Tuesday Tuneup- #56
The secrets to great sales meetings
Happy Tuesday everyone!
One of the things I see a lot of new managers struggle with is holding effective sales meetings.
Either, they are really ineffective OR they don’t happen at all.
Both outcomes are a real missed opportunity and it’s really hard to be effective when you can’t communicate well with your team.
So if this sounds like you…… fear not, because today I’m going to breakdown all things sales meeting so you can lead your team the way they deserve.
First off……Why do Regular Sales Meetings Matter?
Alignment & Focus: Sales teams need clear goals and priorities. Meetings ensure everyone is on the same page about company objectives, sales targets, and customer strategies.
Training & Skill Development: Ongoing training helps your team stay sharp, whether it's product knowledge, overcoming objections, or closing techniques.
Motivation & Recognition: Celebrating wins, sharing success stories, and recognizing top performers create a positive and energized culture.
Accountability & Problem-Solving: Regular check-ins help identify roadblocks early and provide opportunities to collaborate on solutions.
What’s the Framework for an Effective Sales Meeting?
1. Set the Tone: Start with Positivity
Begin each meeting on a high note. This could be a quick round of team wins, a motivational quote, or a shout-out to a rep who went above and beyond. Keeping the energy high from the start fosters engagement and sets the stage for productivity. Don’t forget to SMILE and HAVE FUN!!!!!! Sales people feed off emotion and if you want them to be pumped up, you need to be pumped up yourself.
For small teams (under 10 people), encourage each participant to share a recent success. For larger teams, highlight top performers or read out positive client feedback.
2. Key Metrics & Updates
Dedicate time to reviewing essential sales numbers, pipeline updates, and key performance indicators (KPIs). However, avoid making this a dry, one-way presentation. Instead, engage the team by asking questions and seeking insights:
"What trends are you noticing in the market?"
"Where do we have the biggest opportunities right now?"
"What challenges are coming up repeatedly?"
For smaller teams, this can be an interactive discussion where everyone contributes. For larger teams, managers can summarize insights from one-on-one check-ins or breakout group discussions.
3. Training & Skill Building
News alert…… just because your team is “In Sales”, doesn’t mean they shouldn’t be learning and getting better every week. As the old saying goes “You have to constantly sharpen the axe or it goes dull”. Every meeting should include a learning component. Some ideas:
Role-Playing Exercises: Practice handling objections, pitching new offerings, or closing deals.
Guest Speakers: Invite top-performing reps, industry experts, or even happy customers to share insights.
Product Deep-Dives: Regularly refresh the team's knowledge on product features, updates, and competitive advantages.
Play a sales video from Youtube: There’s a lot of awesome, short sales videos on YouTube. Make a playlist and you’ll never run out of fresh training for your team. Additionally…. it reminds them that they can also get better on their own time.
For small teams, go deep with hands-on role-playing and feedback. For large teams, consider breakout rooms where smaller groups can practice and discuss.
4. Overcoming Challenges & Team Collaboration
Create a safe space for reps to share obstacles they’re facing. Then, work as a team to brainstorm solutions. This segment fosters problem-solving, camaraderie, and accountability. Please note…. this does not mean that we are creating and unorganized complaining session. Do avoid this, you could say something like “Did anybody run into a customer objection they couldn’t close?” or “Lets talk about financing, does anybody have a tough job that we can think through together?”
For small teams, allow open discussion where reps support each other. For larger teams, use polls, anonymous Q&A tools, or pre-submitted challenges to ensure participation without taking too much time.
5. Motivation & Closing with a Call to Action
Wrap up each meeting with a motivational takeaway and clear next steps. Reinforce the goals for the week or month and encourage personal accountability. Examples include:
“Focus on asking one more question in every customer interaction this week.”
“Make a follow-up call to three prospects who went silent last month.”
For smaller teams, this could be an individual commitment shared aloud. For larger teams, use a shared tracking document or CRM to monitor commitments.
Making Sales Meetings Engaging & Effective
To prevent meetings from feeling repetitive or disengaging, consider these best practices:
Rotate Leadership: Have different team members lead sections of the meeting to keep things fresh.
Keep It Concise: Aim for 30–45 minutes to maintain focus and respect everyone’s time.
Come prepared: If you want to manage a team of pros…. you have to be one yourself. Showing up late or unorganized screams to your team “I don’t take this seriously and neither should you”
Follow Up: Send a post-meeting summary with key takeaways and action items to reinforce accountability.
Make it relevant for the time of the month: Early in the month is a great time to talk about organization, building pipeline, ect. End of month, is about creating urgency, messaging about month end promos, ect.
Final Thoughts
Regular sales meetings should never feel like a chore—they should be a source of energy, learning, and focus. By keeping meetings structured yet dynamic, you can turn them into a powerful driver of success.
Whether you’re working with a small, tight-knit team or managing a large sales force, using this framework will ensure that your meetings are productive, motivational, and results-oriented.
Try implementing these strategies in your next sales meeting and watch how your team’s engagement and performance soar!
PS- My desire to see you win goes beyond this newsletter. If you’re ever stuck, or just want a second opinion on something, feel free to reach out. I learn so much from all of you and I always look forward to seeing what challenges you’re running into.