Sales is a rollercoaster of emotions. When you’re “on fire” life is good, you love what you do, the company you do it for and the people you interact with. Life is harder when sales are down, your manager is not helping by demanding more sales and even that great prospect you talked with last week you really can’t be bothered talking to. You don’t even consider picking up the phone to make a cold call. This is the time when salespeople start asking the questions about their career and the company they work for. This is the time when performance and productivity fall through the floor. Everyone in sales will recognise these emotions.
Have you ever worked out how much it costs to run a sales meeting? Not just the direct cost of having all your team in the room together, which by itself is expensive, but what about the opportunity cost of missing out on improved sales performance or having a detrimental impact on sales culture?
Many sales meetings are not only costing companies a fortune but may also be causing a negative return. Meaning that many sales meetings are not only delivering little in value but more importantly they could be causing a negative impact on sales culture and sales performance.
When our friends from Sales ITV surveyed 1500 sales leaders and sales people they found that 69% of sales leaders used their sales meetings as a primary motivational strategy for the sales team but 57% of sales people stated that they found their sales meetings de-motivational! Wow that is a significant disconnect.
What is the purpose of a sales person?
A good question to ask yourself or your team is what is the purpose of a sales person? If you’re only thinking about your company then you might say the purpose is to drive revenue to the business. I wouldn’t suggest for a minute that this isn’t part of the answer, but if this is the only answer then my suggestion is your positive revenue outcomes may be short term.