A COMPANY’S MEETING CADENCE AND ENTHUSIASM IS ONE OF THE BIGGEST TELL TALE SIGNS OF SUCCESS OR IMMINENT PROBLEMS WE LOOK FOR WHEN WORKING WITH A BUSINESS. HOSTING SALES MEETINGS IS VITAL FOR ANY FUNCTIONING SALES DEPARTMENT AND IS UNIVERSALLY RUN BY MOST SALES TEAMS AROUND THE WORLD. THESE MEETING CADENCES SHOULD PROVIDE ENTHUSIASM, POSITIVITY & CLARITY TO THE SALES DEPARTMENT EACH DAY.
UNFORTUNATELY, IN OUR FINDINGS, MEETING CADENCES TEND TO DO THE OPPOSITE. THEY ADD SIGNIFICANT DAILY STRESS TO THE CEO/SALES LEAD/MANAGEMENT & UNNECESSARY TIME SPENT WORKING/WORRYING ABOUT WHAT WILL BE COVERED EACH DAY.
SO WHAT IS THE PROPER WAY TO RUN A MEETING CADENCE WITH YOUR SALES TEAM AND HOW DO MULIT-MILLION DOLLAR BUSINESSES BECOME EFFICIENT, PRODUCTIVE, & ENTHUSIASTIC WITH THEIR MEETINGS?
HOSTING DAILY, WEEKLY AND MONTHLY TOUCHES WITH YOUR SALES TEAM IS ONE OF THE MOST IMPORTANT AND OVERLOOKED TASKS FOR MOST BUSINESS OWNERS OR SALES LEADERS. WHEN LOOKING AT MULTI-MILLION DOLLAR SALES TEAMS THE COMMON THEME AMONGST COMPANIES RUNNING EFFICIENT MEETINGS IS THEY TAKE THE TIME TO SET THEIR AGENDA, THEY KNOW THEIR MEETING TYPES AND THEY GET THEIR TEAM EXCITED ABOUT GETTING TOGETHER. THIS IN TURN CREATES MOMENTUM, CLARITY, AND FOCUS THROUGHOUT THE ENTIRE ORGANIZATION TO DRIVE REVENUE. EACH KEY FACTOR IS LISTED BELOW.
BUSINESSES THAT HAVE SUCCESSFUL MEETING CADENCES ARE THOSE THAT HAVE TAKEN THE TIME TO SET THEIR AGENDA, KNOW THE TYPES OF MEETINGS THEY NEED, AND GET THEIR TEAM EXCITED ABOUT COMING TOGETHER. THIS CAN HELP CREATE MOMENTUM, CLARITY, AND FOCUS THROUGHOUT THE ORGANIZATION, WHICH CAN IN TURN DRIVE REVENUE.
FOR A SUCCESSFUL MEETING CADENCE, IT IS IMPORTANT TO SET AN AGENDA IN ADVANCE, BE AWARE OF THE DIFFERENT TYPES OF MEETINGS YOU NEED, AND GET YOUR TEAM EXCITED ABOUT PARTICIPATING. THIS WILL HELP CREATE A CULTURE OF COLLABORATION, ENTHUSIASM, AND PRODUCTIVITY. SOME KEY FACTORS ARE LISTED BELOW:
- TAKING TIME TO SET AN AGENDA: THE PERSON RESPONSIBLE FOR THE MEETING SHOULD TAKE 5-10 MINUTES PRIOR TO THE MEETING TO REVIEW THE GOALS, ANNOUNCEMENTS, AND TRAINING/MOTIVATIONAL CONTENT THAT NEEDS TO BE SHARED. EACH MEETING SHOULD BE FOCUSED ON ACHIEVING THE GOAL OF TRANSFERRING PERTINENT INFORMATION FROM MANAGEMENT TO THE SALES TEAM, RATHER THAN ON MEETING FOR A PREDETERMINED AMOUNT OF TIME. THIS ALLOWS THE TEAM TO FOCUS ON THE TASK AT HAND AND MAKE THE MOST OF THEIR TIME TOGETHER. BY SETTING AN AGENDA AND STICKING TO IT, THE TEAM CAN MAKE SURE THAT ALL THE NECESSARY INFORMATION IS DISCUSSED AND THAT TIME IS NOT WASTED ON UNNECESSARY TOPICS.
