B2B Sales

Sales Meeting Ideas to Keep Your Team Motivated and Productive

Team meetings with your sales team are ideal opportunities not only for generating ideas and working through challenges but also for bonding as a sales unit.

So, sales leaders need to use meetings to their advantage. In this post, we will help you do exactly that. 

You will come away with six types of sales meetings to integrate into your schedules, as well as nine tips for making those meetings as enjoyable and productive as possible. 

Let’s dive in.

Ideas for Sales Meetings You Should Have With Your Team 

Sales managers host a wide array of sales meetings with their teams. Each type serves a different purpose and therefore has a different structure. 

For instance, the agendas for a training session and a status check meeting will look totally different. 

So, let’s go over the basics of the important sales team meetings you should be hosting. 

Status Checks 

You can only help your team solve problems of which you are aware.

Use weekly status check meetings to uncover these problems and bottlenecks that are preventing your team from doing their best work. 

Here are some things to uncover from your reps in a weekly status check: 

  • Obstacles: Figure out what’s holding them back from closing specific deals. Is it a certain objection by the client that’s holding them up? Together, brainstorm ways to overcome the obstacles.
  • Pipeline: A quick pipeline update from each rep will increase accountability on their end and help you spot ways to help reps.
  • Wantings: Ask if there is anything you can provide to help them optimize performance. This could be marketing materials, training sessions, or technology.
  • Wins/Losses: Having each rep share last week’s wins and losses is a great learning opportunity. Reps can borrow actions that led to wins, avoid the ones that resulted in losses, and improve their understanding of customers. 

Your sales experience and learnings are valuable assets. Leverage them to help your sales reps work around these roadblocks and, ultimately, win more deals. 

Training Sessions 

Besides earning money, one of the key reasons sales professionals work at a company is to learn new skills that will propel their careers upward. 

With that in mind, they will appreciate training sessions

In just thirty minutes a week, training meetings can make a huge contribution to their skill sets. 

Here are some teaching ideas for these training sessions: 

  • Train them on a new selling methodology like SPIN selling
  • Teach them how to build rapport quickly. 
  • In a slideshow, share the key points from one of your favorite sales books
  • Teach them new closing techniques for different scenarios. 
  • Show them a training video that teaches a new sales skill. 
  • Pick a typical sales scenario and teach them how to overcome it. 
  • Do a deeper dive into the product or industry. 


If any of your team members are proficient in a skill that might be useful for other reps to learn, have them hold the training session. This is a great way to build their confidence and tap into their knowledge. 

Guest Speaker Talks 

To spice things up and inspire your team members, invite (or stream online) a guest speaker they would enjoy listening to. 

It could be somebody from another department or another sales professional, social psychologist, or an entrepreneur. 

Ideally, you want to invite someone with the right knowledge, experience, and level of authority to provide serious value to your team. 

Better yet, if you are currently struggling with a specific sales problem, invite someone with experience in that particular area

For example, if your sales team is struggling with cold calling conversion rates, you might bring in a consultant with years of experience developing business development teams. 

If your CEO started their career as a cold calling rep, invite the CEO to talk with your sellers. 

Have them share some tips and strategies they found helpful, along with some stories from their past, especially any funny ones. 

Hearing advice from someone they respect other than their manager can increase their desire to implement the tips and tactics. 

Role Play Meetings 

A role-play meeting with your reps is a great time for them to practice pitching, presenting, cold calling, and overcoming those pesky objections. 

Not only will they gain confidence in their selling abilities, but they will also receive constructive feedback from you or other team members. 

In these meetings, you, or another sales rep, play the part of a prospect while another rep takes the role of the seller. You will then present them with specific scenarios, in which their goal is to win the sale or move it into the next stage. 

For example, a scenario might be a discovery call with a client from a company with {pain point X}. 

During the discussion, you take note of the questions they ask, as well as the responses they give to the customer’s questions. 

