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.
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.
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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.