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Leading Effective Sales Meetings

Overview

Understanding and applying effective meeting process skills establishes credibility with clients and increases the likelihood of meeting the objectives of a sales call. In this workshop, participants will learn crucial skills for leading effective meetings.

By the conclusion of this course, participants will be able to:

  • Use facilitation skills to run more effective sales meetings.
  • Establish and leverage individual roles within a sales call.
  • Elevate the level of dialogue with a client by applying problem solving techniques.
  • Use a proven meeting management model.
  • Be sensitive to group dynamics.

 Meeting Facilitation

Overview

Meetings are the most common forum where sales teams interact, plan, brainstorm, solve problems, and evaluate performance. Typically, both the focus and planning for meetings revolves around the content and little time is spent on the process. However, most meetings fail or succeed because of process.

This program is designed to help sales teams get the highest return on their meeting “investment” by focusing on critical process elements. The Baron Group’s research and experience indicate that groups often have difficulty developing solutions to their own problems. Whether a meeting is called to solve a specific problem, make difficult decisions, develop specific strategies, and conduct teambuilding or merely to disseminate information, a meeting environment can often prove to be a difficult atmosphere for achieving results and moving forward.

Research indicates that 75% of an executive’s time is spent in meetings and that 70% of that time is considered by them to be unproductive time. Groups typically encounter obstacles due to process issues—the “how” part of the meeting. The “what” part of a meeting is the content (i.e., tasks, ideas, recommendations, issues, solutions and action steps). Groups typically thrive in this area. This workshop focuses on the process of meetings.

By the conclusion of this course, participants will be able to:

  • Apply effective group dynamic principles to routine meetings.­
  • Establish roles in meetings with clients.
  • Better implement roles and responsibilities in a meeting setting.
  • Manage and regulate conflict in a meeting setting. ­
  • Apply proven approaches to best manage counterproductive behavior. ­
  • Better prepare for and follow-up meetings to maximize ROI.