CHAPTER 21

Productive Sales Meetings Align, Equip, and Energize the Team

Sales team meetings are critical to building a winning culture. They foster competition, cast vision, share best practices, challenge the team, conduct training (sales or product), build relationships between team members, and allow salespeople to see that they are part of something bigger than just themselves and their own territory.

I have participated in or observed what seems like countless sales team meetings. Some are wonderful. Many made me squirm in discomfort. I’ve been part of a few I’d rather forget (see Chapter 12). Lately, I have also noticed a trend in several smaller and midsize companies. They have stopped holding sales meetings altogether. It sounds odd, ...

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