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Sales effectiveness

Sales Meetings: Making Your Sales Team More Agile Through Education

by Dale Carnegie

September 12, 2013
Sales meetings have numerous important elements such as, status updates, company news, employee recognition. One of the most important elements of a sales meeting that is sometimes overlooked is education. Sales people need to have a vast amount of knowledge so that they can be equipped to provide solutions in a clear an effective way. There are numerous ways to infuse your sales meetings with refreshers on products, sales techniques, and strategies. Here are some effective ways to include education into your sales meetings.
Demonstration – Demonstrate a product or service. Then coach someone through the process while everyone observes; have everyone practice.
Practice – Use case studies and real life examples. Call it "practice" instead of "role play". Remember practice makes permanent.
Invite a client – Bring a client to your meeting to discuss industry trends, needs, and challenges. It will help your sales person listen in a relaxed environment which will make trends easier to pick up while on a sales call.
Contest – Have a product knowledge quiz to reinforce general product knowledge. Ask questions and if the person responds accurately, they stay standing. The last person standing wins.
Review – Break down your sales process and train the team in small segments. Let your team take away one main idea from the education section of your sales meeting.
Continued education and product knowledge of your sales team is crucial to their success. Keep the education portion of the meetings fun and relaxed, yet challenging. Make sure that you are pushing people outside of their comfort zones.

Post a comment (4 posted)

  1. Rohil Gupta /

    Nice post on making sales more agile via education. I would like to add few points Like defining different roles to different persons another thing when mobile CRM is being used every sales persons should record their interactions with the clients. By ScrumAxis

  2. Regina /

    actually, you may also extend it to the "cost-centre" and "profit-centre" isseus. If the Sales team is able to bear the cost of hiring people to follow up the admin job, this is definitely the admin's 份內事, if the Sales team is only able to support themselves (not enough to hire admin staff) and follow up the admin work by themselves, this is certainly Sales team's 份內事;otherwise, will they dare to ask you (boss) to follow up the quote? I totally agree with your point that if the Sales did everything perfect; where came the value of the admin. staff? For the admin staff, if they ever grumble again, just tell them to pray for the Sales team continuing to make errors orelse you have to cut one of them. For the Sales team, as long as they are making expected profit as required and able to support the admin/secretary/ whatever.....who cares. Their existence is just to make money for you (boss) and cost-control is your duty. They are not to blame no matter how much errors they made. That's the balance of income and expenses. 2 Sales, 1 Sales makes 1m a year and error free, no need for admin, salary is 0.5m, company get 0.5m. Another Sales make 2m, lots of errors, need admin, total salary costs 1m, but company can get 1m net.....then shall we blame the profitable Sales for making errors? No way, it's just about profit and loss, who generate $$, who is the boss to direct the work and the workload....plus the definition of 份內事. So, you are the boss and you can define it.

  3. Tatiana /

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  4. Rayonna /

    I can't beevile I've been going for years without knowing that.

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