Meeting Design & Facilitation
the sales force directly
into strategy implementation
meetings can be fun AND productive.
we design and facilitate a sales meeting, it typically follows
one of these scenarios:
There is a corporate strategy which relies on the sales force
in a significant way for implementation. We include real-time
implementation planning in the agenda, then lead small groups
to develop specific territory, segment or distribution plans with
2. When strategic initiatives are being developed elsewhere in the
organization and the sales team’s role is more “business
as usual,” we lead planning breakouts during the sales meeting
so that territory teams have time to figure out how they will
make their numbers, and how to work more closely with headquarters
(especially marketing and finance groups) to develop sales tools
which are appropriate to the sales challenge and powerful against
3. When the sales team has challenging goals, the agenda includes
more time for planning, for sharing competitive information and
for targeting specific markets, segments, major accounts and prospects
who match “likely to buy” prospect profiles. Lead
generation, CRM implementation and sales teams’ input to
product development are often agenda topics, too.
all instances, we provide leadership to structure the agenda,
guide preparation and handouts, facilitate the meeting (often
less in the spotlight from the back of the room) and provide notes
of key discussions, decisions and assignments.
meetings are the time when sales plans and competitive strategy
mesh together. Keep them fun. AND make them productive.