Sales is a relentless pursuit of the next deal. No one cares how good you used to be. No one cares about your last sale. Hit target last quarter but miss it this quarter, that isn’t acceptable in sales. Sales is a tough gig. That is until you win the “battle of the mind”. As a sales leader, your duty is to keep your team motivated or inspired to keep going when things are tough. Your duty is to lift them to higher levels when things are going well. Your duty is to lead them into battle. For this you are going to need to motivate them; and the motivational sales meeting is a weapon in your arsenal that needs to be fired often! Please don’t make the mistake of thinking that motivating your people is not part of your role. It’s your duty.

1. Intrepid Selling
Mini Series
How To Run Motivational Sales
Meetings
52 Motivational Sales Meeting Ideas
For You To Run Throughout The Year
By Mike Adams
www.mikeadamscg.com

2. How To Run Motivational Sales
Meetings
52 Motivational Sales Meeting Ideas
For You To Run Throughout The Year
By Mike Adams
www.mikeadamscg.com 2
© Mike Adams 2014

3. How To Run Motivational
“…the motivational sales meeting
is a weapon in your arsenal that
needs to be fired often!”
- Mike Adams
www.mikeadamscg.com
Contact Mike:
contact@mikeadamsCG.com
www.twitter.com/@SirMikeAdams
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Sales Meetings
© Mike Adams 2014

4. Table of Contents
Introduction ……………………………………………………………………………………5
What is a Motivational Sales Meeting……………………………………………..6
Why Run a Motivational Sales Meeting…………………………………………..7
How To Structure The Meeting……………………………………………………….9
52 Motivational Meeting Ideas……………………………………………………..11
www.mikeadamscg.com
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© Mike Adams 2014
How To Run Motivational
Sales Meetings

5. Introduction:
Sales is a relentless pursuit of the next deal.
No one cares how good you used to be.
No one cares about your last sale.
Hit target last quarter but miss it this quarter, that isn’t acceptable in sales.
The majority of people you meet, call on the phone or send emails to wont
want to engage with you; and for those who do, most won’t buy.
Sales is a tough gig. That is until you win the “battle of the mind”.
Once you cross over into bullet proof thinking, where the rejection means
nothing to you, the relentless pursuit becomes a game of winning, then sales
becomes fun.
As a sales leader, your duty is to keep your team motivated or inspired to
keep going when things are tough. Your duty is to lift them to higher levels
when things are going well. Your duty is to lead them into battle.
For this you are going to need to motivate them; and the motivational sales
meeting is a weapon in your arsenal that needs to be fired often!
The following book will offer you tips and tactics for running your own
motivational sales meetings. I coach sales leaders in how to deliver and
create motivational meetings – unfortunately this book can’t replace that
process; but it will give you some usable tactics for you to find your way.
Use them. Please don’t make the mistake of thinking that motivating your
people is not part of your role.
www.mikeadamscg.com
It’s your duty.
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© Mike Adams 2014
How To Run Motivational
Sales Meetings

6. What is a Motivational Sales Meeting:
Lets look first at what it isn’t:
It is not a pipeline meeting
It is not a one on one
It is not a forecasting meeting
It is not a structured training session (although it may include some training)
A motivational sales meeting is a meeting specifically designed to create
change in your people;
Change their activity
Change the attitude
Change their energy
Change their thoughts
Change their behaviours
Change their outcomes
The key word is change.
Therefore the content of the meeting is not purely job focussed, it is
motivation focussed. It steps away from the other mundane meetings they
have in their week. Change up the content, the structure, the location, the
format etc. I have been known to run these meetings on the harbour, in a
café, on a boat, on the sales floor, in other departments (just to be
disruptive!) and of course in the boardroom.
Your people should look forward to this meeting every day or week or month
(I would advise once per week at a minimum).
www.mikeadamscg.com
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© Mike Adams 2014
How To Run Motivational
Sales Meetings

