It’s 8 o’clock on a Monday morning and your prospecting team is mentally preparing for a week of dialing phones, sending emails, and social selling. This is your chance to recap last week’s progress and motivate your reps for a successful week ahead.
Weekly sales meetings for your prospecting team – an integral part of your sales management strategy – should take place first thing Monday morning for an hour, preferably at 8:00 A.M. so your reps can be on the phones by 9:00 A.M. When you conduct these meetings, stay upbeat and energetic to wake your reps up and get them excited about their results and what’s to come.
Before the meeting, prepare a short PowerPoint presentation with charts, pictures, and few words. If you can, try to spend an hour or two over the weekend reviewing these metrics so you’re not rushing them.
Use this post as a guide to structuring your own Monday morning sales meetings with your prospecting team.
1. Start off with a motivational and lighthearted tone
Your weekly sales meeting will typically be held first thing Monday morning, so warm up your reps a little before diving into the metrics. Now is a good time to use animated gifs in your slides, crack a few jokes, and show sales contest standings.
2. Relay messages from management
Next, communicate any messages for the sales team coming from management. Ideally their feedback is detailed and actionable, rather than simply “doing well” or “doing poorly” so you can build off of it to make specific suggestions to your reps.
3. Recap last week
Go over last week’s sales activities.
An activity table like the one below shows how many calls, connects, etc. each rep made last week compared to the previous week. Display these metrics for the whole team to see to stay transparent and keep your reps accountable. Highlight the improvements (“Wow Sylvia, great job scheduling 7 meetings last week! That’s a new personal record!”) but leave the constructive criticism for your one-on-one meetings.
5. Special news from last week
Next, announce any news from the previous week. Give shoutouts to people who did especially great work or hit a specific goal. A chart showing who hit their goals last week and who didn’t, like the one below, is a great way to show how your reps are doing against their quota.
6. Directions for the team
Go over any process changes or course corrections you’ve decided to implement. For example, let’s say you decided to experiment with using the word “meeting” in place of “demo” to see if that will attract more prospects to try demos. Now would the time to bring this up and answer any corresponding questions.
You can also use this time to address any team-wide performance concerns you have. For example, have you noticed that energy is low lately? Take suggestions on what the whole team can do to get that energy level up again.
7. Marketing debrief
A member of the Marketing team should come in and debrief the sales team on the blasts, offers, and other marketing campaigns that are going out that week. This way, your sales reps can get ready for the conversations they’re going to have and know which content to leverage during sales conversations.
Ideally, the Marketing team member will give instructions for those marketing campaigns in the form of a verbal presentation and Q&A, as well as in written form for the sales team’s review. This is one of many ways Marketing can help out the sales team.
Now that you’re all set on the weekly meeting, what about daily sales huddles? Read about them here.
What do you cover in your weekly sales meetings for outbound prospecting reps?