Throughout the process, you can identify gaps in your sales reps’ product knowledge or process and work on them. 

Perhaps there is a question they should be asking earlier in the meeting or a feature that they described poorly. 

Maybe they stumbled when trying to personalize the benefits to the customer’s situation.

Role-playing is a great way to make sure these mistakes don’t occur in real-world situations. 

Role Play Idea: Have a rep demo or present to multiple decision makers at once, keeping in mind each person’s mock position and motivations and catering to them throughout. 

For instance, they might call out the person’s name when describing a certain function of the software because it relates to their field of work. 

Meetings Between Departments 

You should encourage regular meetings between the sales team and other departments—especially the marketing department. That way, you can ensure you are both aligned and working toward the same goals

Without these meetings, the two department’s objectives could slowly drift apart.

As a result, your sales team might not be getting the support (white paper, case studies, lead generation) they need.

When marketing and sales are aligned, good things happen for the business. 

You get to define your lead generation strategy better with insights from the field. 

Similarly, marketing can share customer feedback with sales to help them improve their tactics. 

This cross-pollination of knowledge leads to unique and creative ideas and results in better sales forecasting

But don’t just meet with marketing. 

Talk to the product team and share your insights gleaned from conversations with customers. Maybe they will add your suggestion to the product roadmap. 

Meet with finance to make more accurate forecasts and with your analytics team to see if they can find anything hidden in your sales data that you missed. 

Leveraging skill sets from other departments’ team members is a great way to improve your sales team. 

Competition Analysis 

Do you keep hearing “We actually signed with company X” during your cold outreach? 

If so, it is time to bring the team together to analyze the competitor’s offer and strategy and brainstorm ways to beat it

Conduct a competitive analysis meeting where you identify your primary competitors and research their products, pricing, strategy, business structure. 

Use it to find your unique value proposition in regards to the competitor. Why do customers choose you over them? 

Then, figure out what your competitor is doing right. Maybe there are some ideas you can borrow to better your chances of defeating them. 

Also, spot what is missing in their product by looking through customer reviews. Then bring them up when you go head to head with them in a sales call. 

Finally, find their missed strategic opportunities. Are they missing out on a marketing channel that you can capitalize on? 

When your team understands the ins and outs of the competition, they can develop game plans for when they have to convince a prospect that your option is the better choice. 

If interested, read Hubspot’s article on how to run a competitive analysis

9 Tips for Holding Productive Sales Meetings 

The last thing a sales manager wants is for their employees to start thinking of sales meetings as a waste of precious selling time. 

Instead, you want them to feel excited about the chance to talk with their peers, put forth new ideas, and learn how to improve their closing rates. 

Therefore, you need to employ some strategies that keep your meetings efficient and productive. Here are 9 of them. 

1. Focus on the Topic That Matter the Most 

In math class as a kid, it was always fun to see how long students could keep the teacher off-topic and rambling about Star Wars or telling funny stories about their youth. 

In the business world, however, where time is money, employees don’t want their leaders doing this. They want to focus on the issues that matter most. 

Ideally, as a manager, you want to lay out a meeting objective—the desired result—in an agenda that you circulate prior to the meeting. 

All conversations should revolve around fulfilling that objective. When it strays, the designated leader, usually the manager, needs to bring it back to the main topic. 

Here are some other ways to ensure your meeting stays on topic: 

  • Make the purpose clear. 
  • Send out an agenda ahead of time. 
  • Emphasize the value of succinctness in speech.
  • If someone brings up something tangential, designate a later time to discuss it. 
  • Include only the most vital personnel.

You are the steward of conversation in the room, and it’s your responsibility to keep it moving toward the goal. Your sales team will appreciate it. 

2. Assign Roles in the Meeting 

Assigning meeting roles is a great way to generate buy-in amongst your team.
Employees with responsibilities for the outcome are more devoted to working toward a positive one. 

