Sales teams are constantly seeking ways to improve their performance and boost their results. Since time is money, you need to use it only for strategic meetings or meetings that can make a difference.
Let’s explore five essential meetings that every sales team should regularly hold.
What sales meetings do you need to run?
If you own or work for a small or medium-sized business (SMB), you’ll know that all too often, meetings can prove little more than a productivity killer. And while there are some great benefits to be gleaned from sharing ideas and talking through scenarios, the time commitment is not just confined to the meeting itself. There’s all the preparation and follow-up involved which takes time too.
Does it mean that face-to-face meetings are a thing of the past?
Not necessarily. But it’s time for us to rethink the way we communicate with each other and how we approach meetings.
There are at least 5 types of meetings that you should hold regularly.
1. Weekly pipeline review
To kick things off, it’s crucial to have a weekly stand-up pipeline review. The idea here is to keep the meeting concise and productive.
During this meeting, the team should go deeper into tactics with their top-performing sales reps to maximize the chances of closing deals. One crucial aspect to consider is the use of a checklist for each opportunity. For instance, ask questions like, “Do we have a company ambassador? Have we gauged product usage? Have prospects attended webinars?”
Avoid referencing specific individuals by name; instead, focus on the sales team itself.
2. The cleaning session
Sometimes, you might find that a deal has been lingering for too long with no concrete progress. In such cases, it’s essential to clean up your sales pipeline.
A clutter-free funnel benefits everyone. This meeting should also serve as an opportunity to discuss best practices.
For instance, consider sending a tactful goodbye email to prospects who aren’t showing much interest. By doing so, you maintain professionalism and open the door for future interactions.
Remember, it’s not about the person, but the company.
3. Best practices sessions
This meeting is all about team bonding and sharing insights. Keep higher management out of this session to encourage open discussions.
Sales reps can discuss common challenges, share successful tactics, and seek advice from their peers. Whether it’s dealing with difficult customers or determining the best time to reach out, this session is a chance to learn from one another.
Some teams even opt for more informal settings, like sharing ideas over beers or during lunch.
4. Show and tell
Sales reps often need to be a bit of a showman when demonstrating their products or tactics. To nurture this skill, hold a “Show and Tell” session where individual reps can showcase a great tool or a smart tactic they’ve used.
This session provides reps with the opportunity to shine in front of their peers, helping them improve their presentation skills.
In a world dominated by scripted webinars and demos, it’s a chance to let their personalities shine through.
5. Individual pipeline reviews
Individual meetings are hugely important to keep sales reps on track and motivated. They’ll help you determine what drives each team member and how to coach them effectively.
During this session, explore their personal pipelines, discussing the challenges they face, what comes easily to them, and what excites them. The goal is to gain a deeper understanding of the individual’s motivations and how to help them excel.
How to run productive sales meetings?
At OnePageCRM we champion stand-ups.
Like any modern tech company, every morning our dev team congregates, coffee in hand, to discuss their progress from the previous day and plans for the day ahead.
Once a week, we also bring our customer support and marketing teams for cross-company collaboration.
Within five minutes everyone is up to date on what the others are working on. No phones, no notes, no chairs, no pens—efficiency at its finest!
Some features you can expect to find at a meeting in OnePageCRM are:
- Keep the meeting small: Only those who have to be there should be there.
- Set an agenda: Set an agenda and keep it short. Too many agenda items, and you risk losing focus.
- Be timely: Start on time and don’t cover old ground for people who turn up late. And if you can finish early, that will be a nice surprise.
- Have a decision maker: Without a clear decision maker, meetings can easily go off course, a technique championed by Google.
Finally, keep your meeting focused on the outcomes you want to achieve. If you have a goal at the start, make sure you have achieved it, have a list of next actions, and know who is responsible for each action. Check out some other good meeting tips on the Asana blog.
Sales success depends on your sales team
Sales success goes beyond just relying on tools and technology. Building a strong, cohesive sales team that values direct communication and learning from one another is equally important.
These five meetings can help your team stay on track, clean up your pipeline, bond with colleagues, improve presentation skills, and foster individual growth.
By implementing these meetings, you’ll be better equipped to meet your sales goals and adapt to the ever-evolving business landscape.
