Running a One on One weekly sales meeting
If you are like most sales leaders with the want or need to be running weekly meetings with your sales team it is a balance between support and accountability, without being a micro manager.
You want to bring value and help drive the mission but you don’t want to come across like you don’t trust them and they don’t want to look at it as they are being looked at through a microscope.
However, you also can’t have a team of individuals all running their jobs differently without guidance and transparency of activity.First off if you are not meeting with your sales team every week start there.
I am sure you have dealt with an employee leaving or being fired and their accounts had been missed managed and you are lost as to how they got there.
How did you not know you were bleeding order and clients were leaving and unhappy? That employee was likely saying all the right things, and you probably had a feeling something was not adding up.
Without weekly check ins and accountability, it is very easy to be blinded to the facts.
START MEETING WITH EACH SALESPERSON WEEKLY FOLLOWING THE BELOW STRUCTURE!!!! PLEASE!!!!
Biggest thing about these meetings is keep them short, straight forward, and to the point. Salespeople don’t want to spend a lot of time in meetings, but these are necessary for success so make the agenda simple and stick to it. Do not ramble or over coach or spend too much time talking about non mission critical things. A long-winded leader will be primarily ignored.
Simple pipeline review that is very straight forward that I have used very successfully to guide an efficient meeting goes as follows:
Pertinent company updates
– Keep these two things that impact your sales-persons role or clients
– Review each open opportunity for the following information
– What has happened
– What is stopping it from closing
– what is the next step we plan to take
Activity review from previous week (depending on your environment you’ll only relate to a few of the following):
– What went well
– What prospecting was done and what successes happened
– What meetings happened and how did they go
– where did they struggle or fall short of the goals
Activity planning for the upcoming week
– who will be called
– how many meetings will they book
– how many contacts will they make
– who needs to be contacted to move a deal forward
– what next steps were determined in earlier part of meeting that needs a due date and outline of strategy and tactics
Role play one or two scenarios you are seeing your team struggling with or messaging you want them to start using with prospects.
End with “What can I do as your leader to better support you in our mission?”
This meeting should take about an hour, likely less once you get in the groove and everyone knows what to expect and their skill sets, and success starts to get better.