Consistency Equals Trust
As stated in my previous blog Consistency Equals Trust, “when messages are consistent and clear, your team doesn’t hesitate. This leads to having daily, weekly and monthly routines that your team can trust and deliver.” Sales meetings give you the opportunity to provide additional training, keep your team up-to-date and recognize top performers. Unfortunately, many sales meetings are unproductive and not effective.
Death by Meetings
In the book “Death by Meetings,” Patrick Lencioni mentions that in each meeting you facilitate needs to have a different purpose, and all attendees should be aware of that agenda. This allows your team members time to prepare and contribute. The times and days should be set in advance and always start and end on time.
Monthly Meetings
These meeting should be communicated a month in advance. This will allow your team members to plan accordingly and it communicates that the meeting are important and that you value their time. In order to effectively move on to the next month, you must bring closure to the prior one, and your monthly meetings are the perfect forums for it. They should be held at the beginning of each month and by doing so, it prevents the months from blending in to each other and allows you to give recognition where it is due. When done effectively, your team is ready to transition to the next month, and this will allow you to communicate the current month’s strategy and goals.
Sample Agenda: (1-2 Hours)
• Prior month review (club and player-by-player)
• Current month strategy and goals
• Pricing and marketing plans
• Sales training
Weekly Meetings
Choose the same day and time each week. This meeting will be more of a tactical meeting to gauge your club’s performances, as well as player-by-player results from the previous week. You will also set targets for the current week. These targets should be aligned with your monthly strategy and goals.
Sample Agenda: (45 Minutes)
• Prior week results vs. weekly commitments (club and player-by-player)
• Current week’s strategy review (set goals and gain commitments)
• Pricing and marketing plans
• Sales training for the week (role play)
Daily Meetings
The daily meetings should be very short and they, too, should be at the same time each day. I’d recommend two of them. The first would be a morning meeting that would include a review of the prior day’s business results, top performers and key takeaways from the team’s performance. You would then review where your team is, versus the commitments that were set during the weekly meeting. The second meeting of the day would then be used to review your results for that day, and set up goals for the following day, while also setting the right tone with your team heading into prime time.
Sample Agenda: (15 Minutes)
• First meeting of the day (morning)
• Prior day results vs. daily commitments (club and player-by-player)
• Review strategy for the day (set and gain commitments)
• Sales training for the day (role play)
Sample Agenda: (10 Minutes)
• Second meeting of the day; to kick-off your prime time
• Current day results vs. daily commitments (club and player-by-player)
• Review tomorrow’s set-up
The key is being prepared with all of your data and agendas ahead of time to allow you to move quickly and keep your team engaged. Pre-planned questions sometimes help to ensure your meetings are interactive and invite different team members to present on certain agenda items to add perspective and increase engagement.
This takes discipline and a lot of extra time, planning and work on your part to create this culture. However, once the culture is created and your team knows what to expect from you on a monthly, weekly and daily basis, your team will now be known for its ability to execute!
Ryan Junk is the director of sales for UFC Gym. He can be reached at ryan@ufcgym.com.