- KNOW THE MEETING TYPES: RUNNING THE SAME MEETING OVER AND OVER AGAIN CAN BE BORING AND UNPRODUCTIVE. TO AVOID THIS, IT IS IMPORTANT TO VARY THE TOPICS OF MEETINGS AND CREATE A MEETING CADENCE. FOR EXAMPLE, HAVING A “WEEKLY KICK OFF CALL” ON MONDAYS, “ROLEPLAY” DAYS ON TUESDAYS AND THURSDAYS, A PROCESS ROLLOUT OR STRATEGY TRAINING MEETING ON WEDNESDAYS, AND AN “END OF WEEK” MEETING ON FRIDAYS CAN HELP KEEP THE TEAM ENGAGED AND MOTIVATED. EACH MEETING SHOULD HAVE A SPECIFIC PURPOSE AND SHOULD FOCUS ON ONE PILLAR OF SUCCESS IN ORDER TO ENSURE THAT THE MEETINGS ARE EFFECTIVE AND PRODUCTIVE.
- GET THE TEAM EXCITED:. ATTITUDE REFLECTS LEADERSHIP, SO THE PERSON RUNNING THE MEETING SHOULD COME TO THE MEETING WITH A POSITIVE AND ENERGETIC ATTITUDE. LEAD FROM THE FRONT AND THE REST OF THE TEAM WILL FOLLOW. ADDITIONALLY, IMPLEMENTING SALES COMPETITIONS, DIVIDING THE TEAM INTO SMALLER TEAMS, OFFERING BONUSES FOR REVENUE PRODUCING ACTIVITIES, AND BRINGING IN A SPIN WHEEL WITH PRIZES CAN HELP TO GET THE TEAM MOTIVATED. THESE STRATEGIES CAN HELP TO CREATE AN ATMOSPHERE OF HEALTHY COMPETITION AND ENCOURAGE THE TEAM TO PERFORM AT THEIR BEST.
THE MOST IMPORTANT THING TO REMEMBER WHEN SETTING A MEETING CADENCE IS THAT IT TAKES TIME AND EFFORT TO GET IT RIGHT. CONSISTENTLY IMPLEMENTING THE MEETING CADENCE WILL HELP IT BECOME A BACKBONE IN THE ORGANIZATION, AND WILL EVENTUALLY CREATE DECENTRALIZED LEADERSHIP THROUGHOUT THE COMPANY AND FREE TOP-LEVEL LEADERSHIP TO FOCUS ON MORE IMPORTANT TASKS. IT IS IMPORTANT TO BE PATIENT AND KEEP WORKING AT IT, AS IT CAN HAVE A HUGE IMPACT ON THE SUCCESS OF THE TEAM.
BELOW IS AN EXAMPLE OF WHAT ONE OF OUR CLIENTS WEEKLY MEETING CADENCE LOOKS LIKE:
MEETING AGENDA TO FOLLOW:
| Days | Meeting Type | Time | Meeting Owner |
| Monday | Weekly Kick Off | 9:00am 20-30 minutes | Business Owner or Director Of Sales |
| Tuesday | Role Play (Different Types) | 9:00am 20-30 minutes | Sales Lead Or Manager |
| Wednesday | Strategy Training | 9:00am 20-30 minutes | Sales Lead Or Manager |
| Thursday | Role Play (Different Types) | 9:00am 20-30 minutes | Sales Lead Or Manager |
| Friday | Weekly Wrap Up | 8:30am 20-30 minutes | Business Owner or Director Of Sales |
| Last Friday Of The Month | Goal Review & Set (Leadership Only) | 1 Hour | Business Owner, Director Of Sales, Sales Leads / Leadership Exec’s |
If you found this blog helpful and want to learn more about how Sales Momentum can help your sales team build and maintain momentum in a highly competitive environment, please don’t hesitate to contact us. We’d be happy to answer any questions you may have.
