3 Sales Meeting Objectives to Share with Your Reps - Docket

3 Sales Meeting Objectives to Share with Your Reps

Your sales meetings are not only a chance to check-in with your team but also necessary for the success of your business. From your sales review meeting and sales quarterly business review to your daily briefs, understanding your meeting’s purpose is critical to its success. The items on your sales review meeting agenda should match your business needs. The main objectives of your sales meetings should include: motivating your team, improving your sales forecasting, generating new ideas, gaining productive insight, and getting your sales reps to help in the sales process.

Purpose of Sales Meetings

Different types of sales meetings have different purposes. Even though having the same meetings every time may seem convenient, it is not a good idea. What is the purpose of a sales meeting?

Daily Briefs

Daily briefs may have different purposes. However, they all help you check-in with the rest of the team. Whether it is a quick chat or a comprehensive conversation, the end-goal is the same. If you have the meeting early in the marketing, you can check-in and find out what your sales reps have planned for the day. If the meeting is scheduled for later in the day, it is a chance to check-in and finds out how the day went.

Sales Focus

The sales focus of the meeting is critical to the success of any business. It focuses on metrics and helps a company predict its future sales. The timing of the meeting determines its impact. During this meeting, discuss how your sales reps can move to the next level. Come up with strategies to help your sales reps meet their goals.

Team Development Sales

The goal of team development sales meetings is to help the sales reps interact with each other and improve their team spirit. It is the most exciting meeting. In team development meetings, everyone works together to solve problems. The team members speak about issues that they may be experiencing and brainstorm for possible solutions.

Sales Coaching

As a manager, sales coaching should be one of your biggest priorities. Schedule regular sales one-on-one meetings and have dynamic conversations to address the changing trends. Hold sales coaching meetings regularly at least once every two weeks.

Sales Pipeline

Sales pipeline meetings give your team a chance to focus on the bigger picture. Before holding the meeting, you must find out how the team is doing and how much they contribute to the primary purpose of your business. Find out if they are hitting their numbers consistently. The purpose of sales meetings is to look at your long-term strategy and the things that you need to focus on to achieve your business objective. Conducting a sales pipeline review will help you generate more revenue and close more deals.

Sales Stand-up

A sales-stand-up the meeting takes an average of 15 minutes. Reps use them as opportunities to talk about the daily challenges and the goals they intend to reach. There are two main ways to handle a sales stand-up: Focusing on the people and focusing on the process.

If your approach focuses on the people, your sales meeting objectives should include answering the following questions:

  1. What will I achieve today?
  2. What did I accomplish yesterday?
  3. What challenges could be slowing down my progress?

If your approach is focused on the process, you must think about factors that could be slowing down items that have been in progress for some time. Find ways to address blocked cards and solutions for progress impediments.

Some of the most common sales stand-up mistakes to avoid include:

  • Giving it a negative and intimidating connotation
  • Turning it into a status report
  • Holding the meeting in a sitting position

As the name suggests, it should be a brief meeting held while standing up. Even though it can be intimidating, managers should strive to make a positive experience. Avoid giving negative criticism in public as it could harm some people’s self-confidence. Use your stand-ups as a chance to keep your team aligned rather than a status report meeting.

The best thing about stand-up meetings is that they offer relief from the boring round-table gatherings,

Sales Pipeline Review

The main purpose of sales pipeline reviews is to keep deals going through the funnel. At the end of a pipeline review meeting, your team should be empowered to accelerate your sales cycle. There are a few risks of failure to run proper pipeline reviews. Some of them include:

  • Failure to recognize existing threats and challenges in the pipeline
  • Having no overview of the general health of your pipeline
  • Failure to understand the internal and external context of your deals
  • Lacking insight into your sales reps capabilities

A proper pipeline review is not only an evaluation tool but also a training tool. It helps you increase revenue and close more deals. It is also a chance for managers to coach their teams for success.

About the Author

Heather Hansson

Heather is VP of Product and Chief of Staff at Docket. She enjoys leading cross-functional teams to work together on vision, strategy, and implementing solutions that help people work and live better. When she isn’t helping rid the world of wasteful meetings with Docket, Heather likes to run, take violin lessons with her son, and spend time with her family.

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