Sales meetings are opportunities for your team to come together, share insights and align on goals. Too often, though, these meetings can feel like a chore. One study found that meetings are ineffective 72% of the time, leaving teams feeling drained rather than engaged. Attendees say they often don’t get anything out of meetings because there’s no clear agenda, a few people dominate the conversation or there’s no clarity on next steps.
It doesn’t have to be this way. Livestorm’s Molly Hocutt says by making a few changes, you can turn routine sales meetings into truly productive experiences. We share her thoughts on why sales reps tend to dread meetings and how you can change that in this issue of PromoPro Daily.
Reason: They have no clear purpose. Meetings can quickly get derailed without a clear purpose. People may start talking over each other and crucial topics may never get addressed.
What to do about it: Hocutt advises setting a clear agenda with topics that need to be covered. Share the sales meeting agenda in advance and let everyone know their role in achieving the goals of the meeting. End the meeting with a CTA or a follow-up on action items.
Reason: They feel one-sided. If only one person talks, it may give the impression that only their input is valued. As a result, everyone else may tune out.
What to do about it: Makes sales meetings feel like a true team event by starting with an icebreaker. Hocutt says this is a great way to build stronger relationships and trust. You could also ask open-ended questions that force sales reps to think critically about the topic.
Reason: There’s a negative atmosphere. Don’t allow bad vibes to destroy a meeting. Hocutt says it’s hard to motivate people or help them improve when they bring negative attitudes into the room.
What to do about it: Hocutt suggests outlining a clear code of conduct for your sales team meetings and holding everyone accountable. You can also encourage creative problem-solving and collaboration instead of criticizing. And, she says, be sure to celebrate successes — even the small ones.
Reason: Your team isn’t comfortable with each other. Maybe you’re dealing with personality classes or feelings of unequal treatment. Or maybe team members aren’t communicating well, which can lead to a general sense of discomfort.
What to do about it: Routinely check in with each team member to address any issues before they become bigger problems. Hocutt says you should also create an action plan to set clear expectations and goals for the entire team.
Your team shouldn’t dread sales meetings. When you set clear agendas, encourage participation and celebrate successes, sales reps will start to see meetings as opportunities rather than obligations.
Compiled by Audrey Sellers
Source: Molly Hocutt is a content manager at Livestorm, a video engagement software.
