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Annual Sales Meeting HOW 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...
Motivation1
Motivational speakers are often the hallmark of 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 consistently receives 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 ...
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 r...
Questions to Address: What is/are the… Goals that will be measured that support the vision? Vision for the sales team this...
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! Download White Paper COMPLIMENTARY OFFER
By Ray Makela @RayAMakela
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How to Plan an Effective Annual Sales Meeting

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In this presentation you'll learn a helpful acronym to help you remember five objectives to consider for planning an effective annual sales meeting.

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How to Plan an Effective Annual Sales Meeting

  1. 1. Annual Sales Meeting HOW TO PLAN AN EFFECTIVE
  2. 2. When planning upcoming annual sales meetings there are two important questions to ask
  3. 3. “What are you trying to accomplish with this meeting?
  4. 4. “What do you expect the participants to think, feel and do differently as a result of this meeting?”
  5. 5. Many times the goals, message or desired outcomes of the meeting aren’t well defined
  6. 6. To assist with this prioritization, use the M.E.E.T.I.N.G.S. approach
  7. 7. 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
  8. 8. Motivation1
  9. 9. Motivational speakers are often the hallmark of annual sales meetings
  10. 10. What’s often missing is a solid link between the presentation and the priorities facing the organization
  11. 11. Ask the speaker what the participants will take away from the session and how they can link it to their jobs moving forward
  12. 12. Entertainment2
  13. 13. Annual Sales Meetings can be a valuable opportunity for the team to get together and blow-off steam
  14. 14. Don't try to do too many things – motivate, entertain, team-build and train – all at the same time
  15. 15. Keep any entertainment separate from other training and information sessions
  16. 16. Education and Training3
  17. 17. Begin the annual meeting focusing on training
  18. 18. But don’t pack a two day intensive training program into a 2 to 4 hour slot
  19. 19. Follow training with sessions or workshops scheduled at later times during the year
  20. 20. Team Building4
  21. 21. If Team Building is one of the objectives of the program…
  22. 22. …ensure that it consistently receives high-marks by participants…
  23. 23. …and is tailored to the unique culture of the organization
  24. 24. A poorly designed and executed program can feel forced and have negative effects on the overall program
  25. 25. Information Sessions5
  26. 26. While necessary and critical don’t overload an annual sales meeting with information
  27. 27. 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?
  28. 28. Networking6
  29. 29. For many sales teams, the annual sales meeting may be the only opportunity they have to meet face to face and network
  30. 30. Participants informally discuss best practices and learn from each other
  31. 31. Networking should be reinforced and supported throughout the conference...
  32. 32. Plan for small group working sessions and break-out groups, and allow informal networking time between sessions
  33. 33. Use social media to help everyone stay connected after the session
  34. 34. Salespeople that can connect and interact profoundly impacts the organization’s ability to adapt and grow
  35. 35. Goal Setting7
  36. 36. Whether done at the divisional, regional or team level…
  37. 37. Setting and discussing annual sales goals for the year is a traditional activity
  38. 38. ... this allows for each group to discuss plans for the year as a group and commit individually to achieving the desired results
  39. 39. 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?
  40. 40. Strategic Direction8
  41. 41. This session covers where the organization is headed and how it plans to get there
  42. 42. ...so that each group can tailor their plans based on the strategic direction of the company
  43. 43. The goal is to have the participants feel positive about where the company is headed...
  44. 44. ... and to inspire them to achieve higher goals
  45. 45. Remember, it’s not realistic to accomplish all of these objectives at one meeting
  46. 46. But with careful planning and engagement the sales meeting can be motivating, informative and productive
  47. 47. Learn How to Motivate Your Team for Training Success & More! Download White Paper COMPLIMENTARY OFFER
  48. 48. By Ray Makela @RayAMakela

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