Some managers only focus on using negative feedback, concentrating on mistakes without looking for the positive side, or the opportunities for improvement that these represent.
This often has a negative effect on the productivity of your sales team as it lowers morale, demotivates salespeople, and creates a mindset that limits experimentation as your team's primary concern becomes not making mistakes.
As best-selling author Mike Weinberg says:
Is your team more motivated, engaged and energized after a sales meeting?
If the answer is no, it's time to make significant adjustments.
Here are some ways to do this:
Create an interactive system in your meetings
Unproductive sales meetings are not an effective use of your australia whatsapp number data time. Add value to meetings by asking your team for input when solving problems, listening carefully, and asking meaningful questions. This will make them feel valued, allow them to contribute better ideas, and increase their engagement.
Some examples to achieve this are the following:
Identify a problem within your sales process and brainstorm with your sales team how they could overcome these friction points, then test the best idea throughout the week and report on the results at the next meeting.
Even better, encourage your team to share lessons and ideas for the next sales meeting and foster a culture of crowdsourcing.
Using visual tools is a smart strategy to generate greater interest, activate the participation of your team members and make learning effective.
Keep your sales team informed about current events in your industry
Your sales representatives know everything about the company they work for, the products or services the company offers, and they stay informed about any current business events, but when it comes to topics related to general information about the industry they or your clients work in or about your indirect competition, they may not have the slightest idea.
That's why it's important to mention important data about relevant events in your sales meetings that your workforce can use to add value to your company or handle any objections.
For example: Imagine that your industry is going through a process of adapting to a new technology, as is the case with tools for scheduling meetings in the world of sales, and when your salesperson speaks with a prospect and they mention it…
What would you prefer: a salesperson who has no idea how to respond, or a knowledgeable sales executive who makes a meaningful and valuable comment on the topic?
Here are some ideas on how to keep up to date with news in your sector:
Read publications about your industry and those of your largest client sectors, paying attention to major changes in trends.
Look for new studies and data that impact your prospect.
Use social listening tools to understand what your audience is talking about.
Follow influencers on social media and see what interesting/trending content they create.
As a manager, you need to explain the importance of staying up to date on market trends and encourage your team to take the initiative to do research to foster a greater exchange of ideas.