7. Why Run a Motivational Sales Meeting:
Here are 34 reasons why this is an imperative:
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© Mike Adams 2014
How To Run Motivational
Sales Meetings
1. To lift your team when things are tough
2. To kick your team when things are going well
3. To push your people to higher levels of personal ownership
4. To be a stronger force than your competition
5. To start the week and day strong
6. To get a competitive edge
7. To inspire your people to be better than they were yesterday
8. To retain your people
9. To be surrounded by winners
10. To show them who is the boss
11. To allow them to follow you
12. To change their actions
13. To change their results
14. To minimise the rejection
15. To stand out as a leader
16. To make this the best job they have ever had
17. To be the best boss they have ever worked for
18. To build culture
19. To build momentum
20. To wake them up after the weekend
21. To empower your people
22. To breathe belief into them
23. To raise their levels of conviction

8. Why Run a Motivational Sales Meeting:
www.mikeadamscg.com
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© Mike Adams 2014
How To Run Motivational
Sales Meetings
24. To teach them new skills
25. To share your experience
26. To bond your team
27. To refresh their attitudes
28. To shake up their day
29. To add value to your people
30. To have impact
31. To create a following
32. To build loyalty and trust
33. To have fun
34. To drive better outcomes
Time out:
The essence of motivating people is to be a highly
motivated and energetic person yourself. Now, if you have
chosen to be a sales leader then this is part of the game.
Don’t say that you are not good at motivating and then
decide you want to lead sales people; you cant be one or
the other. You must be both.

9. How To structure The Meeting:
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© Mike Adams 2014
How To Run Motivational
Sales Meetings
Here are steps to consider when constructing your meeting:
1. What is the message and outcome I want as a result of the
meeting
2. What is the content that needs to be included to achieve the
outcome
3. How do I best deliver it to be engaging (no Power Point!) – use
stories and exercises
4. How long do I want the meeting to go for – bearing in mind they
need to be energised after the meeting. So too long is not good!
5. What time of the day or week is best
6. Where would be the best place to run the meeting – tip: change
locations to keep it unpredictable.
Finding inspiration:
Coming up with content and ideas is tricky, but there is endless
content if you start looking. My advice is to look everywhere for
inspiration. You will notice that there are stories of people doing
extraordinary things every where you look;
• YouTube, Google, Twitter, Facebook, books, magazines, films, sports
etc – all of these sources are full of interesting and motivational
videos and content.
• Use tools and other people’s courage to leverage your message.
Continued…

10. How To structure The Meeting cont….:
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© Mike Adams 2014
How To Run Motivational
Sales Meetings
Finding inspiration cont…:
• The trick here is to be open-minded and start looking for content
wherever you are.
• Make a note of what you see and that you think you could use as
content.
• Build up a library of content ahead of time.
Be Masterful at Communicating:
The skill here is taking the content you have found and packaging it
into a format that lands the motivational message.
This is a coaching process in itself; but here is a shortcut:
1. Watch videos of people delivering a motivational message
2. Notice how they move, speak and the energy they use to drive the
message
3. Be aware of how they structured the format
4. How did they get initial engagement – what techniques did they
use
5. How did they deliver the message
6. Use stories
7. Rehearse!

11. 52 Motivational Meeting Ideas:
www.mikeadamscg.com
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© Mike Adams 2014
How To Run Motivational
Sales Meetings
If you run your motivational meeting once a week, this should last you
a full year!
I have listed a mix of themes or titles you can use. Your part is to build
the content and create the format (and deliver it of course!).
I thought of these in one session. I didn’t use Google or any other
resource, just my mind. If I can, you can too!
Hopefully these ideas will spark some creativity for you to explore
further.
Enjoy.
52 Motivational Meeting Ideas:
1. Start of year goal setting workshop
2. Half year goal reviews work shop
3. The quarter/year ahead – set up next quarter/year
4. Weekly, monthly or quarterly competition kick off
5. Wins and losses from the previous week
6. Lessons from last year
7. Lessons from the recession
8. Lessons from [warren buffet, Oscar Pistorius…insert name]
9. What makes the best sales people the best - workshop

