Reenergize Your Sales Meetings

Is your sales staff tired of the same old weekly sales meetings?

Incorporate some basic technology in the form of video and audio taping to stimulate your team, elevate their skills and create more competition.

Just like a swimmer may be taped under water to see how effectively their stroke moves them through the water, reps can highly benefit from seeing and hearing how they execute and close deals.

For Outside teams- Incorporate videotaping into your training. Pair your reps into buyer/seller teams to simulate a typical meeting. Have your reps be prepared to handle a predetermined selling subject. Incorporate power points, lots of objections, unannounced curve balls and some hostile selling environment scenarios to fully leverage the reps learning experience.

Inside teams- Incorporate audio recordings of a typical meeting between buyer and seller. Position your reps so they have their backs to each other. In doing so, tonality is how the buyer and seller read each other over the phone. If you want to take the scenario to the next level, connect a tape recorder to the phone so that your reps can make calls from two separate locations. Add on-line demos to the program where the buyer is in the conference room with the rest of the team and the seller is in a remote office. Have the team make notes on the quality of the on-line demo while the audio tape is running.

Be creative and vary the meeting content/business situations. Design a meeting program that runs over the course of 3 - 6 months. Each month the meetings should progress from 1st meetings , 2nd meetings, negotiations, crisis management to close. Again be creative and adapt this concept to your business model.

Create as much of a realistic selling environment as possible. Conduct all of your taping in separate rooms from the balance of your team.

Throw some twists into the exercise by having an unannounced manager,buying committee member or executive join the meeting. This allows your reps to think on their feet and position themselves for reality.

Once each rep has completed the exercise...hold a sales meeting where the reps have a rating card for each presentation. Have them view/listen/critique and judge the best presentations. The winner receives a cash prize ($ 100 or so). Over the course of the program $600 can be won.

Critique should include:

Tonality, Body Language, Demo Quality, Script, Presentation Process, Engagement/Questioning/Problem Solving Execution, Listening Skills, Closing ETC.

Make the process fun and keep it competitive!