There’s nothing more frustrating than a two-hour sales meeting that could have been an email. In any sales team, time is valuable, and any wasted time equates to fewer sales and reduced company revenue.
Mark Hunter of The Sales Hunter hypothesized, “There are too many weekly sales meetings that are nothing more than a way for a sales manager to check something off their task list. If this is the motivation behind the meeting, I’d bet my last dollar that the meeting is NOT helpful to the people in it.”
To add insult to injury, Fortune Magazine predicted that a company of 20,000 salaried employees with an average salary of $100k will spend $300 Million annually on time wasted in unnecessary meetings.
However, there is a solution. Sales meetings can add value to a sales process when planned and executed effectively. The ultimate goal should be to have a team feel motivated and ready to meet their sales goals as soon as they leave the meeting room.
There are numerous ways of doing this, including:
- Bring data to the meeting - sales dashboards are handy for this
- Engage in creative role play and story-sharing
- Assign homework tasks
- Invite subject-matter experts to the meeting
- Encourage discussion and interactivity