By Ken Thoreson, president, Acumen Management Group LTD
When we at Acumen undertake consulting engagements, we always sit in on clients’ Monday-morning sales meetings. That’s because we know from experience that a weekly kick-off meeting is among the best ways to build a highperformance sales organization. A well-run Monday meeting puts everyone on the right track for the week ahead and helps the sales manager establish the discipline, control, and accountability that every team needs.
Sales meetings may occur on the phone, if you have a remote sales team or in face-to-face sessions. But no matter what format they’re in, these critical weekly meetings will be more successful if everyone involved knows what to expect. First, all salespeople should be prepared to share their actions and results from the past week and their plans for the coming one, including what appointments they’ve made. Next, you should work from an agenda, using the same format every week. This step helps everyone know what’s being covered and, of course, helps keep meetings on track and on time. Finally, meetings should begin no later than 8:30 a.m. and last no more than an hour.