What Should Your Weekly Sales Meeting Agenda Include?

Sharing Wins and Losses

Make sharing the week’s highs and lows the icebreaker for meetings. Acknowledging success is vital to long-term engagement. In fact, 84% of highly engaged employees receive regular recognition. Giving kudos to those who deserve it strengthens their loyalty, as they feel valued. Ask sellers to note one thing they learned or achieved, which can be practical advice for all.

It’s also important to talk about losses as a way to get better. Every loss is an opportunity to grow and revamp. Ensure your team doesn’t label these as failures but as learning experiences.

Pipeline Updates

You’ll have deeper conversations about pipelines during your one-on-ones, but add this as a quick roundtable agenda item. Ideally, you’ll have access to reporting within your third-party digital platform that provides business insights and sales performance visibility. From there, you can pivot to prospecting.

Prospecting Overview

From pipeline insights, you can direct the agenda toward prospecting. For this to be valuable, don’t waste time asking everyone about prospecting progress. Instead, talk about new industries or business types that aren’t currently in your book of business. These could include:

• Restricted categories (e.g., cannabis, CBD, alcohol, gambling)
• Industries outside your radio demographic
• Specialized ad types like recruitment
• New businesses in your area

End with a request that sellers prospect for one or more of these in the next week.

VBR Review

A seller’s VBR (valid business reason) is the key to unlocking the door to land a meeting. The VBR must be about what the customer gains by spending time with a seller. It will be unique for every prospect but often has the same foundational value prop. Ask sellers to highlight VBRs they are using and how successful they have been. Team members can also make suggestions for improvements.

Seller Feedback on Inefficiencies or Barriers

Your sales team will hit walls in their workflows due to outdated technology and disjointed processes. Let them have the floor to voice these issues. You’ll gain insight into their daily frustrations, which keep them from their potential. This will be helpful as you seek out new sales platforms and tools.

Creating a Space for Ideas and Collaboration

Another sales meeting agenda section should include time for ideas and collaboration. You can designate a topic each week to exchange thoughts and best practices. For example, the subject may be about getting past gatekeepers, things to avoid in a sales pitch, how to get more renewals or creating the right ad mix based on a specific advertiser goal.

Focus on relevant topics to deliver value for sellers as they pursue new business and keep customers loyal.

Role-Play

Advertisers will always have objections, from broad misconceptions about digital tactics to pushing back on budgets. Working out these scenarios with the team helps everyone learn how to handle them better. Creating a framework for role-play enables the activity to be productive. You can find several role-play scenarios in our Sales Meetings in a Box series.