Current Issue:



September 8:
The Radio Show Issue
Emmis CEO Jeff Smulyan




Click here to subscribe to Radio Ink.






Radio Ink Writers




















Wayne Ens

20 Tips To Create Upbeat Sales Meetings

by Wayne Ens

89% of radio sales reps say sales meetings were "usually a waste of time". The irony is that properly planned and focused sales meetings can be one of the most productive, unifying and motivating uses of everyone’s time. The sales meeting is also the ideal place to consistently reinforce and promote the company’s mission statement or battle cry.

1. Do plan and prepare meetings from a sales person’s perspective. With every item on the agenda, answer the question "what's in it for me?" from a sales person's point of view.
2. Do not use the meetings for a forum to discuss individual accounts receivable problems or other "downers".
3. Do start and finish the meeting with positive, upbeat topics. Have the salespeople each share a "good news" story about your station, your market, a sale or a client’s success.
4. Do not dwell on topics which do not pertain to the majority in attendance.  Such topics should be dealt with one-on-one.
5. Do have an agenda, and circulate it to the staff ahead of time. This forces you to prepare for the meeting, and gives the staff a chance to prepare for it as well.
6. Do not be the only speaker on the agenda . . . bring in other staff  members, suppliers, experts department heads or even clients to answer  questions or help train the staff.
7. Do take minutes of every meeting. Minutes document answers to questions, and can keep other non-attending department heads and team members in the loop. (Try having last person in take the minutes each week!)
8. Do not circulate the minutes until you have approved them to avoid  misinterpretations or publicizing confidential information.
9. Do recognize any group or individual staff accomplishments.
10. Do not reprimand anyone at a meeting.
11. Do encourage participation.   Ask questions.   Get staff members to present or chair certain segments.
12. Do not let the participation evolve into "mutiny sessions". Don't ignore  complaints, but answer them quickly, and move on.
13. Do have them on the same day and time consistently. This way the staff can plan around them and you avoid the old "I thought the meeting was next week" excuse. (By the way, if you are getting excuses for non-attendance, chances are your staff feels your meetings are a waste of their time.)
14 Do not change the meeting day or time for ANY reason. Changing the  meeting sends a signal that sales meetings are not important, and shows a lack of respect for your staff's time.
15. Do keep meetings as short as possible.
16. Do not try to cover too many topics at one meeting.
17. Do hold morning meetings.  Research has proven the human mind is much more receptive, and retention levels are higher, in the morning.
18. Do not (if possible) always hold meetings on premises. Off-site meetings  can add excitement and impetus to special meetings.
19.Do lighten up. Have surprise visits by Santa at a Christmas sales meeting, or have coffee and birthday cake if a member is celebrating a birthday.
20. Do not limit attendance to "sales" people. Everyone who has customer  contact, from the receptionist to the accounts receivable clerk should be  invited when the agenda covers ground of interest to them.

The litmus test is to ask your staff how they feel about sales meetings.  If they say you have too many, they are too long, or they are in the 89% that think meeting are “usually a waste of time”, yours probably are!

Wayne Ens is President of ENS Media Inc and can be reached via e-mail Wayne Ens wayne@wensmedia.com




