Are you losing deals first thing Monday morning?

In our recent research paper by SalesITV’s John Dougan,  “Bet Your Sales Meeting is failing” on sales meeting effectiveness, we uncovered a bunch of alarming detail, including;

25% of surveyed Sales Managers believe their Sales Meetings have NO impact on either SALES RESULTS or CUSTOMER CONVERSATIONS.

We now know they do have an impact, but not in the way they think.

One of the terrible things about running poorly executed sales meetings is that we don’t fully consider the knock-on-effect they have on our customers.

If we’re running sales meetings that lack value, direction and inspiration for our team, we can be sure that this is reflected in the meetings they’re running with their prospects and customers.

If our sales meetings aren’t helping our team to have better conversations with our potential customers, we are actually reducing the likelihood of our sellers being the winning vendor. Isn’t a sales meeting supposed to HELP salespeople win deals, not kill deals first thing Monday morning?

How about this; If our customers were invited inside our sales meetings would they be disappointed in the quality of the conversation or would they be pleased to be the focus?

Our sales meetings should be where we set the standard for how customer meetings should be run – punctual, prepared and purposeful.

Use this time to get your team focused, empower them with skills and keep motivation running high so they’re raring to go when we wrap up the meeting. If we promote this standard each week, we will find that it cascades through their daily activity, including meetings with customers.

What should we do?

  •  Role-model the type of behaviour that we would like to see in customer meetings in our sales meetings. (Lead by example).
  • Share best practice within the selling team. Who is having great conversations and how?
  • Focus on sharpening skills, beliefs and behaviours in our meetings.

Here’s to losing fewer deals first thing Monday.

As well as being a sales execution coach and trainer to Australia’s corporate sector. Mark is the #1 ranked Linkedin Social Seller in Australia. Contact Mark via Inmail message or [email protected] for a discussion around sales training, coaching, social media, golf, cycling, AFL and sales effectiveness. 

Twitter: Mark McInnes @mamcinnes

Mark  McInnes
Social4Sales – Social Selling & Prospecting Skills. Delivered online, on demand | EARND -Head of Corporate Partnerships
I wear 2 hats here on LinkedIn, I am both the Founder & CSO of Social4Sales, the LinkedIn focussed prospecting course for salespeople and entrepreneurs as well as being responsible for growing the Earnd business as Head of Corporate Partnerships.

Social 4 Sales: – After I was awarded the # 1 Ranked Social seller on LinkedIn in Australia by LinkedIn. I spent the next 2 years developing and recording all those key activities which I used (and currently still use) to help me find my perfect customers and start sales conversations about our products and services. The Social4Sales online course provides you with all those strategies, delivered in small, bite-sized, easy to follow videos. Simply, connect with me and ask for my latest book – the 108 Social Selling Tips Ebook, I’ll provide it absolutely FREE.

More details in my experience section on Social4Sales, Prospecting skills specifically designed for today’s selling environment

Earnd:
We help Australian’s to reduce their financial stress by giving them access to their pay as they earn it. No need to wait until your next pay period, simply draw down your pay as you earn it.
This reduces the requirement for employees to access unsavoury credit options such as PayDay loans. We give employees access to their wages in real time.

Some important facts:
21% of Australians’ say they are financially stressed
1 in 5 People can’t find $500 in an emergency
1 in 10 people can’t find $100 in an emergency
Women (& young women especially) are over-represented in this measure
Short term loans (payday loans) have doubled since 2012

More details in my experience section on Earnd, Australia’s # 1 Employer Supported Financial benefit.

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