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Jeffrey Lupient's Blog

A sales meeting is not exactly what the team looks forward to. It usually doesn’t make a rep’s heart skip a beat. More often than not, people have thought of it as an unnecessary company requirement that uses up everyone’s precious time. But this is probably because of poor management and lack of any valuable insights that could actually help sales representatives with their daily challenges.

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A car sales meeting needs a particular structure and flow. A manager should make sure that there is clearly a reason for holding one. Even if upper management simply makes it compulsory, the agenda should still be well thought out. Investing time and energy on something worthwhile can contribute to the growth of the entire team, so the leader should prepare something that could actually have an impact on company performance.

One thing that needs to be emphasized is the fact that a sales meeting should primarily address performance issues and how to motivate the team to do better. Focus on keeping them fueled by highlighting possible remedies or approaches to problems rather than badgering the team about low numbers. Data and statistics should be sent through email the day before. The team must know about the numbers, but they shouldn’t take so much of the time during the actual meeting.

Meetings have to be interactive as well. Encouraging them to speak, ask questions, and participate in skills development and other activities will make the meeting more fruitful and inclusive. Presentations have to be more creative and must be a combination of various media. Regularly covering practical skills that could improve their interaction with customers can help them in the long run.

Image source: pixabay.com

Jeffrey Lupient is the CEO and President of Lupient Automotive Group in Minneapolis, MN. For more sales and management tips, follow this Facebook page.

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