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Sales Management: I would like to hold weekly one-to-one meetings with my telesales team. What structure and questions deliver the best results?
BH
BH
Bob Hatcher, Sales training and consulting for the complex sale answered:

It would be nice to know what you are selling, the sales cycle, the types of buyers, etc. This is important and would let me customize my answer for you. But, here are some generic thoughts.

The problem with sales meeting is keeping it interesting for the people who are not speaking or giving their "update" and to make it a learning experience rather than an update of what they did.

One thing that has worked very well with me to ask each person to come prepared to discuss these topics:

1. Give me three things you did this week that you think worked really well and you want to share with the rest of the group.

2. Give me three things you did last week that you won't do any more, that you think just are not working.

3. Tell us about the biggest sale you made last week. What made it close? What value proposition did the customer buy? How can you take what you learned from that and use it for all sales in the future.

I work with a lot of inside sales teams helping them craft their messages and sales process with the goals of improving close rates and increased sales velocity.

Bob

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