Written by Sean McPheat |
7 June, 2012
You constantly hear about all of the great and positive things you can do to conduct a successful sales meeting and all of the inspirational tips and motivational tricks you can use to help encourage and train a sales team.
However, for every positive action that can inspire, there is an equal and opposite negative action that can destroy any hopes of having a successful sales meeting.
So quickly, here are three common mistakes sales managers can make when conducting a sales meeting.
Often a sales manager can intimidate sales people, causing a counter-productive result. This intimidation can come in the subtle form of assigning challenges and goals that are well out of the reach of the sales person. Unrealistic sales targets or those that the sales person cannot comprehend or believe can intimidate, frighten and embarrass the sales person.
Also, some managers try to use negative motivation as a tool believing that fear is a stronger motivational force than desire. While it is true, that fear can get people to do things they might not otherwise do; unfortunately, that includes the good as well as the bad things.
While the sales manager may never have a conscious goal to demean sales people or put someone down, it happens all the time in the sales meeting. When a sales person has a problem, or is not performing well, it is easy to use that person’s situation as an example. Never point out someone’s shortcomings in a group sales meeting. Always discuss a sales person’s negative issues in private. Also, remember that as I explained in the post, “The Zero Tolerance Approach to Sales Management,” that a sales person’s failures…are actually YOUR fault!
By definition, to subjugate is to bring a group under control or submission by force: to overwhelm, overpower and conquer them. Unfortunately, such is the organisational philosophy of many sales managers. Demanding better performance is not managing. To lead, people must be willing follow of their own free will, not by force.
Be careful not to build yourself up, in meetings. Instead, uplift the team. In addition, never demand the team do things that you cannot, have not, or would not do yourself. You want to LEAD, not RULE. In sales meetings, be careful not so issue orders or commands. Instead, offer objectives and action plans to reach those objectives.
It’s ALL Sales
To intimidate, berate or subjugate are three deadly sales meeting mistakes you must avoid.
Just as in dealing with a prospect, with your sales team, you need to PULL, not PUSH. You need to ASK not TELL, and you need to HELP not SELL.
Sean McPheat MTD Sales Training