Sales Meeting

To prepare a sales meeting agenda, select topics in keeping with the objective.
If you want to motivate salesmen, what subjects would be most likely to do it? Wouldn’t something on enthusiasm be inspirational? What about positive thinking?  Should you have someone give an account of how he succeeded?

Sales Meeting Agenda Qustions

Let’s suppose you want to train instead of motivate in your sales meeting agenda.  In what areas is training needed?  Is it: product information or closing techniques?   Can your training needs be satisfied at one sales meeting or should a series of sales meetings be scheduled?

Which training needs are most important?  For example, isn’t it all important for every person to master his or her sales presentation? Which needs are most urgent? Shouldn’t you do something now to get them to move overstocked items?

By asking questions such as these you can then decide upon appropriate subject matter for your sales meeting agenda.

Arrange Your Sales Meeting Agenda by Subject

Items for the agenda should be arranged in logical sequence. Tips on approaching the customer are placed before methods of presenting the product.  A demonstration of the product should precede closing the sale. 

The sales vice president of an industrial concern said, “A natural sequence (in your sales meeting agenda) makes for better understanding. Schedule any general information first. Then narrow the subject matter toward your objective, becoming more specific all the time.”

Sample Sales Meeting Agenda

Objective: To make strong closers of the salesmen.
1st Subject (3 minutes): Recent sales trends showing a need for closing more sales.
2nd Subject (3 minutes): The steps in a sale—attention, interest, desire, action.
3rd Subject (15 minutes): Step number 4—how to close, or how to prompt action.
4th Subject (15 minutes): A movie or some demonstrations on trial closes.
5th Subject (3 minutes): Summary, plea for application in the field, inspirational close.

Sales Meeting Agenda Sequence

In the foregoing sample sales meeting agenda, note the logical sequence of subject matter. The need or reason for strong closing is developed before emphasis is placed on the subject. This makes the salesperson want to learn more about closing techniques.

Then the steps in a sale are briefly covered. This shows the relationship of the close to the other steps, pointing up its importance. Thereafter, all emphasis is on the close itself.

Review additional posts for more information on planning a Sales Meeting Agenda.