They have a sense of ownership

Also, assigning meeting roles can lighten your load as a manager. Some key meeting roles include the following: 

  • Leader: Sets the agenda and location for the meeting and chooses who leads each topic. During the meeting, they safeguard a positive environment and speaking opportunities for everyone. At the end of sections, they define the next steps. 
  • Recorder: Distributes the agenda before the meeting. During the meeting, they write down important decisions, next steps, and conclusions. At the end, they send this out in a properly formatted and organized document. 
  • Timekeeper: Ensures the meeting stays on time. If a section about competitive analysis was supposed to last fifteen minutes, they sound the buzzer. They also manage any visual aids. 
  • Devil’s Advocate: Challenges ideas and decisions. They should be well-informed on the topic at hand. They ensure that your conclusions are bulletproof. 

Consider switching the roles around. Give up your post as the leader from time to time.

This is a great way to teach your team leadership skills and demonstrate your trust in them. 

3. Have a Well-Thought-Out Agenda 

To ensure you satisfy the mission of the meeting, set a thorough agenda that outlines what you will do during each minute of the sales meeting. 

There are certain main components you should include in your meeting agenda.

For starters, your agenda should have clearly defined time slots, with an associated duration for each portion of the agenda (e.g., “learn the basics of the new CRMs—15 minutes”).

This should include designated slots for delivering key information items like updates and announcements. 

Make sure you also carve out time for tackling specific action items that must be completed during the meeting, like a mock sales call.

Don’t forget to address actions to be completed post-meeting, either, like cleaning CRM data. 

A well-thought-out agenda should also make a note of the discussion topics you plan to go into during the meeting.

These are the topics you want your team to discuss or give feedback on, such as a new sales process or tech. 

Here is a typical meeting agenda template.

Project meeting agenda example (created in Nuclino)

It is critical that you send the meeting agenda out to employees before the meeting. That way, they can prepare and research in a way that helps them prepare to contribute. 

Also, it helps to frame the agenda items as questions

Instead of writing “Competitive Analysis Session,” write “How can we beat competitor X?”. 

This naturally kicks off the thinking processes of your sales reps and can make your meetings more productive. 

4. Don’t Waste Time 

Don’t let an attendee hijack the meeting with their photo reel of their latest trip to New Zealand. Save that for happy hour. 

Yes, wasting time can be fun in the moment, but in the long run, it decays productivity as well as your reps’ attitude toward meetings. 

Here are some tips to help you avoid wasted time in your sales meetings.

First, talk with the aspiring orators. Before the meeting, have a sit-down with your most talkative members and emphasize the importance of staying coherent and focused.

This helps you design a culture of no fluff. 

Make it clear that meetings are for discussing the most crucial topics—but don’t just use words, use action, and lead by example. 

If there isn’t enough material to fill 20 minutes of a meeting, cancel it and send an email with the information instead.

As mentioned earlier, delegate. 

Instead of leading every topic, give your reps a chance, especially if they have knowledge and experience relevant to the segment. This will keep them focused and on-point.

Finally, it is always a good idea to have a timekeeper: an employee in charge of watching the clock and making sure the meeting is following the scheduled agenda. 

Additionally, keep in mind that learning is rarely wasted time. Sales leaders can use each meeting to teach their reps something new. 

Pro Tip: Dan Tyre, Director at Hubspot, holds seven-minute educational segments each Monday morning. 

While learning the entire skill in that time frame is impossible, at least you put the skill on their radar. If intrigued, they can go learn more on their own. 

5. Let Your Team Ask Questions 

Incorporating a Q&A session into your sales meetings is a great way to get your team participating and comfortable asking questions. 

It also gives you the chance to clarify any announcements or process changes and to help employees understand the full picture, decreasing chances of future mistakes. 

However, too many questions can push your meeting over the time limit. So, it’s best to focus on the most pressing, time-sensitive questions

If the question isn’t time-sensitive, try answering it outside of the meeting. 

