5 Tips on Prepping for Data-Driven Sales Meetings
Sales meetings? I know what you’re thinking:
“If we are meeting, then we aren’t selling, right?”
Yes, this is true, but if you take a step back and view the big picture, you might see some of the blind spots you and the team are missing. Meetings help your sales team understand their customers and the sales process better. After establishing your sales goals, meeting are used to both remind the team of those objectives and give them the tools to achieve them. Before diving into how to run your meetings, it’s helpful to understand why they are important.
• Gatherings let Sales Team Members see how their performance contributes to the overall company goals.
• It’s an opportunity for each member to benchmark themselves against their teammates.
• It’s an opportunity for you to provide short term feedback on their performance (this is especially helpful when they’re working on longer-lead-time deals).
• It gives you a chance as a leader to acknowledge good work and encourage team building.
So where do you even begin when prepping for these meetings? We have 5 helpful tips that will set up up for sales success.
1. Set a Clear Objective and Agenda...then share it out!
While you might know exactly why you’re meeting, not all your reps will, so be sure to advise your team on WHY they are attending your sales meeting. We all know sales folks are driven by money and if they are giving up precious selling hours, it’s helpful for them to know why. Here’s an example: “In this meeting, we’ll teach all sales representatives to XYZ. We’ll know we have been successful when XX percent of our reps make quota within XX days of this meeting.”
Preparing and sharing an agenda in advance will also be helpful for managers and reps alike. This will serve as your roadmap for each meeting and allow for each team member to prepare for any questions, concerns, wins they want to share in advance.
2. Be consistent. Be accountable.
In the book 4 Disciplines of Execution, they explain that having regular and consistent meetings, that happen at least weekly, create a cadence of accountability and rhythm. It’s an opportunity for Sales Managers to invest in the team as a whole each week, while giving team members an opportunity to step away from the whirlwind of daily calling and emailing for support.
3. Be prepared
Going into a meeting, Sales Managers should already know the key sales performance metrics for each individual rep centered around pipeline, deal averages, sales funnel and deal analysis. If this means spending time the evening before in prep, it’s time well spent. This will cut down on time in the actual meeting that your reps would spend recapping these stats. If your dashboards are up to date, this review shouldn’t last more than 15 minutes.
4. Time is Money
Start on time. End on time. And don’t waste time getting to the data review. While it’s important to have data-driven meetings, reps want to make that money, so be efficient and stick to your agenda. Meeting should last no longer than 30-40 minutes.
5. Lead with a dashboard front and center. Always.
Having a visual scoreboard lays all the cards on the table so you can see if your sales team is winning. A dashboard helps narrow the team’s focus on the key performance indicators and keeps everyone on their toes with a healthy dose of competition. Data doesn’t lie when it comes to what sales rep is closing the most deals.
If you follow these 5 tips, you’ll be prepped for crushing your weekly sales meeting every time while empowering your entire team to dig deeper in their sales tactics and close more deals.
Want to hear more? Check out the next post in our series with guided steps for leading a successful sales pipeline meeting.