Next Level Sales Coaching

9Sales Meetings

MUCH HAS BEEN WRITTEN about the cost of unproductive meetings (Perlow, Hadley, and Eun 2017). For example, let's assume that you have a weekly, 1-hour sales meeting with 10 people on your team, and they make an average of $150,000 each per year. The cost of that 1-hour meeting is $1,050. If you were to have 50 of those per year, the average annual cost of your sales meetings would be $50,250. The questions you want to ask yourself are: “Are my sales meetings productive? Are they worth the time my salespeople are out of the field/off the phones engaged in a non-revenue generating activity?” If you answered “No” to one or both questions, then be glad you have this book in your hands right now because we have gathered best practices from over 2,500 sales managers on how they conduct productive sales meetings. What's in this chapter could add some potential value to your sales organization and your sales team.

What we're going to do in this chapter is to share with you a proven sales meeting process because we believe that there are certain elements that every sales meeting should have. We realize you need to mix it up from time to time and we're going to give you some ideas and best practices of other activities you can weave into the sales meeting process we are providing. You can bring these activities into your sales meetings when needed, without breaking away ...