Set the Pace for the Race with Fast Relevant Sales Meetings
As a young sales rep I asked my manager why we were having a sales meeting today and he told me, “Because it is Monday morning.” As a young top performer I took the liberty to respond, “that’s funny, I was not aware we sold Monday mornings.” I did not realize how insightful it was at the time as my goal was pure sarcasm. Monday at 8 is a really poor reason to hold a sales meeting. Make your sales meetings unplanned and relevant. Duplicate content will not only kill your SEO, it will kill your mojo too!
Schedule training. Schedule repairs. Schedule time with the tax professional but let your team meetings be on demand and do not allow any time to dread them. Yes, you will have a lower average attendance with unscheduled meetings. But…
1, it has now been proven time and time again that planned time weekly sales meetings kill productivity for hours before and after it and
2, whatever they happen to miss probably is probably more important to your pride they hear it than it is to their ability to do their job.
2) Have a standing sales meeting
Have a walking sales meeting. Is your team stuck inside most of the time? Go outside and walk and talk. If you notice that you are having a hard time keeping attention during your walking sales meetings then next time carry a water balloon with you. You will have the fixed and full attention of every person the entire time.
MAKE SURE that when you pull your staff from their job that what you have to say is more important then what they were doing or it is in the company’s best interest to leave them alone! Some people say something when they want to talk and some people talk when they want to say something. Make sure you have motivational, educational or team aligning content in a prepared message to deliver a high energy quick message and make sure your message also says “it is important to not waste company time and let’s get this done and get back to work!”
4) Let the critics be judged
Do you have that one team member that makes your meetings less than effective? We have all been there. Prepare four solid subjects and pass the torch to them. Let them know they will be handling the next four meetings. They need to prepare the meetings and their next performance evaluation will based solely on how effectively they are able to get the team to adhere to these four goals. Then be their biggest cheerleader but let them do it and follow through on the program. At the end take a moment to explain that this experiment is your job. Every evaluation on you is about your ability to get the team to adhere to the goals in these meetings. This has the effect of both sharing how tough the job is without someone being a jackass and puts some shared responsibility and ownership in their court. I have used this tactic many times and been able to turn my problem into my best meeting helper without fail.
Another way to say it is; “I suck at my job and I am only going through the motions. I expect no more from you.” If you have ever used this phrase or one like it in a team meeting then NEVER do it again. Personally, if I heard one of my team leaders doing this I would walk them to their car myself. For starters, we do not have to do it and everyone knows that taxes death are the only non avoidable issues in life.
Secondly, what kind of salesman are you? We have to do it? Is this ever the right approach? Maybe. The only exception to the rule of never using this statement is when you have delivered a high impact and highly motivational presentation and you are pulling on the need you just built as the “have to” factor. The point is, when you say we have to do this you are saying do it or your fired and that is weak leadership and will rarely if never produce the results you are paid to get.
Whatever it is, regardless of your feelings, is somebody above you trying their best. Your job is to give them the best shot at keeping everyone employed and making money. If you are as much better at their job as you think you are then you will prove it by respecting the company goals and working to achieve them. Managers who provide half assed attempts to realize company goals are no better than the half assed orders you’re asked to promote. Sell it. Make your team the only one to achieve it. Turn it into success and then you are right, you truly are the better man for the job. The difference now is you are not the only one to know it.