When you have a sales organization, you have several components that are very important of course. That includes things like a functional lead production system, an effective, closing sales force that has that ability to produce significant revenue with whatever it is they are selling, you also need administrative components such as paperwork, data entry, delivery, installation, manufacturing or the such.
These are the most important things overall, however, since we want to do whatever we can to stack the deck in our favor, we need to have one other key component that encompasses all of the others previously mentioned. STRUCTURE!
If you fail to provide structure for your group of sales people, you aren't going to grow beyond a certain point.
In the morning meeting, you want to be able to have provide a super positive work environment with enough incentive for people to work, motivated, happy and diligent.
A good general approach to running a morning meeting would be as follows:
- Have a good sound system that plays specifically for your sales force. Play high energy, recent pop, techno, rave type, euphoric music. Also, disco, pop remixes, pop hip hop. Anything that gets the energy up in the meeting room. Play it in the background until the meeting is to begin. Turn it down just before taking role call.
- Get statistics from your reps and agents from the previous day. Mark them in a book of statistics as an office record that you can use later to track your averages. Have the group congratulate each sales with a round of applause and a cheer.
- Talk about sales. Have sales people talk about the details of the sales they made. What the customer liked the most, and how they asked for the sale etc.
- Go over training for the day. Training should be only 30-60 minutes max. Cover a different training topic every day. One day, might be about paperwork, the next about prospecting and the next about closing or how to overcome objections.
- Cover goals and administrative updates etc.
- Have a mantra or saying that your group recites or sings together in unison before finishing your meeting. This will help to develop a group unity and comradeship as silly as it sounds.
This is just a basic outline the kind of structure you should have in your meeting, especially for organizations that do face to face selling. You want to keep your sales team successful by keeping them working while at the same time providing them with the training and structure they need in order to flourish and make a high quantity of quality sales for your business.
Your sales meeting needs to happen every work day so that your salespeople can associate and trade knowledge and converse. Many people return to their job simply because they like the people they work with and/or the environment they work in. Having a positive sales meeting is the best way to bring everyone together.
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