Next Level Sales Coaching

10Sales Huddles

TEAMS FROM ALL DISCIPLINES rely on huddles: medicine, manufacturing, athletics, software development, financial services, and the military, to name just a few. In sales management, as in other fields, the purpose of sales huddles is to get everyone on the same page, at the same time, and send them into the game with focus and enthusiasm. Huddles typically include brief updates, recognition, skills reinforcement, accountability, and motivation.

Sales huddles are essentially condensed versions of sales meetings that are shorter in duration and held more frequently. Generally speaking, the frequency of sales meetings and huddles is directly related to the length of the typical sales cycle. For example, a team of financial advisors building their pipeline might have a team sales meeting once a week and a huddle once a day. Most contact center teams have huddles every day at the start of the shift. Find the right frequency for your team. Sales huddles should be quick and inspiring, and highlight a sales skill. Don't let operational issues overwhelm the agenda. Keep a “parking lot” for problem solving and other items better addressed at a later time.

I want to go to practice. I want to be in the huddles. That's me.

—University of Tennessee women's basketball coach Pat Summit

Benefits of Sales Huddles

For some reason, a lot of companies have an overinflated view ...