Improving Sales Performance
  • Home
  • Frameworks
  • Solutions
    • Consulting & Coaching
    • Workshops & Events
    • Peer Groups
  • Resources
    • Blog
    • Books and Newsletter
    • Worksheets, Webinars, Ebooks
  • About
    • Our Founder
    • Our Team
    • Testimonials
  • Contact

deliver more value with this one sales meeting tip

1/28/2021

 
Female team member gives sales tips to colleagues during sales meeting
Weekly sales meetings are a great way to keep your team focused, and brainstorm new approaches and techniques. Ideally, they will motivate your reps to give their best. Of course, the overall effectiveness of your sales meetings depends on how much effort you put into them. 

Let's talk about one sales meeting tip that will really add value to these meetings without having to stretch your bandwidth to its breaking point. Here it is. Each week, have one of your sales reps present a miniature case study of a successful sale. That's it. Seems simple, right?

This can quickly become one of the most practical and motivating pieces of your weekly sales meeting. 
Why do we say that? For one reason, we are hard-wired to learn through stories. Stories (including case studies) help us to retain key facts. They also enable us to form emotional connections that can motivate us to change our actions — and even our thinking patterns.

So when your sales rep shares a success story with the other team members, they'll be in a better position to emulate his or her techniques. Plus, they'll be more motivated to do so. It's like they're multiplying their own experiences by those of their colleagues!


Now, let's dive into the benefits for each person/department when you add this sales meeting tip to your weekly meetings.

The Presenter

This is a great opportunity for the presenting sales person to practice his/her skills. After all, a large part of the sales process is presenting information in an appealing, clear, and concise manner, right? The presenter also gets to hone his/her technical skills with PowerPoint, Google Slides, or whichever presentation platform your company uses.

Moreover, they get a chance to celebrate their recent success with the team, and receive recognition for their efforts. There isn't a sales person on the planet who doesn't
love getting recognized.

The Other Team Members

Your other sales reps get some peer-to-peer feedback, and the opportunity to ask questions about what worked for the presenter, and why. As a result, the presenter's success story can be a great frame of reference for the other team members as they work with leads of their own.

Because they're learning from a peer, the other team members will be able to tap into a broader array of experiences to help them close sales. As they do so, they'll move down the learning curve more quickly, gain confidence and momentum, and improve their own sales performance. It really is a win for everyone!

The Sales Team as a Whole

When the entire team gets to share an experience like this, it coalesces as a tighter, more cohesive unit. The team gains more internal trust, a greater sense of collaboration, and a deeper level of engagement with the work, and with each other. 

The Sales Manager

The concept of letting a sales rep present to the other members of your team - in effect, training them to be more effective — is "servant leadership" at its finest. Instead of thrusting yourself into the limelight, you're demonstrating trust in those under your supervision.

You're allowing each one of your sales reps to leverage his/her own unique strengths in order to achieve the goal. And then you're empowering them to tell others about their experience.


But what if a presentation doesn't go so smoothly? Here's the thing. Even a lackluster presentation provides you, as the sales manager, with a training opportunity. You get to see the sales rep in action. If he/she needs some constructive feedback, then you can provide it afterward in a private setting.

The Marketing Department

Let's not forget your marketing team. If you let them sit in on this section of the sales meeting, they'll get to hear firsthand what motivates customers to buy, and what your sales reps use (and wish they could use) to close the sale.

Plus, your marketing team can easily turn these success stories into public case studies or testimonials. If you need to align marketing and sales, this is one way to start building that bridge.


Set at New Standard with This Sales Meeting Tip​

Here's the main takeaway. If you let a different sales rep present to the team each week, it will be a big win for everyone involved. Give it some thought. If you haven't tried this already, then start with one of your top performers. Trust them to set the standard for your team.

If you'd like more insights on how to improve sales performance for your SMB, be sure to
sign up for our newsletter, contact us directly, or explore our website for valuable resources and webinars.


Comments are closed.

    Meet  Me

    Picture
    I’m Karl Becker and I help individuals and organizations improve how they sell. My focus is on clear, concise, actionable solutions.

    In short, I'll show you how to increase performance and generate more revenue.

    This blog shares approaches, tools, and ideas that I have seen create success.

    If you’re interested in discussing anything, please reach out.
    Sign-up For Newsletter

    Archives

    February 2023
    January 2023
    December 2022
    November 2022
    October 2022
    September 2022
    August 2022
    July 2022
    June 2022
    May 2022
    April 2022
    March 2022
    February 2022
    December 2021
    October 2021
    August 2021
    July 2021
    June 2021
    May 2021
    April 2021
    March 2021
    February 2021
    January 2021
    December 2020
    November 2020
    October 2020
    September 2020
    August 2020
    June 2020
    April 2020
    March 2020
    February 2020
    October 2019
    September 2019
    August 2019
    May 2019
    April 2019
    March 2019
    February 2019
    January 2019
    December 2018
    November 2018
    October 2018
    September 2018
    August 2018
    July 2018
    June 2018

    Categories

    All
    Audience Engagement
    Building Trust
    Case Studies
    Change Agent
    Decision Maker
    DiSC
    Lead Generation
    Marketing And Sales
    Marketing Funnel
    Revenue Equation
    ROI
    Sales Alignment
    Sales Challenge
    Sales Compensation
    Sales Foundations
    Sales Funnel
    Sales Leadership
    Sales Management
    Sales Meeting
    Sales Performance
    Sales Pipeline Velocity
    Sales Success
    Sales Systems
    Sales Tasks
    Sales Team
    Sales Team Communication
    Sales Technology
    Sales Tech Tools
    Sales Tips
    Solution Selling
    Target Audience
    Thought Leader
    Value
    Virtual Sales Meeting
    Working Remotely

    RSS Feed

Improving Sales Performance
hello@improvingsalesperformance.com

© Improving Sales Performance. All Rights Reserved.


  • Home
  • Frameworks
  • Solutions
    • Consulting & Coaching
    • Workshops & Events
    • Peer Groups
  • Resources
    • Blog
    • Books and Newsletter
    • Worksheets, Webinars, Ebooks
  • About
    • Our Founder
    • Our Team
    • Testimonials
  • Contact