- Job matching to improve hiring accuracy
Anita M. Sirianni: Sales meeting are a big investment for Healthcare companies who host them and the salespeople who attend.
Their importance for training, communicating and building camaraderie is unparalleled.
But, how well do sales meetings influence bottom line productivity and sales performance?
Planning and participating in over 50 successful (and some not so successful) sales meetings each year has led me to observe several mistakes Healthcare providers make that reduce the value meetings can have on sales performance.
The agendas are distributed, the welcome comments made, lights are dimmed and the marathon of PowerPoint presentations begins. One after another, managers, supervisors and company honchos
deliver company news, product/service updates and new sales plans. They pass around the handouts, answer a few questions, and turn it over to the next speaker.
What’s the problem?
Information is delivered that goes in one ear and out the other.
Have you ever felt frustrated after your best ever, super charged meeting and everyone went back to selling the way they always did? Salespeople are naturally kinesthetic beings—they need and want to
learn in a way that moves them. The monologue marathon of most sales meetings fails to engage reps. As a result, they have little effect on field
Most experts agree—the optimal length for adult learners to retain a single thought or idea is seven minutes. This means that if you want salespeople to retain any idea you must deliver it in a seven minute
‘package’. In our “Presenting with POWER” training programs, we teach reps and managers how to incorporate “hot spice” into their presentations at regular intervals for maximum learning and retention. Presentations delivered at sales meetings should get reps engaged. This can be as simple as asking a question or as involved as initiating an
exercise. Salespeople naturally respond and learn by doing. Build your meetings and presentations around frequent opportunities for interaction,
exchange and participation.