How to run a great sales meeting

Hi folks!

Every week I’m sharing a resource to help you run your business better.

They’re inspired by playbooks in the Scalepath resource library, which has dozens of walkthroughs and templates on the basics you need to run your small business well. 

Today: the 7 slides you need for a great sales meeting.

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What a sales meeting is for

You want to accomplish 3 main things:

• Motivate your sales team

• Teach them what’s working

• Improve their product knowledge & selling skills

So your meetings don’t have to be complicated. But they do have to be engaging and effective. 

Here’s the structure that works best.

Cadence

Hold your sales meetings once a week. More frequent, and you’re wasting people’s time. Less frequent, and you’re losing momentum and opportunity.

Data

Make sure you have the latest sales numbers before the meeting, so you can go over them together. 

Collect sales for the week, pipeline stats, recent customer feedback, and any other relevant information.

General guidelines

The basics apply here. Start on time. Encourage questions and suggestions. If the conversation gets off track, bring it back to the agenda.

The 7 slides for a great sales meeting

1. Introduction (3 minutes)

Remind people why you’re having this meeting (above). Stating the purpose might feel unnecessary, but it sets it apart from pointless meetings.

Recap the main goals, solutions, and challenges from the previous week’s meeting.

2. Review the numbers (10 minutes)

Go through each phase of your pipeline, from cold outreach to deals closed. Identify trends and areas for improvement.

Then, celebrate the successes of the last week. Be generous with praise.

3. Challenges & opportunities (15 minutes)

Encourage team members to share insights, challenges, issues, and lessons learned from their week. 

• What worked this week? Can it be duplicated?

• What setbacks or challenges came up?

• Brainstorm potential solutions as a group.

• Identify opportunities for growth and expansion in the market.

4. Action plan (15 minutes)

Use those challenges to set actionable goals. Outline the steps to achieve each goal.

Make sure they’re SMART goals — Specific, Measurable, Achievable, Relevant, and Time-bound.

Make sure these goals are documented where everyone can access them easily.

5. Training & development (10 minutes)

Make sure your team knows all the latest details. Does your product have a new feature? Has the price changed? 

You can also use this time to identify gaps in sales skills. One recent study found that 55% of salespeople lacked basic sales skills. Connect experienced salespeople with less experienced ones to raise the talent level of your team.

6. Summarize and conclude (5 minutes)

Recap the action items, responsibilities, and deadlines from the meeting. 

Clarify any outstanding questions or concerns.

7. Rate the meeting (2 minutes)

Ask each person to rate the meeting out of 10. If they say less than 10, they should share what they would do differently next time. 

This should be your last slide at every meeting.

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