When planning the annual/quarterly/monthly sales meeting it is important to remember the three Rs: Recognition, Re-energize, and Relevance. By understanding and implementing the three Rs, you can be confident that your sales meeting will resonate with the organization and the sales team will be engaged and ready to sell.
The first R, Recognition, is the most important. Countless studies show that sales people rank recognition above compensation as the number one indicator of job satisfaction. There is no more important aspect of the sales meeting than to recognize individual sellers for a job well done. This can take many forms. You should recognize the rep who brought in the most new business, of course. You can also recognize reps by product lines if that is applicable to your situation. Sellers can be recognized by region or territory. Top sales teams can be recognized. Sellers with the highest customer satisfaction can be recognized as well. There are countless ways to recognize sellers, and you should do all that apply for your specific situation. Recognize as often as practical throughout the meeting.
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The second R, Re-energize, should be the outcome of the event. Sellers should be excited to hit the ground running. The recognition piece will play a large role in that process. But you should also focus on sharing important news about the company, industry, competitors, and new products. All of these topics should be on the agenda and presented in a way to direct the sellers’ energy towards winning more business.
The third R, Relevance, is critically important. There is nothing worse than hours of presentations aimed at a specific product or vertical part of the sales team that is not relevant to the rest of the organization. If you need to, divide the group according to seniority, product focus, regional focus, or whatever makes the most sense. Then bring in the throngs of people who are chomping at the bit to address the sales force. By dividing the team along common themes, the content stays relevant to them and keeps them engaged.
By following the three Rs, your sales force will look forward to your sales meetings and come away with a renewed passion for the business. Ultimately that will drive more activity and sales. Isn’t that the whole point?
Whoa, some good stuff to cover in our next sales meetings. Never would have guessed that people value recognition over compensation!
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