Sales Meeting

Using Sales Themes for Effective Sales Meetings

Once a sales meeting has been planned, the big job is in getting the salespeople to listen! People are not as good listeners as they once were and attention spans are low.

Employees, particularly salespeople, no longer sit in awe and respect while company officials talk for hours on end.  The modern salesperson has a greater feeling of independence. He’s attentive as long as the meeting is so interesting that it commands or deserves his attention.

Use Demonstration, Not Conversation

The day of dry speeches is over.  Salespeople want to be shown. They want demonstration, not conversation. So why base a sales meeting on speeches?

Everyone wants action – something to see or do. Showmanship in sales meetings is now essential!

Build Your Meeting Around a Central Sales Theme

A central theme is good showmanship.  If well projected, the theme puts life into a sales meeting and helps keep the attention and interest of the audience.

A Long Beach retailer declared, “Our meetings are much better received now that we’re using central sales themes. Each meeting has more overall significance and meaning. And the theme helps connect each event within a meeting. It provides continuity.”

How to Select an Appropriate Sales Theme

There’s no limit to the number of ideas around which a sales theme can be built. But before selecting a theme, review your agenda. Then decide which theme will help most in dramatizing your agenda.

Sales themes are somewhat flexible. But be sure the theme selected is in accord with the objective of the sales meeting. The sales theme should actually help accomplish your objective.

For example, if your objective is to get salespeople to make more calls, the “Back to School” theme is not appropriate. The words, “Back to School” imply training rather than motivation.  Sales themes such as “Go Getter” or “Big Game Hunt” would be better.

The “Go Getter” sales theme is centered on the idea of making every salesperson a “Go Getter.” The “Big Game Hunt” is based upon searching for some big customers or big sales.

Also, you should consider the sales theme’s appeal to your particular type of sales organization. Two-fisted salespeople at the wholesale level would sneer at a Valentine theme. However, it would be acceptable to a group of ladies who sell cosmetics direct to the consumer.

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