(9/5/2014 7:29:17 PM)
With all the speed <a href="http://www.newbalance.fr/nike-air-max-90-pas-cher/">nike air max 90 pas cher</a> <a href="http://www.bus-tca.fr/pub/">nike air max pas cher</a> <a href="http://www.coactiv.fr/wp-includes/">nike air max pas cher</a> of combustion <a href="http://www.laicite-sans-exceptions.fr/410/nike-air-max-pas-cher/">nike air max pas cher</a> <a href="http://www.entrepreneurs-85.fr/31-08-2011/nike-free-run-pas-cher/">nike free run pas cher</a> <a href="http://www.hartzine.com/nike-air-jordan-pas-cher/">Nike Air Jordan Pas Cher</a> stadium for quick <a href="http://www.iaeconseil35.fr/readme.html">nike air max pas cher</a> <a href="http://www.niceltc.com/index.php/nike-free-run-5-pas-cher/">nike free run 5 pas cher</a> <a href="http://socialtips.fr/readme.html">escarpin louboutin pas cher</a> speed-type player! The <a href="http://trailpegase.fr/wp-links.php">nike air max 90 pas cher</a> <a href="http://www.novaedia.fr/wp-content/">air max 1 pas cher</a> <a href="http://www.admd.net/air-max-femme-pas-cher">air max femme pas cher</a> guard-type shoes to provide a single <a href="http://www.anciela.info/replique-montre-suisse/">replique montre</a> <a href="http://www.cc-payschateaugiron.fr/bottes-ugg-pas-cher/">bottes ugg pas cher</a> <a href="http://la-bergerie.fr/nike-air-max-pas-cher/">nike air max pas cher</a> color: white and black side color. It can be known for its speed can guard or small forward Carry on the tempo. Me all the rapid exception. I break my changes, I burn the entire stadium. I constantly passing left to right punch, I start the emergency stop shots before you, I never would intimidate opponents within the eyes. Never underestimate my strength as the head, it will only allow you to be regret. My speed will <a href="http://www.rapidplaques.fr/readme.html">nike air max pas cher</a> <a href="http://wagaprod.fr/about_waga.html">replique montre</a> <a href="http://moranlawfirm.com/includes/">bred 11s for sale</a> ignite the flame as your faithful companion, facing me you are able to only <a href="http://www.ffwpr.com/wp-siteinfos.php">jordan 6 carmine for sale</a> <a href="http://www.swafde.org/wp-content/">Louis Vuitton Outlet Online</a> <a href="http://www.olace.com/forum/">bred 11s for sale</a> exhausted. My feet just like an F1 car, speeding in straight, smooth inside the corners. My speed forces you to crash, your mind has everthing. My feet can constantly changing direction and rhythm, and right looking at you. UPTEMPO ZOOMAIR: speed <a href="http://theskinnybib.com/gucci-outlet/">gucci outlet online</a> <a href="http://www.olace.com/images/">rolex replica watches</a>burning pitch.
replique montre http://wagaprod.fr/about_waga.html

- replique montre
(9/1/2014 3:33:12 PM)
The Marketing Research and Intelligence Association says online surveys <A href="http://azheadspine2.org">gucci outlet shop</A> cannot <A href="http://bcdod.com">fitflop outlet</A> be assigned a margin of error as they are <A href="http://jansomeip.com">louis vuitton outlet</A> not a random sample and therefore are not necessarily <A href="http://www.studyfare.com/womens-fitflop-c-17">fitflop uk</A> representative of the whole population..

- gucci outlet
(8/28/2014 12:17:25 PM)
YrCcXi <a href="http://nolsalhwcwjp.com/">nolsalhwcwjp</a>, [url=http://kvlrkjnevaiq.com/]kvlrkjnevaiq[/url], [link=http://ytybiykvvlqj.com/]ytybiykvvlqj[/link], http://nhajpjynfhjv.com/

- IOuMworYckLOf
(8/16/2014 7:32:47 PM)
Omega carry <a href="http://www.clevelandcourage.org/wp-content/plugins/">bred 11s</a> brand celebrity <a href="http://ebfnb.org/what-is-fnb/cheap-louis-vuitton-outlet-online/">louis vuitton outlet</a> ambassadors, supermodel <a href="http://monkskettle.com/index.php/2014-louis-vuitton-outlet-online-store-authentic/">louis vuitton outlet</a> <a href="http://themooringsvillage.com/xmlrpc.php">louis vuitton outlet</a> <a href="http://www.allcarmo.com/2013/04/06/louis-vuitton-outlet-online-store/">louis vuitton outlet</a> Cindy Crawford and <a href="http://www.bpyi.org/xmlrpc.php">louis vuitton outlet</a> <a href="http://schliferaward.com/?page_id=130">jordan 6 carmine</a> <a href="http://ifsoc.org/?page_id=464">jordan 11 low</a> media <a href="http://revistaipnusac.org/">jordan concords</a> <a href="http://cec.iaeste.hr/?page_id=345">jordan bred 11</a> <a href="http://trailpegase.fr/inscriptions/chaussures-nike-air-max-pas-cher">nike air max pas cher</a> guests on the Omega Pa Lake - held a press conference near Alok (Parque Arauco) flagship store to <a href="http://www.socialtips.fr/wp-readme.php">air max pas cher</a> <a href="http://socialtips.fr/nike-air-max-90-pas-cher/">air max 90 pas cher</a> <a href="http://wagaprod.fr/waga_user/">air max 1 pas cher</a> celebrate the seventh flagship stores in Latin America, Chile's first cum flagship store opening, the Omega brand entered the retail business in Chile. Embracing the famous and also the Omega celebrity ambassadors have around 18 years in partnership, Mr. An Shiwen said: "Cindy would be the perfect choice for your Omega brand endorsements, she gets been making an effort to promote our brand, for years much more over a celebrity ambassador of Omega and then we always <a href="http://wagaprod.fr/nike-air-jordan-pas-cher/">air jordan pas cher</a> <a href="http://www.epfl73.fr/nike-air-max-femme-pas-cher">air max femme pas cher</a> <a href="http://deas.irstea.fr/nike-air-max-pas-cher/">nike pas cher</a> maintain a very pleasant cooperation Cindy, her inspiration remains the Omega great wealth. "about the Omega flagship store opening event in Hillcrest, Ms. Crawford wearing special Omega constellation group of new "crescent" watch elegant appearance, which is intended for the first time this watch. This dazzling constellation series, with 18K red gold case, stunning 18K red gold with white mother of pearl dial accessories and 126 single-turn cut diamonds sparkling, creative arranged in crescent shape. Surround bezel set with 32 pairs turn cut diamonds, with red gold bracelet. This section exotic Omega Constellation watch pre-loaded with top-notch 8421 coaxial movement, automatic Tourbillon and balance wheel are made of 18K red <a href="http://www.electriciens.fr/homeinfos.php">louboutin femme pas cher</a> <a href="http://www.electriciens.fr/images/">replique montre</a> <a href="http://www.rapidplaques.fr/wp-siteweb.php">escarpin louboutin pas cher</a> gold Itabashi material, and so are furnished with silicon material balance spring, enjoyed four numerous service guarantee.
air max pas cher http://www.socialtips.fr/wp-readme.php

