Since Swayne Hill, Senior Vice President of Sales, Mintigo, stopped running a weekly sales meeting a few years ago in favor of an event-driven meeting cadence, his company turned 50% of their administration time back into selling time. Their sales meeting schedule now follows a rhythm determined by the sales forecasting cycle. Current & next month sales forecasts are delivered to the board at the start of each month with weekly eStaff updates.They hold 2 forecast reviews, 1 pipeline review and 3 peer deal review sessions monthly – all but the pipeline reviews are run as a sales team meeting.
To keep these meetings focused, they asked 3 questions: Where do we stand? Should we be worried? What should we do? Usually, they were doing this across 2 dimensions – looking back at results and looking ahead to likely future projections.
In order to get the most from a sales meeting, they’ve adopted this 6 step process.