Weekly Sales Meetings Are Harmful

Author: Brian Karas, Published on May 24, 2016

Sales managers under pressure often resort to weekly team meetings as a way to try and drive revenue and keep the sales team on track. This approach rarely drives positive effect, and in security is often an indicator of a sales manager who doesn't have a firm understanding of their team and channel.

***** ******** ***** ******** ***** ****** ** ****** **** ******** as * *** ** *** *** ***** ******* *** **** the ***** **** ** *****. **** ******** ****** ****** ******** effect, *** ** ******** ** ***** ** ********* ** * sales ******* *** *****'* **** * **** ************* ** ***** team *** *******.

[***************]

Weekly ******* *****

******** **** ***** *** **** ** * *** *** *** manager ** **** ********, *** ** * *** *** *** sales **** ** **** ***** ******* **********.

****** **** ******** ** ***** *** ********** **** **** ***** ******* are ******** ***** **** **** ****** **, **** *** **** manager *****'* **** ********** ** *** ****, ** **** *** manager *****'* **** * **** ************* ** *** *******.

Why ** *****'* ****

**** ***** ****** *** **** ********* **** **** *** ******* with ** ******* ** *********. **** *** ****** ***** **** is ******** ** * ****** ******* **** ********* ***** ** hour ** ****, **** ** **** **** ****** ** ********** revenue.  

******, ** ***, ******* ** * ******* ****** **** **** is ****** ** *** ****** ****. **** ** * ***** ** everyone's ****, *** **** ***** ****** ** * ********** *** demotivated ****.

**** *********** *** ***** ** ***** *****, *** ***** **** are ******** ** **** ******.  ** **** *** ***, * weekly ***** **** *** ******* ***** ******.

When ** ******** **** *****

**** ******* ********* ****** ******* ******** **** ***** ***** ****. If *** *** ************* ****** **** **** ** **** *** close * **** ** * ***** ****, **** ****** ******** make *****.  

** ****-**-***** **** ** ******** ** ***** ** ******, ** is ***** *** **** *** ******** ********, **** ****** ******** are ***** ** ****** ** ***** ****** ********** ** **** useful ****** ** *******, *** **** ****** ** ****** *****-*** updates ** *** **** ***** ********, ** ******** ***** ******, without ****** ********* ****** ***********.  

* **** ***** ******* **** **** * *:* **** ****** with **** ****** ** ** **** *** *****, *** ******* to *********, *** ******* ***** **** ******* **** ** **** individual ****** **** *** ****** ****.

***** ***** ****** ********* ** *******, *** **** * **** defined ******.  ** ** *** ********* *** **** ***** ****** to ***** ***** **** **** ******, *** **** ****** ********* any *** **** **** ******** * ******** ** ******** **** others ***** ******* ****.  

Stay ******** ******* ****** **** *****

*** ***** **** ****** *** * *** **** ** **** ****. **** appropriately, * *** **** ****** *** ***** **** ** **** each ***** ******** ** ******** *** ****** *****, *** ********** the **** *** ****** ******* ********.

**** ***'* ***** *** *** ******** ** ********** *** ****** on ******* ***** ** ********** (**** ******, *** ***** *********** created, ***.)

**********.*** ** ******** *** **** ****-***** ***, *** **** ******** as ********* *** ********** ** **** (*** ** **** *****, rightly **).

***** *** ******** ***** *******, **** ******** ** ****** **** ******. 

** **** ***** *****, ** ******* ************* **** ****'* ********** a *** ** ******** ***, * ****** ****** **** *********** can ***** ** ** ******* *** ** ***** *** ***** and ****** **********/********.

 

 

 

Comments (7)

Brian's article about weekly (sales) meetings leaves out one aspect of today's selling experience...the rapid rate of change of products and technologies. The products we represent are in a constant state of change, and our weekly meetings, sometimes held face to face, sometimes via Go To Meeting, are mandated not by the need to pressure a self-motivated sales force...rather to keep everyone up to date on policy and product changes. We tried simply blasting out updates to our salespeople, but found inconsistent use of the material, and went back to weekly updates, with Q & A sessions

Brian is correct, though, in that a good CRM system is mandatory, and useful as long as it does not require a burdensome extension of the work day. Many salespeople are tired at the end of the day, and should not be asked to pull time away from family responsibilities on weekends. We use a system that allows salespeople to call in and dictate their sales reports on the fly, between calls. The information received is fresh, typically not embellished with "feel-good" phrases, and puts into our CRM system updates on a daily basis.

This also helps to reduce the need for routine sales meetings.

Overall, I haven't found that things have been changing so rapidly that weekly meetings are needed to stay current, but in your case as a rep firm I could see where there could be enough new things across a handful of lines that it would make sense.

If there is good, useful information coming out weekly, then by all means weekly meetings make sense.

For what you describe, I've also found that email updates aren't as effective as some kind of "live" meeting to communicate things and handle any Q&A. People won't read through the details and will miss important notes.

we use Salesforce, its expensive but if fully utilized it can be a great informant tool without the need for weekly meetings. You really have to get it automated to make it work how you want it, but any manager can easily stay informed with a well implemented CRM system. You can track phone calls, emails and everything with it.

