How to Avoid Sales Meetings that are BORING, INEFFECTIVE & a BIG Waste of MONEY!

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

Cost of travel Loss in sales Speaker/Trainer costs Loss in employee productivity Meeting expense There is a lot at stake 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

FACT: 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

For More Information about • Lasting Impact • Increased Sales • Improved Performance • Attract more Customers Call Now! 800-471-2619 www.anitasirianni.com

How to Avoid Sales Meetings that are BORING, INEFFECTIVE & a BIG Waste of MONEY!