12. 52 Motivational Meeting Ideas cont…:
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© Mike Adams 2014
How To Run Motivational
Sales Meetings
10. Why cycling uphill is when you get fit (reframing challenging times)
11. Why come-backs are legendary
12. 10 lessons to learn from [Steve Jobs, insert name]
13. What is one new habit to implement for the next month
14. Play a motivational video from YouTube
15. What makes a champion team – brain storming session
16. Self leadership – how to lead yourself to success
17. Time management skills session
18. “Just for today I can…”
19. “If they can do that, then what’s my excuse?” - change perspective
20. Team values session
21. Team “codes of conduct” session
22. Team building sessions off site
23. Sales quiz – switch their brains on
24. Improvisation simulations
25. Case study – what makes [Apple] great
26. Book review
27. Business magazine insights
28. “Impossible” situation role playing – fun and skills based
29. Gamification/competition to drive activity for the week/month
30. The multipliers of success
31. The four Es and a P – the five traits Jack Welch hired.
32. If you couldn’t fail, what would you do differently?
33. What is one big, yearly goal you will commit to and share with your
peers? –accountability session

13. 52 Motivational Meeting Ideas cont…:
www.mikeadamscg.com
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© Mike Adams 2014
How To Run Motivational
Sales Meetings
34. Interview with a business leader
35. External guest speaker
36. Video sales skills session – upbeat vs purely educational
37. Your personal story – ups and downs, challenges etc.
38. Creating Daily Rituals - workshop
39. Leadership Principles workshop or series
40. End of week/month meeting – drinks and food
41. Offsite team breakfast
42. Delegate the motivational meeting to one or some of your team
43. Why failing is part of success
44. Why finding ‘no’ is your job
45. How to totally suck at sales – what not to do. Make it humorous.
46. Celebrate the progress session – show people how far they have
come
47. How to answer questions like a politician
48. Brainstorm a team incentive
49. Desk clear up – change the workspace. Make it more inspirational
50. Meet the CEO – have the CEO drop in to give a message.
51. You think you have problems? 1st world vs 3rd problems.
Perspective shifter.
52. Recognition and rewards session.

14. In conclusion:
My intention by giving you these 52 ideas is for you to
explore them further; interpret them in your own way
and create motivational, fun and inspiring meetings for
your teams.
I also hope that just by reading through them you will
have come up with your own topics and ideas; and that
truly is the outcome I am looking for.
Creating motivational meetings isn’t hard; deciding to
do them is.
But once you make that decision ideas will come to you.
Motivational delivery comes through practice. You don’t
have to be Steve Jobs level of inspiration when you
speak; just being you is enough.
You might be surprised how motivational and
inspirational you can be just by being authentic.
Happy leading, happy motivating.
- Mike Adams
www.mikeadamscg.com 14
© Mike Adams 2014
How To Run Motivational
Sales Meetings

15. Mike Adams is a leading authority on revenue optimisation. As a
consultant Mike works advising CEOs, business leaders and
entrepreneurs all over the world & helps organisations and individuals
achieve outstanding levels of performance across many industries.
Mike’s skillset allows him to look into a sales organisation, identify the
fracture points, “see around corners”, fix performance issues and future
proof the organisation for sustainable sales execution.
A dextrous public speaker, trainer and coach he has a highly contagious
and motivational style; demanding and driving top performance from
those around him.
Author of Intrepid Selling© Blog and Podcast Series and the book “The
Intrepid CEO”. Mike’s bold and often contrarian views on business and
sales challenge conventional thinking.
As a speaker, audiences are never quite sure what they are going to get.
Highly motivational, at times confronting & habitually humorous, if you
need an injection of sales mastery, contagious energy & business smarts
you can hire mike for your next event.
www.mikeadamscg.com
15
© Mike Adams 2014
365 Days of Success Tips,
Tactics and Strategies

16. www.mikeadamscg.com 16
© Mike Adams 2014
How To Run Motivational
Sales Meetings
Also by Mike Adams:

17. High Impact Sales Results For
Organisations and Sales
Professionals
www.mikeadamscg.com