Running Sales Team Meetings That Actually Move The Needle (Armand Farrokh, 30MPC)

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1. 3:46

   do to remind your team that their job is important is what you do in the next five minutes. So for me, oftentimes that meant reminding my team, this is where the forecast stands. Here's where the goal stands. This is the gap, and this is what every single one of you needs “to do individually to help us close that gap, including a highlight of key deals.” three, it goes from myself to the managers. Now the managers go and they're calling out their team's prospecting activity numbers. So we're focusing on top funnel, and each of the managers will nominate a rep of the week who had the strongest prospecting week. And then the meeting ends with number four, the reps in what's called the five minute

   In Outbound goal cascading

2. 6:15

   and review that topic together. So let's say for example, I really want to focus on getting to level two or level three problems. I might run a training in week one around the situation problem impact framework and then the next three tapes I will review will focus on discovery tapes that did that particularly “well or maybe even stopped short of the impact level to reinforce those concepts with my” team every single week over lunch. That's number three. Awesome. So let's dig into the Monday morning meeting. Honestly, Monday morning meetings, most useless meetings in almost every sales org there is. Nobody's paying attention. Half the people don't show up. Nobody can tell you after the meeting happened what was in the meeting.

   In Call review coaching

3. 9:39

   to do. A rhythm is I'm setting the expectations that there is consistent follow-up and accountability and communication about this because it's so important, right? So getting people to dreamforce would never have a rhythm because it's not consistent. “but prospecting never ends.” As a leader, you're setting the drumbeat and your troops are marching with you and that's the rhythm, right? Exactly. And the way that you know rhythm has gone well is when your team can start to complete your sentences for you. And what that means is outside of the rhythm, they're going to be able to do their job without

   In Prospecting

4. 26:45

   this implemented by in order to get the value in time for the business. So where does it... There's my little quick sentence recap. Great. And what I may ask you to do, if this were an actual session, is I might say, Mark, could you go back to stages zero, one, and explain to me in discovery stage, what was the problem that they agreed that they wanted “to solve? And then in the solution exploration or the demo phase, what was the solution to the” problem that your prospect agreed to? Those would be the first two questions that I would ask. So go back and actually really check off those exit criteria for me. Yeah. So I did quantify the... I did identify business initiative, Armand. They're having really bad outbound results and they're trying to find a way to increase pipeline coverage.

   In Needs and requirements discovery

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