The Weekly Sales Meeting
WMMM #045 - This week, I share a tip originating from recent meetings.
Jeff Keplar Newsletter December 9, 2023 3 min read
Two Encounters, Two Lessons
Last week brought a couple of meetings that created the content for this week's edition of Win More, Make More.
Two unrelated encounters contained two lessons worth sharing.
This week, we discuss the weekly sales meeting.
Next week, we will explore why enterprise selling differs from what most people think.
I hope you enjoy.
The Weekly Sales Meeting
We sometimes learn what to do from witnessing what not to do.
We discover a best practice from its noticeable absence.
Done correctly, hosting a weekly sales meeting is an art that uses science.
When we have attended such a meeting and then it disappears, we realize its importance.
We aren't confusing it with a forecast call or a QBR.
It doesn't replace the 1-to-1 meetings between a sales manager and individual contributor.
All of those have their place.
The weekly sales meeting:
Motivates
Influences
Teaches.
The weekly sales meeting takes place at the same time every week:
Friday mornings, after four days of getting after it
At a convenient time for the entire team (take into account multiple time zones when appropriate)
Not during any regularly scheduled meeting hosted by our leadership
Not on Monday (ping me if interested in the origin of the Monday morning sales meeting)
Not on Friday afternoon (this is not a segue to the weekend).
The weekly sales meeting becomes:
Predictable
Consistent
A tradition
A habit
Anticipated.
The host of the weekly sales meeting must:
Be Interested
Be Interesting.
The weekly sales meeting is:
Inclusive
A "safe" environment
Open to all who work with the sales team to drive sales.
The weekly sales meeting is:
Not about the host
Serving
Giving
Sacrificing
Humble.
The weekly sales meeting:
Compliments
Recognizes
Shares
Learns
Displays servant leadership
Succeeds or Fails but always Tries.
The weekly sales meeting involves:
Human connectors - music and food
Hobbies and Family
Travel stories and Current events
Inspiring content.
The attendees of the weekly sales meeting must:
Be Present
Immerse themselves
Participate
Take Ownership.
The desired outcomes for the attendees:
Confident
Happy
Believe they will exceed their objectives if they stick to their plan
Feel they are a part of something larger than themselves
Committed to helping each other be their best.
The desired outcome for the host:
Delivered content that is interesting and useful
Displayed leadership by example
Inspired each receptive individual to want to do what it takes to be successful
Awareness for each team member that merely working for our employer makes them good
Good is a minimum requirement for getting in the door
There is no time nor need for virtue signaling or self-serving rhetoric
Humanized our employer
Attached names and faces of each team member to our employer's name
Realization of the combined talent on the team
Great is the goal for this team
Pride, commitment, and accountability to live up to expectations.
Thank you for reading,
Jeff
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I possess the skills identified in this article and share them as part of my service.
I offer my help to sales leaders and their teams.
In my weekly newsletter, Win More, Make More, I provide tips, techniques, best practices, and real-life stories to help you improve your craft.
