How to Avoid Sales Meetings that are BORING, INEFFECTIVE & a BIG Waste of MONEY! By Anita Sirianni The Professional Sales Coach

Meetings are BIG Business! America’s corporations spend an overall average of $41.8 billion annually The number of meetings in the United States are up 8% 1 According to The 1998 Meetings Market Report

There is a lot at stake Cost of travel Loss in sales Speaker/Trainer costs Loss in employee productivity Meeting expense Meetings must be effective, highly efficient and memorable to really pay off.

When meetings are well run : Productivity & sales are increased Learning & retention are improved A spirit of teamwork is instilled A good impression is made for the company and management

Most meetings are Boring, Ineffective and a BIG waste of Money! Improve your meetings with these ideas...

Your meetings are BORING if... People are talking & not paying attention Give them something to talk about! - Play a game -Start a discussion -Break into small groups BOOK: “Games Trainers Play” by Edward Scannell

Your meetings are BORING if... You are looking into sleepy eyes. Give them some fresh air! -Walk around the building or room -Play ‘Simon Says’ -Hire an aerobic instructor Take a break (schedule every 1:15 minutes)

Your meetings are BORING if... People are fidgeting, standing or moving around. Get them moving! -Do something to get their blood pumping -Do a few stretches or calisthenics -Send group on a ‘scavenger hunt’ Give them HOT SPICE every 5-7 minutes -Ask a question -Start a discussion -Get them involved

Your meetings are BORING if... Slow return from breaks & sluggish body language Give them a reason to be excited! -Provide an incentive to participate -Stick to a “start on time--stop on time” policy Distribute an agenda and stick to it! Discuss meeting topics & what’s in it for them Use managers as “people movers” during breaks

Your meetings are BORING if... Reps obviously want to be somewhere else. Get reps involved -Ask reps to select meeting topics -Solicit volunteers or select people to participate -Create a meeting planning task force

Your meetings are BORING if... Distractions become a priority. Sales reps need to be entertained! -Use mixed media (music, video, skits) -Add a fun meeting theme -Conduct impromptu role play sessions

Are your meetings INEFFECTIVE? Check out these symptoms & solutions...

Your meetings are INEFFECTIVE if... Your expectations are not realized. Clearly define a purpose for your meeting and what activities you expect to occur as a result of the event. Ask yourself: “How will I know if this meeting is a success?”

Your meetings are INEFFECTIVE if... Your expectations are not realized. You are likely to be disappointed unless expectations have been clearly communicated Distribute an agenda and discuss topic objectives & goals Review expected outcomes before and after the meeting Develop a ‘time released’ follow-up strategy

Your meetings are INEFFECTIVE if... Your expectations are not realized. Reps may not have received the proper training or tools. Were expectations understood? Were roles & responsibilities clear? Was information more hype than helpful?

Your meetings are INEFFECTIVE if... Your expectations are not realized. Were your expectations realistic? How were meeting goals created? What feedback have you received? Get the group involved in creating a follow-up game plan

Your meetings are INEFFECTIVE if... Little exchange or discussion occurs. Reps may not participate if their input is not valued. Encourage the reps to participate Minimize rhetorical questions Describe specific action steps to ideas Acknowledge or reward involvement & participation Provide adequate “thinking” time for feedback

Are your meetings are a BIG waste of Money?

Are meetings a BIG waste of money ? Consider the many warning signs & symptoms of boring and ineffective meetings. Refuse to settle for typical and go for terrific!

Good Books on Conducting Highly Effective Meetings Running a Meeting That Works –Robert F. Miller, Marilyn Pincus Effective Meeting Skills –Marion E. Haynes How to Hold Successful Meetings: 30 Action Tips for Managing Effective Meetings –Paul R Timm First Aid for Meetings: Quick Fixes & Major Repairs for Running Effective meetings –Charlie Hawkins

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