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10 Sales Team Meeting Topics to Cover Every Year

Wednesday, January 18th, 2012

No matter how many sales team meetings you conduct each year – weekly, monthly or otherwise – there are a handful of topic categories that make sense to re-visit every year. As you make your 2012 sales team meeting plan,here are 10 topic categories most sales teams can benefit from reviewing every year.

1. SWOT. Look at your Strengths, Weaknesses, Opportunities and Threats and make a plan to address those each year. They change from year to year.

2. Objections. These can also change year to year based on the economic environment, your industry, competitor moves and your own pricing, products and business practices.

3. Seasonal selling plans. Before selling seasons or holiday seasons, it makes sense to set a plan to either capitalize on a selling season or keep deals moving during a vacation/holiday season.

4. Current Events. Take time each year to look at the economic and business environment at your top customers. What is happening in their business and how should you respond. Your customers’ businesses change year to year.

5. Book Discussion. Read a new book and discuss as a team. Keep growing, developing new ideas and gaining knowledge.

6. Guest Speakers. Invite guests to join or lead meetings each year. Fresh perspective is a great infusion of energy.

7. Pipelines.  Look at pipelines, analyze current pipelines and make sure everyone is clear what a healthy pipeline looks like and actions to take to get there.

8. Challenges. At least each year, put common challenges on the table for discussion. Leave with solutions to 5-10 common challenges and make progress year after year. Don’t settle for the same problems year after year. Be problem solvers and, therefore, leaders in your companies.

9. Start, Stop, Continue. Assess your sales practices for what is working, what is no longer working and what you should try.

10. Competition. Take time to review and analyze your competitors. They are changing year after year. Make sure you know what they are up to and what you should do to compete.

As you plan your 2012 meetings consider these 10 topics. Of course, sales team meeting topics from these categories are available at the Meeting to Win Store.  Subscribers get unlimited access to 100+ topics across 20+ categories.  Visit the Meeting to Win Store to review topics.  Become a Meeting to Win Subscriber for access to all topics.

Happy New Year from Meeting to Win.

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Sales Team Meeting Idea – End of Year Sales Lessons

Friday, December 16th, 2011

It’s the end of a another crazy year!  Hopefully, this one was full of successes for you and your team.  This is a great time of year to reflect on what’s worked, what hasn’t and head into the new year with a few lessons to apply.  Here is an idea for your next sales meeting.

First, celebrate!

Current Year Success Celebration

Each salesperson, list your greatest sales accomplishment in the current year (think all the way back to the beginning of the year, too):

  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  6. __________________________
  7. __________________________
  8. __________________________

 Now, reflect…

Sales Lessons from Current Year

As a group, reflect on the sales experiences you’ve had during the current year. 

  • As a group, create a comprehensive list of all the sales lessons learned during the year you are just completing, 2011.
  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  6. __________________________
  7. __________________________
  8. __________________________
  9. ___________________________
  10. ___________________________
  • What was different in the 2011 vs. 2010?
  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  • What do you expect to be different in 2012 vs. 2011?
  1. __________________________
  2. __________________________
  3. __________________________
  4. __________________________
  5. __________________________
  • How will you apply the lessons of the current year to the year you about to enter?

_________________________________
_________________________________
_________________________________
_________________________________
_________________________________ 

Each person, share what they will apply from the discussion and work of this meeting:

_________________________________

Happy New Year!  Enjoy another year full of sales successes and lessons.  Thank you for visiting our blog.  Stay tuned for sales team meeting ideas throughout the year – or, become a Meeting to Win subscriber and gain immediate access to 100+ sales team meeting topics plus new ones delivered weekly.

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Halloween Sales Team Meeting Idea: What Scares Your Customers?

Monday, October 31st, 2011

Happy Halloween. What scares your customers?  Today is a great day to ask yourselves that question and, more importantly, alleviate those fears.

Fear is a powerful sales motivator.  Consumers spend money on many products and services (vitamins, alarm systems, etc)  because they are afraid of what may happen if they don’t.  Your customers are no different.  They may spend money on a solution from you because they are afraid of the problem you solve.  Today is a great day to recognize their fears and double-check yourselves to make sure you are actually alleviating their fears.

  • As a team, look at your top accounts.  Each person, examine your top 2.
  • Before the meeting, each rep should list their customers’ fears as they understand them.
  • During the meeting, each rep should share their top cutomers’ fears and the solutions your company provides or is proposing to alleviate those fears.
  • IMPORTANT: For those top accounts where the rep isn’t clear about “what scares their customers”, set a plan to help them learn their fears. 
  • Then, each person share how the customer feels about these solutions.  Is there still fear?  Why?  As a team, come up with ideas to mitigate the customers’ fears in each case. (Action Items.)
  • Outcome: Each person leaves with specific actions to take in each account to alleviate or confirm that you have alleviated the fears of your top customers.  Also, those who aren’t sure what scares their top customers should leave with a plan to learn their fears so they can complete this exercise with all the top accounts.

