Written by Sean McPheat |
Sales meetings are those events that can make or break a salesperson’s day.
When they are encouraging and inspiring, they can build you up for the whole day and have you motivated to become the salesperson you really can be.
When they’re dull and negative, they can set the scene for your performance for the same day. Sales meetings can therefore lay the foundations for the performance of the whole team.
During our sales meetings, we do the obvious bits and pieces that are needed to update the sales team on how we are doing and which direction we need to go. But I have used a simple question to kick off many of our meetings that not only drives a great discussion; it also creates the motivation for the rest of the day.
I have found meetings tend to focus a lot on the negatives of results or what we haven’t been doing well, or what we need to do in the future. By changing the focus of the start of the meeting, it gives a boost and sets the scene for a framing a positive experience for all.
The simple question is “What are we doing right?”
This can often be greeting with silence, grunts or knee-jerk reactions like “Nothing!”
But if you position it correctly, you can get some really positive stuff.
For example, starting with something like:
“We’ve been there or thereabouts against target all quarter so far, and had some really good leads come through, along with an improvement in customer feedback. I know it’s still pretty tough out there, but, all considered, it’s going pretty well. What do you think we’re doing right at the moment? What’s happening that’s getting us these results and what can we learn from it?”
This will help shape more positive comments and focus on what is good rather than what’s not.
It’s a simple but effective way to start a meeting that will get everyone focusing on what is going well rather than the opposite, and should elicit some good discussions as to the direction you and the team should be following now and in the future.
Originally published: 25 November, 2014