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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.
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Introduction to running effective sales meetings
|Section 1: Video Modules|
|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?
|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.|
|Quiz 2||3 questions|
|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.|
|Quiz 3||3 questions|
|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.|
|Quiz 4||2 questions|
|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.|
|Quiz 5||3 questions|
|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.|
|Quiz 6||3 questions|
|Section 2: Detailed Notes and Key Point Summary|
|Lecture 8||4 pages|
Detailed notes to complement the content in each of the episodes for this video.
|Lecture 9||1 page|
|One page summary document to support all of the video module episodes|
|Section 3: Putting it into practice|
|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
|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
|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
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.
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 !