Selling With Noble Purpose, 2nd Edition

CHAPTER 17Sales Meetings That Inspire Action (from Everyone)

The tribe is hyper‐aware of what's being celebrated, and when you celebrate those that are moving in the right direction, you create a powerful push in that direction.

—Seth Godin, author, entrepreneur, and teacher

Sales meetings are a chance for celebration and sharing. The question is, what are you celebrating, and what are you sharing?

Sometimes people think Noble Purpose means ignoring sales numbers or, even worse, getting rid of sales targets. I say “even worse” because if you're serious about your Noble Sales Purpose, you need to measure it. Your numbers reflect how well you serve your customers, so you want to celebrate that every chance you get.

You also want to connect the dots for your team to show them what the numbers represent, which is customer impact. A few small tweaks can dramatically improve the impact of your sales meeting effectiveness and create a deeper emotional connection to customers for your team.

Let's look at the traditional approach versus what happens when you frame things through the lens of your NSP.

What strikes you about the difference in approaches? Look closely; the facts about sales results, rewards, and products are actually the same. It's the framing that changes. This is how you as a sales leader can point your team toward customers. This approach can be used in a small weekly ...