Planning a Successful Sales Meeting

• Plan your meeting by setting the rules and desired outcome
• Start on time and finish on time
• Identify the meetings main purpose and plan your agenda accordingly
• Always start with a review of the big wins or success stories – this puts everyone in positive frame of mind
• Most sales meeting main purpose and plan your agenda accordingly
• Setting company-wide sales goals for the components, for example
• Announcing changes to the product line or other technical enhancements
• Updating sales skills
• Announcing charges to corporate policy
• If you only need to discuss one or two of these items, you’re better to send an email
• Discuss most important items first, then general topics
• These meeting are a great opportunity for sales training
• Sales training is no longer just about the basics (planning for sales calls, relationship building, cold-calling techniques and time management) What is it about?
• Better techniques include trust-building, empathy and rapport, self awareness and motivated

For more information, see Jay Somerset’s ”Planning a Successful Sales Meeting,” Contact Winter 2008, 4 Mar. 2013