Happy Halloween!  Have a great Monday meeting.

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Reading to Win Book Club – The Energy Bus by Jon Gordon

Wednesday, September 21st, 2011

It’s time for the Meeting to Win Q4 Reading-to-Win Book Club. We’ve chosen the book, The Energy Bus, 10 Rules to Fuel Your Life, Work and Team with Positive Energy , by Jon Gordon.  Whether your team is struggling to end the year strong or overflowing with positive energy, this book will give them the extra push and motivation to end 2011 with energy and success.  Buy the book and join us for a 16-week discussion.  Get on the bus with Meeting to Win!

Reading Assignment:  Chapter 1, Flat Tire; Chapter 2, Good News and Bad News

Discussion Questions:

  • Think about whoyou know (or is it you?) that expects things to go wrong?
  • Describe how they make you feel or act?
  • In Chapter 2, George heard some “good news”, but because of his perspective, he missed it.  What opportunities has life handed you recently that you didn’t notice?  Has anything that seemed like bad news, actually turned into good news for you?
  • How did George’s perspective on the news of his car affect his work and family life?

Reading Assignment:  Chapter 3, The Long Walk Home; Chapter 4, George Wakes Up

Discussion Questions:

  • Describe a time in your professional life when you were at risk of “losing it all”.
  • Define “all”.
  • What is the difference between “talking” the game and “playing” the game in a sales role?
  • What evidence exists to prove one is “talking” it or “playing” it?

Reading Assignment:  Chapter 5, No Joy on the Bus; Chapter 6, The Rules; Chapter 7, You’re the Driver

Discussion Questions:

  • What signs do you keep seeing that tell you something needs to change?
  • Think of a time when the “fires” kept getting in the way of the goal.  List out your “fires” from the past week. 
  • Do you have any “rules” for your life?  If so, what are they?
  • Rule #1.  Who is your driver?
  • Beginning finishing the 3 sentences at the end of Chapter 7.

Reading Assignment:  Chapter 8, It’s All About Energy; Chapter 9, George Shares His Vision.

Discussion Questions:

  • Review your visions from the end of Chapter 7.
  • Now, list activities and people who increase your energy and those that drain your energy.
  • Share your vision with someone.
  • Why would now be a good time to make some changes?

Reading Assignment:  Chapter 10, Focus; Chapter 11, The Power of Positive Energy

Discussion Questions:

  • Rule #2.  How can you spend more time focusing on your vision?
  • Do NOT complain about anything for one whole day, then one whole week.
  • Invite others into the No Complaining challenge with you.
  • Rule #3.  Think of three events from the recent past that gave you negative feelings.  What are some other, more positive perspective choices you could have made?
  • Specifically, how can you be more positive at work today?

Reading Assignment:  Chapter 12, George Takes a Walk; Chapter 13, One Great Golf Shot Theory, Chapter 14, Bus Tickets.

Discussion Questions:

  • Start your day with a Thank You Walk around your office.
  • What was your great golf shot from the previous day? If you are in leadership, call each person on your team this week and ask what their success was from the previous day.
  • Rule #4:  Who do you need to invite on your bus?  Visit www.theenergybus.com and get your e-tickets.

Reading Assignment:  Chapter 15, A Very Long Weekend; Chapter 16, Who’s on the Bus, Chapter 17, The Enemy is Negativity.

Discussion Questions:

  • What can you apply the character of Abraham Lincoln to in your role at work?
  • Any idea who your wolves would be?
  • Rule #5:  How can you apply this rule today? What will you do differently to follow this rule?

Reading Assignment:  Chapter 18, No Energy Vampires on the Bus; Chapter 19, The Ultimate Rule of Positive Energy, Chapter 20, George Takes Control of His Bus; Chapter 21, George Has a Dream.

Discussion Questions:

  • Rule #6:  Post your sign.
  • Make a plan to handle your energy vampires.
  • How can you build your positive strength?

Week #9:

Reading Assignment:  Chapter 22, Better Today than Yesterday; Chapter 23, Feeling Good, Chapter 24, Lead with Heart.

Discussion Questions:

  • How can you improve daily?
  • How would people describe your heart?
  • How can you lead with heart?

Reading Assignment:  Chapter 25, Chapter 26, Chapter 27, Chapter 28.

Discussion Questions:

  • Rule #8:  How do you show your “passengers” you really care about them?
  • Based on the “Five Ways to Love Your Passengers” in Chapter 27, dDescribe a leader you know of who really loves their passengers.
  • Look for ways today to invest in people – be  a “love magnet”.

Reading Assignment:  Chapter 29, Chapter 30, Chapter 31.

Discussion Questions:

  • What’s your team’s purpose?  How is your team helping to put a man on the moon (insert your company’s ultimate goal)?
  • Work together as a team for a shared vision or purpose.  What is it?
  • How are your implementing Rule #10?

Reading Assignment:  Chapter 32, Chapter 33, Chapter 34.

