How to run an effective sales meeting

In this first video from www.salesdna.com.au we provide managers with a practical way to run an effective sales meeting.
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  • Lectures 15
  • Contents Video: 24 mins
    Other: 12 mins
  • Skill Level All Levels
  • Languages English
  • Includes Lifetime access
    30 day money back guarantee!
    Available on iOS and Android
    Certificate of Completion
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About This Course

Published 7/2013 English

Course Description

This course is designed to provide managers at all levels in business with a practical way of running a meeting that ensures engagement and buy-in from the staff; as well as ensuring they come prepared with ideas that can be turned into firm commitments for the week.  The course is split into 6 episodes with open questions at the end of each episode to allow you to reflect on what you have learnt and how this compares to how you currently run your sales meeting.  The course will take between 60 to 90 minutes to complete, depending on the extent  and thought to which you answer the open questions. 

What are the requirements?

  • This course is designed for anyone in a management position. If a new new manager the content will act as a guide. If a manager with several years of experience, the content will provide tips and suggestions to hone your skills. If an experience manager with many years experience, the content will act as a refresher.

What am I going to get from this course?

  • Learn how to run an effective meeting to drive activity
  • Learn how to set up the meeting
  • Learn how to run the meeting
  • Learn what to do post meeting to ensure the commitments are actioned
  • Learn how to gain commitments from all staff at the meeting

What is the target audience?

  • Managers
  • Sales Managers
  • Sales Leaders
  • Sales Representative
  • Senior VP Sales
  • VP Sales
  • Sales person

What you get with this course?

Not for you? No problem.
30 day money back guarantee.

Forever yours.
Lifetime access.

Learn on the go.
Desktop, iOS and Android.

Get rewarded.
Certificate of completion.

Curriculum

Introduction to running effective sales meetings
1 page
Section 1: Video Modules
02:34
If you have the privilege of leading a team of people whose role is selling, then your level of success will be determined by how well you lead, coach and manage them both as a team, and as individuals.  And if the heart and soul of a sales business is proactive sales activity then your success as a sales manager will be driven by how well you run your sales week.

This first episode looks at why the sales meeting is so important.

Why is the sales meeting so important?
3 questions
04:33
Whilst a number of individuals will always focus on what to do during the meeting, there are things that need to be taken care of prior to the meeting commencing.  This episode provides some guidelines on how to set up your sales meeting; so that when your team arrive, they are fully prepared and ready to bring their ideas to the table.
3 questions

1  Why is it important to set the right atmosphere for the sales meeting?

2  How well do you currently create the right atmosphere?

3  What expectations should the team have about the objectives of the start of week meeting?

4  How does this compare to the current level of expectations?

5. What can be done differently to improve?

04:30
There are many parts to the actual meeting itself, from the informal beginning to getting started.  This episode provides guidance on how to get the meeting started, setting clear context and purpose as well as recognising any outstanding performance from the prior week.
3 questions

1  Who does the majority of the talking at the start of week sales meeting?

2  To what extent do all staff share ideas and thoughts for the week?

3  To what extent do the team come prepared with ideas for the week?

To what extent do the team understand the purpose of the meeting – is there a clear agenda with defined objectives?
02:11
The key to any great sales meeting is gaining ideas and then commitments from the team.  This episode provides suggestions on how to extract such ideas and then how these can be turned into commitments that will make a difference.
2 questions



01:06
This fifth episode provides ideas, tips and techniques to ensure that the people in your sales team commit to the right set of activities that will drive sales results.
3 questions

1  Do staff provide you with firm commitments for the week ahead?

2  How specific are these actions in terms of what they are going to do; how many times they are going to do it, how they are approaching the idea and outcomes they are seeking?

3  Do the staff provide you with their actions at the end of the meeting?

To what extent do these ideas/actions turn generate specific outcomes for the business?
02:07
This last episode in the series summarise the key learning points from the entire video module.  It provides tips on what to do before the meeting, what to do during the meeting and what to after the meeting; thereby allowing you to ensure you fully engage your team in the activities that will underpin great performance.
3 questions

1  What are the key things to bear in mind when running an effective sales meeting?

2  What are the 1/2/3 things that your business can apply to create a step up in performance?

3  On a scale of 1 to 7, (1 being poor and 7 being excellent) how would you rate your current sales meeting and why?

4  On the same scale, how do your team rate the sales meetings you run?

What else can you do to improve based on any difference between questions 3 and 4?
Section 2: Detailed Notes and Key Point Summary
4 pages

Detailed notes to complement the content in each of the episodes for this video.

1 page
One page summary document to support all of the video module episodes
Section 3: Putting it into practice
02:35
This video provides a practical guide to communicating to your team how you wish to run your sales meeting in the manner described in the main video.
Setting up the new way of doing things - detailed notes
2 pages
01:55
This video provides some practical steps on how to deal with the individual who always arrives late at your meetings.
Dealing with the latecomer - detailed notes
2 pages
02:06
This video provides some practical suggestions on extracting ideas on how to increase activity from each of the members in your team.
Getting ideas from all of the team - detailed notes
2 pages

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Instructor Biography

Angus Patterson & David Dowe, Directors, SalesDNA.com.au

Angus:

Chartered Accountant by profession, MBA by necessity, Business Owner at heart and Creative Thinker with a passion for learning !

Applied 10 years of thinking after running large scale sales teams in large corporates (where teams consisted a Managers, Sales Managers, Investment Advisors and Financial Planners) to create SalesDNA.com.au.  

The Idea being that the internet allows you to provide content in a scalable manner so that decentralised teams can benefit from world standard learning material that is packaged in a way to meet the different ways that people learn and which puts the user in control of their own learning.

David:

The face of our videos, David Dowe, is regarded as one of the best coaches in his field. With over 20 years experience, he has received plaudits from CEOs to COOs, Exec General Managers and front-line Managers. David has worked with a who's who of mid to large sized companies in Australia, the UK and Europe.

Learning and development professional specialising in sales and leadership development.

20 years’ experience across a diverse range of blue chip organisations, including Financial Services, IT, Healthcare and FMCG. Has a reputation for successfully leading L&D teams which enable organisations to achieve results and improve ROI. Builds sales force effectiveness based on structure, focus and practical management procedures, together with excellent standards of leadership, communication and engagement.

Specialties:Transforming sales teams and driving high performance sales & service cultures.
Results focused coaching and performance management, including executive level coaching.
Coaching sales teams to pitch for and win complex commercial deals.

Please see our bios on Linked in for more details !

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