Brian, you should read ReWork. Everyone should read it. Great book.

I only felt they were harmful to the attendees. It never fails almost no reporting or meetings are required when sales are exceeding plan.

When they aren't it's always a good idea to strap your sales team with reporting and project tracking.

Okay, I'm kidding.

I've worked with a few CRMs and Salesforce is the winner for a reason. It helps you sell.

Why pay for Salesforce, Microsoft Dynamics, or other expensive CRM's when you can get a full Enterprise CRM for free from Open Source? SugarCRM is Open Source. The open source product is called SuiteCRM. It is actually more functional than the paid version of SugarCRM. The expensive part of CRM's is the monthly cost and user cost associated with it.

SuiteCRM link

Login to read this IPVM report.
Why do I need to log in?
IPVM conducts unique testing and research funded by member's payments enabling us to offer the most independent, accurate and in-depth information.

Related Reports on Sales

Last Chance - Security Sales Course Summer 2018 on Jul 19, 2018
Today is the last day to register. Based on member's interest, IPVM is offering a security sales course this summer. Register Now - IPVM Security...
Eastern and SavvyTech Merge, Form ENS, Targets ADI on Jul 09, 2018
ADI, ENS is coming for you. Or, at least, they hope. Two US distributors, NY based EasternCCTV and California based SavvyTech have merged, to...
Arlo IPO Filing Reveals Key Financial and Competitive Details on Jul 09, 2018
Arlo is going to IPO at a projected valuation greater than Axis. Now, Arlo has released their 175-page Form S1 Registration Statement for its...
Drops Dahua, Fenner Becomes ISS CMO on Jul 09, 2018
Hired to improve Dahua's miserable marketing just last year, Janet Fenner has quit Dahua, joining VMS manufacturer ISS as Chief Marketing...
Pelco Is For Sale on Jun 27, 2018
Pelco is for sale, being shopped by an investment bank, IPVM has confirmed from multiple sources. The company, acquired by Schneider Electric in...
Snap Surveillance Profile on Jun 26, 2018
There are not a lot of video surveillance companies that survive 9 years with only one feature that makes their product stand out. In the case of...
Buy Arecont: Top Bid $10 Million Cash on May 22, 2018
Last year, Arecont had a deal for a purchase price of $170 million (see Failed Arecont China Acquisition). This year, Arecont has a deal for a...
Stealth / UCIT - Remote Video Monitoring Provider Profile on May 18, 2018
Can 2 remote video monitoring companies, Stealth Monitoring from the US and UCIT from Canada combine to impact the market and compete in a changing...
Worst Manufacturer Technical Support 2018 on May 16, 2018
5 manufacturers stood out as providing the worst technical support to 190+ integrators in new IPVM results. These integrators answered: In the...
March Networks Targets Cannabis Market on May 10, 2018
Will the next March Networks customer appreciation event be held a steakhouse or at a Taco Bell at 2 am? Can March sell the types of systems to the...

Most Recent Industry Reports

Directory of Video Surveillance Startups on Jul 18, 2018
This directory provides a list of video surveillance startups to help you see and research what companies are new or not yet broadly known entity...
Ladder Lockdown and Ladder Levelizer Tested on Jul 18, 2018
Ladders are a daily necessity for surveillance and security installers, but working on an unstable surface can be extremely dangerous. In addition...
FST Fails on Jul 17, 2018
FST was one of the hottest startups of the decade, selected as the best new product at ISC West 2011 and backed with tens of millions in...
Axis ~$100 Camera Tested on Jul 17, 2018
Axis has released their lowest cost camera ever, the Companion Eye Mini L, setting their sights on a market dominated by Hikvision and Dahua. Can...
Amazon Ring Alarm System Tested on Jul 16, 2018
Amazon Ring is going to hurt traditional dealers, and especially ADT, new IPVM test results of Ring's Alarm system underscore. IPVM found that...
Hikvision Wins Chinese Government Forced Facial Recognition Project Across 967 Mosques on Jul 16, 2018
Hikvision has won a Chinese government tender which requires that facial recognition cameras be set up at the entrance of every single mosque...
Installing Dome Cameras Indoors Guide on Jul 16, 2018
IPVM is producing the definitive series on installing surveillance cameras. This entry covers one of the most common scenarios - installing dome...
Security Sales Course Summer 2018 on Jul 13, 2018
Based on member's interest, IPVM is offering a security sales course this summer. Register Now - IPVM Security Sales Course Summer 2018 This...
US Tariffs Hit China Video Surveillance on Jul 13, 2018
Chinese video surveillance products avoided tariffs for the first two rounds. Now, in the third round, many video surveillance products will be...
Last Chance - July 2018 IP Networking Course on Jul 12, 2018
Registration ends today, Thursday. Register now. This is the only networking course designed specifically for video surveillance...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact