Annual Sales MeetingHOW TO PLAN AN EFFECTIVE

When planning upcoming annual sales

meetings there are two important questions

to ask

“What are you trying to accomplish with this meeting?

“What do you expect the participants to think, feel and do differently as a result of this meeting?”

Many times the goals, message or desired

outcomes of the meeting aren’t well defined

To assist with this prioritization, use the M.E.E.T.I.N.G.S. approach

THE M.E.E.T.I.N.G.S. APPROACH

Motivation1

2

3

4

Entertainment

Education and Training

Team Building

Information Sessions5

6

7

8

Networking

Goal Setting

Strategic Direction

Motivation1

Motivational speakers are often the hallmarkof annual sales meetings

What’s often missing is a solid link between the presentation and the priorities facing the organization

Ask the speaker what the participants will take away from the session and how they can link it to their jobs moving forward

Entertainment2

Annual Sales Meetings can be a valuable opportunity for the team to get together and blow-off steam

Don't try to do too many things – motivate, entertain, team-build and train – all at the same time

Keep any entertainment separate from other training

and information sessions

Education and Training3

Begin the annual meeting focusing on training

But don’t pack a two day intensive training program

into a 2 to 4 hour slot

Follow training with sessions or workshops scheduled at later times during the year

Team Building4

If Team Building is one of the objectives of the program…

…ensure that it consistentlyreceives high-marks by participants…

…and is tailored to the unique culture of the organization

A poorly designed and executed program can feel forced and have negative effects on the overall program

Information Sessions5

While necessary and critical don’t overload an annual sales meeting with information

ANSWER THESE QUESTIONS TO MAKE THESE SESSIONS MEANINGFUL AND PRODUCTIVE:

What are the participants being asked to do with this information?

1

2

3

Are there tools and reference materials available to support the information?

Why should they pay attention and what’s in it for them?

Networking6

For many sales teams, the annual sales meeting may be the only opportunity they have to meet face to face and network

Participants informally discuss best practices and learn from each other

Networking should be reinforced and

supported throughout the conference...

Plan for small group working sessions and break-out groups, and allow informal networking time between sessions

Use social media to help everyone stay connected after the session

Salespeople that can connect and interact profoundly impacts the organization’s ability to adapt and grow

Goal Setting7

Whether done at the divisional, regional or team level…

Setting and discussing annual sales goals for the year is a traditional activity

... this allows for each group to discuss plans for the year as a group and commit individually to achieving the desired results

Questions to Address: What is/are the…

Goals that will be measured that support the vision?

Vision for the sales team this year?

Strategies and tactics to achieve this vision?

Personal commitments to achieve the results?

Follow up/accountability plan?

Strategic Direction8

This session covers where the organization is headed and how it plans to get there

...so that each group can tailor their plans based on the strategic direction of the company

The goal is to have the participants feel positive about where the company is headed...

... and to inspire them to achieve higher goals

Remember, it’s not realistic to accomplish all of these objectives at one meeting

But with careful planning and engagement the sales meeting can be motivating, informative and productive

Learn How to Motivate Your Team for Training Success & More!

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By Ray Makela

@RayAMakela