Sales Meeting

Every salesperson does better when he has a goal. After all, how can he hit the bull’s eye unless he has a target at which to shoot? Since goals spur salespeople on to greater accomplishments, sales meetings have often been based on goals.

For example, an enterprising sales supervisor arranged an unusual but successful meeting . . .

When people entered the meeting room they were surprised to find a beautiful new car on display. They found a flashy speedboat, pictures of a lovely new home, a chic model wearing the latest fashions, and several other attractions. Each item was tagged so that persons viewing it could tell what had to be done to earn it.

These were not prizes, but were suggested goals. During the meeting the value of goals was discussed, and all present were urged to set goals for themselves.

The idea paid off handsomely. It caused increased effort on the part of nearly everyone on the sales staff! It also put showmanship in the meeting, causing it to be anything but run-of-the-mill.

Incidentally, when arranging a meeting of this type you can probably borrow the merchandise from local merchants.

A variation of the foregoing plan has been used in connection with Christmas. Suitable merchandise was displayed in the meeting room. Items included toasters and roasters, as well as luxury items, including jewelry, watches, and luggage. The meeting was conducted in November.

The articles of merchandise were suggested as short range goals—Christmas presents.

The audience was told how many extra sales would finance the purchase of each item. Most salesmen wanted Christmas presents for their families and worked hard to earn the articles desired.

Of course, the merchandise could have been offered as prizes, but the details are not our concern here. The objective of this section is to show how to put variety in sales meetings.

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