Effective sales force management depends on organization and focus, two things that many people feel are also major impediments when it comes to regular company sales meetings. If you and your sales team are beginning to dread meetings and feel as though not much is accomplished by them, here are some tips to help you get your meetings, and your sales force back on track.
Whether you are holding a routine meeting or a special meeting to discuss an important issue, it is important to take the time to prepare an agenda. Merely inviting people to talk about an issue with no direction or focus is a recipe for disaster. Even for the shortest meeting, an agenda will help the participants to focus and be more productive. An agenda will also let participants know what to expect, what will be covered in the meeting and what won’t be.
Keep your meetings as short as possible. Most people can’t devote their full attention to a meeting lasting longer than thirty minutes. If you need to go longer, include a break or two and consider breaking up the large meeting into two separate meetings. Your meeting participants will appreciate the break, and having breaks or splitting the meeting into two meetings will give your sales team time to organize their thoughts and become more effective contributors.
You should also think before automatically inviting all of your sales staff to each and every meeting. If not everyone has something to contribute, leave them out of the meeting and send them an email with notes on the meeting afterwards. Sales people have busy schedules, and they will probably appreciate being left out of a meeting that doesn’t really involve them in the first place.
An agenda will help bring focus to the meeting, but even the most well-planned agenda can fall by the wayside if you allow your sales people to focus on tangents and non-meeting related issues. Of course, stopping all conversation the minute that it starts will only create resentment, but it is perfectly okay to take control of the meeting, offer your opinion on the topic, and then politely suggest that the meeting should move forward.
Sales meetings are a great way to discuss issues, put forth new ideas, and keep your sales team running smoothly. Make sure that your sales meetings stay productive and on task and you will be well on your way to more effective sales force management.
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