The Three-Part Rule for 60-Minute Sales Team Meetings

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Focus on different “times”. Past, Present and Future are all important. Most meetings I have observed focus on the past and the present. More of that “sharing” of information.

A meeting becomes timely when more focus is on the future — equipping them to sell more, get in front of more people, build their confidence and competence to exceed quotas.

When Alice Kemper was a sales manager at Harte Hanks Communications she broke her 60 minute weekly sales meeting into 45 minutes of training and 15 minutes of need-to-know info. Her results speak for themselves. “Our team had less turnover and higher results that many of the other teams. And each time a new branch was opened, the new manager-to-be was selected from my team. That time investment was a strategy.”

A guideline: Break whatever meeting time you have into:

10% focused on the past (sales results, wins, losses, etc.)
10% on the present (current promos, operations updates, etc)
80% building for the future
For a 60 minute meeting that’s about 10 minutes of what greece telegram data happened, 10 minutes of present information and 40 minutes to help them capture more sales in the future!

Want to capture more of that elusive time? You will, when you expand your time and efforts as you deliver timely sales meetings.3 Key Elements of Sales Fitness
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