Discussion Questions:

  • Visualize your moment of glory.  How will you celebrate?
  • Where can you provide some “joy”?
  • Review the 10 Rules and how you can apply them.

Extra credit:  Follow the The Energy Bus Action Plan in the back of the book. 

Happy New Year!

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The Social Network in Sales

Wednesday, August 24th, 2011

During the month of August Meeting to Win subscribers have been taking lessons from the past year’s top movies.  We’ve covered Limitless, Just Go With It and even Yogi Bear (who by the way, had a real sales problem).  This Friday, each subscriber is receiving The Social Network agenda.

 

Social networks have touched every life.  Whether you are a user or not, you are hit with the new vocabulary such as “tweets”, “like me”, “friend me”, “LinkIn with me”, etc.  We’ll ask teams to examine social networking and how it can advance – or even jeopardize – their cause in the marketplace. 

Become a Meeting to Win subscriber for exciting sales team meeting topics like The Social Network along with access to the entire Meeting to Win store.

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3 Ways to Encourage Meeting Participation (HBR Management Tip of the Day)

Tuesday, May 3rd, 2011

Get a NEW sales team meeting topic EVERY Friday morning delivered right to your inbox – Subscribe to Meeting to Win by clicking HERE.

Love the daily tips from Harvard Business Review.  Today they cover 3 Ways to Encourage Meeting Participation.

From my experience, all 3 are great.  I practice #3 regularly with great results.  Try THIS in your next sales team meeting.

Get great topics to go with your interactive meetings by subscribing to Meeting to Win - new topics delivered to your inbox weekly.

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Running Effective Sales Meetings: Join the Discussion

Thursday, April 21st, 2011

I am honored to be a contributor to the new Future Selling Institute. 

Join me for an upcoming discussion on Running Effective Sales Meetings. 

Running-Effective-Meetings

 

 

 

 

Below is the registration information for Running Effective Sales Meetings
and the other great discussions FSI is leading in the coming weeks.

 

The New Sales Manager: Your First 90 Days
April 22, 2011 at 11:00 AM EDT
Register Here: https://www3.gotomeeting.com/register/708192766

Running Effective Sales Meetings
with Jill Myrick of Meeting to Win
April 29, 2011 at 11:00 AM EDT
Register Here: https://www3.gotomeeting.com/register/730394886

The New Sales Manager: Arming Your Team
with Mike Weinberg of New Sales Coach
May 6, 2011 at 11:00 AM EDT
Register Here: https://www3.gotomeeting.com/register/171656534

Powerful Ideas.
Action-Oriented Tools.
Breakthrough Results.

Join the Future Selling Institute: http://www.futuresellinginstitute.com/registration/

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Hiring Your Sales Team – FREE Webinar

Tuesday, March 15th, 2011

This topic is near and dear to my heart (Myrick Recruiting, LLC) and so important to sales leaders. Dave and Anthony are prominent thought leaders and are presenting a free webinar on this very important topic.

Here is the info:

Hiring well is a critical component of building a high-performning sales organization. Without the right team, it is next to impossible to reach your sales goals.

Please join us us for this week’s FREE webinar from the Future Selling Institute (www.futuresellinginstitute.com). This week we will be covering the first module from the PEOPLE section of the Future Selling Institute site, and that module is Hiring. This module covers the primary elements of a good hiring plan, and how you can make sure that you hire people who will perform and generate results for you and your company. Please bring your questions, thoughts and comments.

Hiring Your Sales Team

Friday, March 18, 2011 at 11:00 AM EST.

Please register here: https://www3.gotomeeting.com/register/539110430

Dave Brock and S. Anthony Iannarino
Future Selling Institute

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Professional Image – Your Standards?

Friday, February 18th, 2011

The Meeting to Win Agenda that is delivered to subscribers on February 25th addresses Professional Image in regards to appearance.  A colleague who knew about this Professional Image series forwarded us an article, UBS relaxing dress code, which set underwear standards.  I had a colleague on our HR team at a previous employer who wrote the funniest dress code policy.  I wish I would have saved it.  He even went so far as to suggest “no white shoes after Labor Day”.  People’s choices in the workplace create a never-ending list of “don’ts” for an HR team to address.  This is part of the joy of working with people. 

As we continue down the path of Professional Image in our sales team meeting topic series, we wanted to share this article and challenge you and your team.  The truth is that our image does impact our performance whether we like it or not. 

Ask your team members to share their own image standards in the workplace.  What is on their list of “dos” and their list of “don’ts”?  As a team, set your team’s standards together.  You can even have some fun with this!

To get sales team meeting topics on Professional Image, visit the Meeting to Win store to purchase and download Professional Image Topics for immediate use.

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WEBCAST: Top 5 Best Practices for Productive Sales Team Meetings

Sunday, February 6th, 2011

Spend 20 minutes and get the Top 5 Best Practices for Productive Sales Team Meetings.

FSI_BDPsWebcast

Then, download all 15 from Future Selling Institute and Meeting to Win.

Enjoy ALL your future sales team meetings by implementing these top practices.

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