step 4 – Wrap up with Another Positive
As the last step of the “build-break-build” model, managers should finish the meeting with another positive piece of news. This could also be highlighting the recent work of a team member closing a sale, or as a support system to help others on the team. This helps to boost morale as the meeting comes to a close.
Step 5 – Summarize Key Points
To successfully end your meeting, you’ll want to summarize the meeting with the next steps and takeaways – these can be ways to improve, reiterating positive feedback, or both. And be sure to send a follow-up email to summarize key takeaways and any action items in writing, so the team is clear on the next steps.
No single sales review meeting agenda fits all teams. But knowing how to structure a sales meeting with a consistent agenda will increase the team’s productivity. These 8 tips listed should be considered when reviewing what makes sense for your sales team. Of course, recurring sales agendas can (and should be) updated as necessary for your team, and what needs to be discussed on a week-to-week basis.
Streamline Your Sales Meetings
Yoyomeeting is a web-based meeting minutes software that can help sales teams streamline their meeting process. Not only can yoyomeeeting help you set an agenda for sales meetings, but it can also record meetings, and help with meeting recaps. Get your free 2-week trial today!