For example, you could push it onto next week’s agenda—or you could send an email with an in-depth answer, or perhaps record a video answering the question. 

Make sure you send it to every member of the team, seeing as they might have been wondering the same thing. 

6. Provide Visuals 

Keeping your team engaged is critical. Glazed-over eyes mean mistakes down the road. 

To keep those eyes bright as the stars, include visuals like infographics, videos, or handouts, and slideshows. 

Some benefits of visuals include: 

  • Visuals Hit Faster Than Words: Our ancient minds are programmed to process visuals quickly—before the snake bites us. To reduce misunderstandings that come from different word interpretations, use images.
  • Visuals Stick Harder In Memory: We remember something better if we saw it in visual form rather than in word form. If there’s something you desperately want your reps to retain, use a picture.
  • Visuals Generate Emotional Reactions: A picture of a bear will frighten you more than the word “bear.” Similarly, higher emotionality can keep reps interested and awake.

One of the best examples of visual aid is a pie chart or bar graph that shows pipeline and other sales numbers. 

This will help your reps understand the metrics and take to heart the advice on how to improve them.

Also, if there is a video that can help you get your point across, use it. 

For example, if you are discussing a new feature of a competitor’s product, show the video from their website. 

Also, if you are going over customer feedback, show a video of a testimonial. 

7. Maintain a Dynamic and Positive Atmosphere 

Meetings should be testing grounds for new ideas, solutions to challenges, and relationships between team members. 

Sales managers have to create and maintain a dynamic and positive atmosphere where employees feel comfortable voicing their opinions—even the unpopular ones. 

There are several approaches you can take to maintain such an atmosphere.

To keep your team members motivated to actively participate in the meeting, make sure you reward contribution. 

At the end of the meeting, show your appreciation for participants with great contributions. 

Say something like: “Thank you {Name} for bringing this to our attention!” 

Additionally, before decisions are made, take a group vote. This will make your team members feel more involved. 

Another way to get employee buy-in is to give them ownership of ideas.

Before the meeting, give an employee the task of coming up with ideas regarding a certain topic, such as “how do we handle the new objection X?” 

It is also important to give everyone a chance to speak.

Before closing, try giving each member the opportunity to bring up any questions or thoughts they had, or have them share something they learned or accomplished last week. 

Positivity leads to productivity.
When your reps leave the meeting feeling like they made a difference with their good idea, they will be more motivated to continue crushing their work. 

8. Don’t Forget the Remote Workers 

If your remote workers start to feel isolated from the group, they might lose the motivation that usually comes from contributing to the group’s success. 

Don’t let this happen. There are steps you can take to make your remote sales reps feel involved

First, make sure to invite them to each meeting—even the random impromptu ones.

You don’t want them feeling left out of the loop or less valued than their colleagues in the office. 

Second, during your conference calls, have them put up their video. Consider projecting it onto a larger screen.

Try to elicit contributions from the remote workers first. 

After explaining an announcement, say things like, “I’d love to hear the questions from our remote workers first.” 

This ensures you aren’t falling into the trap of favoring in-house feedback over that of the remote staff. It also makes them feel valued and heard. 

Third, ensure that the more introverted members of the remote staff are sharing their ideas, concerns, and thoughts. 

These members might be less inclined to speak up during a conference call. 

Pro Tip: Send out an email to each attendee asking a couple of important questions to encourage everyone’s contribution. 

That could be universally applicable, like: “What’s one thing we missed in our last discussion?” or meeting-topic-specific, like “What’s one potential problem that could occur if we enact this change in CRMs?” 

The introverts, who generally need more time to think these things over before speaking up, will happily answer over email. 

They might give you some fresh perspectives or solutions that you would have otherwise missed. 

Conclusion

Sales team meetings should be an invigorating part of the day. 

Reps should leave feeling energized and motivated to make some tough calls, push deals forward, and continue learning new skills. 

Follow the above best practices, and your sales team meetings will play this critical role.