Make the most of your time by touching on these common (and not so common) sales meeting topics.
Meetings. Every sales team has them; few, however, truly know how to make them engaging, productive, and inspiring. But with the right sales meeting topics on your agenda, every meeting can be a source of team-building, sales-boosting ideas, and problem-solving.
Better still, efficient, productive meetings can save money for your company. A recent study by Atlassian suggests that $37 billion are lost to unnecessary meetings each year.
What can you do to make your meetings productive? There are plenty of exciting and relevant sales meeting topics that can help keep your audience engaged.
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10 Sales meeting topics that any sales team can use
1. Establishing trust
The most critical component to a salesperson’s job is trust. You have to build rapport with your clients if you want them to do business with you. Dedicate part of your meeting to discussing the various ways your salespeople can connect with their prospects.
2. Pursuing leads
You know prospecting is difficult for new (and sometimes experienced) salespeople. Share your expertise, get the room to brainstorm ideas, and talk about how not to prospect. Sales meeting topics like this can save you money by eliminating wasted time, but there’s also the potential to bring in more money when your salespeople start forging relationships with new leads.
3. Key opportunities
You may have plenty of potential buyers in the pipeline, but that doesn’t mean you need to address every single one during your sales meeting. Instead, focus on the most robust opportunities, those buyers that are about to convert, or prospects that might be interested in making larger purchases. Don’t waste time on leads where there’s no real movement.
4. Setting goals (for you)
Setting goals isn’t so much a topic as it is a best practice. When you think about adding structure to your meetings, part of that should include a clear goal. This will give your salespeople objectives to focus on and help keep the meeting on time. And remember, you don’t need to solve every problem in a single meeting. Pick two or three goals you want your team to reach and talk about how they can achieve them.
5. Setting goals (for them)
Setting goals isn’t just for your meeting. For salespeople, setting goals is an important way to plan and measure success. You can set goals for individual salespeople or for the entire team, just be open to input and feedback. Don’t just set goals, though. Discuss different ways to reach those goals. Is it making more cold calls? Following up more quickly? Closing more sales? Closing fewer, but more lucrative sales?
6. Qualifying leads
Make sure that your salespeople are as efficient as possible with their qualifying to avoid wasting time on leads that will never convert. Establish best practices, guide your team through different ways to qualify a buyer, and reinforce the importance of honing in on leads that are most likely to turn into sales. (We’re biased, but we think Call Logic is an ideal software to track leads, contacts, and strategize your sales campaigns.)
Many great sales pitches start with effective sales scripts. Some salespeople feel like scripts are disingenuine, but a good script can help to keep your team focused and concise. Some of your staff no doubt already use scripts, but even they will likely learn something from a scripting workshop, making it one of the most useful and productive sales meeting topics you can introduce.
Closing is as much a science as it is an art. While some of it has to do with an individual’s people skills, much of it has to do with the way your salespeople approach a close. Go over closing scripts, perhaps even engage them in hypothetical situations and put their skills to the test. This will help both you and them by highlighting the aspects of closing where each salesperson is strong and where each one needs a little work.
9. Mind the time
Start on time and end on time. The only thing worse than showing up for a sales meeting that isn’t ready to begin is sitting in a sales meeting that’s gone overtime (and probably not for great reasons). Some of the time management is merely watching the clock, but in some cases it’s necessary to negotiate around topics, questions, and problems that come up. That could mean tabling the discussion until later, meeting one-on-one with a salesperson, or altering the sales meeting topics to address an urgent issue. Whatever you decide, your team will appreciate the attention to keeping things on time.
10. Inspire your team
Finally, try with every sales meeting to inspire and motivate your team. You’re a salesperson, after all. Use the same enthusiasm in your meetings that you would use in a sales call. Get them excited. Get them motivated. Show them what success looks like and guide them towards it.
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