The Weekly Internal Sales Meeting
The most powerful tool for maintaining the right pace and direction in a sales operation is the weekly sales review meeting. For the weekly sales meeting to be effective a salesperson needs to be able to tell a sales story. A sales story is not like the social stories we tell over lunch or dinner. A sales story is short, starting with where the buyer is in terms of arriving at a yes/no decision. Notice, we didn’t say what’s likely to close or what’s closing or how are things going? A sales story focuses on the forward progress of buyers and prospects, and the obstacles getting in that way of that progress that will keep the deal out of the “salary” forecast. The DEI Prospect Management SystemTM gives the sales team and the manager the language and framework to conduct short, useful meetings.