At many organizations, the outbound prospecting team will typically meet together with their sales manager for a daily sales huddle, either in the morning or at the end of the day (or in some cases, even both!). Yet, for something that takes up so much of a sales rep’s time, many of these same reps often miss the point or value of the daily sales huddle.
We here at InsightSquared not only believe in the value of the daily sales huddle as an integral aspect of sales management, but are adamant that it is one of the most critical steps in an outbound prospecting team’s sales process.
Read on to learn more about the value of the daily sales huddle, as well as the key sales metrics that matter at these meetings.
(For even more detailed information about sales metrics, check out our FREE eBook: The Right Metrics for Your Inside Sales Team.)
Why the daily sales huddle is important
As previously mentioned, some organizations opt for two daily sales huddles – one in the morning, before the start of the work day and a post-mortem at the end of the day. While we strongly tout the benefits of having two daily sales huddles, it is the morning sales huddle that is the more critical of the two.
The value of the morning sales huddle can be seen in a variety of different ways. For starters, scheduling a meeting this early in the day – say, at 8:15 – ensures that all your outbound prospecting reps are at work promptly. Not only does this get them in the door early, but the morning sales huddle also gives them enough prep time to shake off the cobwebs before they hit the phones. Once the meeting ends at 8:30, the team will have enough time to get some coffee, quickly update their fantasy football team or plan out the day accordingly before actually getting on the phones. This ensures that, from the very first phone call, reps are refreshed, engaged and totally prepared.
At a more tactical level, the morning sales huddle forces reps to answer some tough, but important, questions. What are your goals for the day? How many dials are you planning to make? How many meetings scheduled are you aiming for? Who are you going to call? Which lists are you following up on?
Answering these questions in a public setting helps outbound reps articulate their plan or path for success. Now that the plan has been determined and defined to their peers and their sales manager, they can then go about executing it. This type of public accountability can be a great motivational asset in keeping reps on the straight and narrow path toward sales success.
In extolling the value of the morning sales huddle, let’s not forget about the afternoon session. At this end-of-day post-mortem, sales managers can get a full report on who hit their daily goals in terms of calls made and meetings scheduled.
Where the true value of the afternoon huddle lies is in the open conversation that arises. Prospecting reps can discuss what objections they encountered and how they were able to overcome them, what other reps would have done differently when faced with a similar situation, which talk tracks worked and which ones didn’t. This gives the reps an opportunity to critique each other and, more importantly, learn from each other.
To sum up, the business value of the daily sales huddle (or huddles) is that it promotes public accountability, helps give outbound prospecting reps the preparation they require, provides an opportunity to learn in real-time and removes blockers or obstacles. Additionally, the continued learning that goes on in these daily huddles can help prevent burnout in an often monotonous job. Prospecting reps want to feel as if they are always learning and improving.
What sales metrics matter at the daily sales huddle
The daily sales huddle will not be effective if there are no metrics presented by either the sales manager or the prospecting team. One of the key factors is in setting goals – you can’t measure how well your team is doing if there are no goals for them to measure themselves against. Ensure that you have set appropriate and reachable daily activity goals for each of your reps. Make sure that this daily activity goal is output-based – no matter what happens, a rep should be able to hit 70 dials each day. Looking at the nightly status email from the previous day can help keep reps on line to hit their daily goals, since there is nowhere for them to hide should they miss out on them.
As a sales manager, it is also helpful to look at the call distribution report over time. No sales manager wants their reps to make a majority of their dials in the last half hour of the day – these are likely to be low-quality calls that are thinly veiled desperate attempts to hit a number. Instead, reps should make sure their calls are evenly spaced out throughout. Sales managers can provide this oversight that ensures accountability by having the call distribution over time report.
Finally, many sales prospecting teams hold regular contests to help boost competition and provide incentivized motivation. Sales metrics are essential to identify the winners of these friendly contests, while providing motivation for other competitors. For instance, one such contest might be whoever comes up with the most clever and original cold email. In that regard, sales managers need the open rates of all emails to determine which was the best one.
Whether you choose to have a daily sales huddle in the morning, at the end of the day, or both, the important thing is that you have one. Make sure that your reps are all fully aware of the motivation and value behind the daily sales huddle, and ask for ways where the daily meeting can be tweaked to best benefit them.
What does your sales team discuss at its daily sales huddle?