How To Run Effective Sales Meetings: 7 Tips for Sales Managers

How To Run Effective Sales Meetings: 7 Tips for Sales Managers

It seems to me that many sales managers don’t know exactly what they want to get out of a sales meeting. They know they are supposed to do them.  Maybe even the CEO or president mandates that they have them weekly. Unfortunately, most are ill-conceived and end up wasting time and possibly disenfranchising well-intentioned salespeople.

Here Are My Basic Ground Rules for Effective Sales Meetings:

1. KEEP IT SHORT. The shorter the better – Maintain the sense of urgency associated with the fact that sales meetings are generally taking away from precious selling time.

2. KEEP IT RELEVANT. Due to the fact that the meeting […]

Can Peer Audits Improve Sales Effectiveness?

Can Peer Audits Improve Sales Effectiveness?

I had the privilege of speaking at the PERS Summit 2013 a couple weeks ago and heard Josh Garner, president of AvantGuard speak.  He described a process that his company uses to focus on continuous improvement.  They conduct peer audits on a daily basis where peers listen to how they interact with customers and give constructive feedback.

It made me think of how this could be applied in sales.  Of course everything makes me think of how it could be applied in sales.  Anyway, peer audits are easy to conduct in sales if you field an inside sales team.  It’s easy […]