Putting together a sales meeting takes countless hours and a financial investment. There’s nothing worse than hearing that sales people dread going to it. Here are six tips to change the perception of your sales meetings.

1. Think of your sales people, not as employees, but rather as event attendees

This mindset puts you on the right track for putting together a sales meeting that gets your sales people jazzed. It forces you to see the meeting from their point of view.

2. Ask for their input

Most sales meeting agendas are the result of executive and sales management input only. Rarely does anyone ask the sales people what they want covered in the meeting. A great question to ask your sales people is:

‘For this to be a great sales meeting, what will have been accomplished?’

By getting their perspective on outcomes, you can then craft the sales meeting to accomplish those.

Related: How To Ruin Your Next National Sales Meeting

3. Engage them during the meeting

Don’t have lecture after lecture… unless you are providing pillows for the sales people. Make the sessions interactive. Have breakout sessions where small teams can work on projects. For example, if you don’t have a needs analysis or handling concerns guide, this is a great time to construct them.

4. Share best practices

Most sales people will tell you that their favourite sales meetings were the ones where they learned from their colleagues. Be sure to have plenty of brainshare opportunities during the meeting to foster best practice sharing.

5. Plan breaks

Remember your audience. Sales people hate to sit still. Their minds are on the calls and emails they are missing. Plan 15-minute breaks – two in the morning and two in the afternoon – to keep them focused on the meeting content.

By doing this, you can set the ground rule of no email, texting or calls during the meeting. After all, if the meeting content is designed to help them sell effectively, you can’t have them distracted.

Related: Run Effective Sales Meetings

6. Request feedback

After the meeting, ask for the team’s feedback on it. But, don’t just ask for it, act on it. People often feel that no one bothers to read their surveys so they don’t spend any time on them. Make sure your sales team knows you have read their comments and considered their recommendations for future sales meetings.

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Lee Salz
Lee Salz is a sales management strategist specialising in helping companies build scalable, high-performance sales organisations through hiring the right sales people, on-boarding them effectively and efficiently, and aligning their sales activities with business objectives using his sales architecture® methodology. He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of the award-winning book 'Soar Despite Your Dodo Sales Manager.' Lee is a featured columnist with SalesforceXP Magazine and the host of the Sales Management Minute. Coming soon is Lee's new book 'The Sales Marriage...How to Hire and On-Board the Right Sales People.' He is a results-driven sales management consultant and a passionate, dynamic speaker. Learn more about Lee at
Lee Salz
Lee Salz

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