- air max pas cher
(8/13/2014 1:18:48 PM)
jordan 11 low top snakeskin http://www.pinterest.com/RetroConcord11S/cheap-jordan-11-low-concord-for-sale/ <br/> jordan 11 low concord http://www.pinterest.com/BelAir5ForCheap/retro-jordan-11-bred-for-cheap-sale-low-price/ <br/> gamma blue 11 jordan http://www.pinterest.com/RetroConcord11S/buy-jordan-11-low-concord-for-cheap-sale-2014/ <br/> infrared 11s http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-11-gamma-blue-for-sale/ <br/> concord 11s for sale http://www.pinterest.com/laney5sforsale/gamma-blue-11s-cheap-sale-2013/ <br/> <a href="http://www.pinterest.com/RetroConcord11S/cheap-jordan-11-low-concord-for-sale/"><strong>http://www.pinterest.com/RetroConcord11S/cheap-jordan-11-low-concord-for-sale/</strong></a><br/> <a href="http://www.pinterest.com/RetroConcord11S/cheap-jordan-11-low-concord-for-sale/"><strong>jordan 11 legend blue for sale</strong></a><br/><a href="http://www.pinterest.com/BelAir5ForCheap/retro-jordan-11-bred-for-cheap-sale-low-price/"><strong>jordan 11 low top concord</strong></a><br/><a href="http://www.pinterest.com/RetroConcord11S/buy-jordan-11-low-concord-for-cheap-sale-2014/"><strong>cheap gamma blue 11</strong></a><br/><a href="http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-11-gamma-blue-for-sale/"><strong>infrared 23 11s</strong></a><br/><a href="http://www.pinterest.com/laney5sforsale/gamma-blue-11s-cheap-sale-2013/"><strong>cheap jordan 11 aqua</strong></a><br/>[url=http://www.pinterest.com/RetroConcord11S/cheap-jordan-11-low-concord-for-sale/][b]aqua 11[/b][/url]<br/>[url=http://www.pinterest.com/BelAir5ForCheap/retro-jordan-11-bred-for-cheap-sale-low-price/][b]jordan 11 legend blue[/b][/url]<br/>[url=http://www.pinterest.com/RetroConcord11S/buy-jordan-11-low-concord-for-cheap-sale-2014/][b]aqua 11 for sale[/b][/url]<br/>[url=http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-11-gamma-blue-for-sale/][b]concord 11s[/b][/url]<br/>[url=http://www.pinterest.com/laney5sforsale/gamma-blue-11s-cheap-sale-2013/][b]cheap jordan 11 legend blue[/b][/url]<br/>jordan 4 fear for sale http://www.pinterest.com/RetroConcord11S/cheap-jordan-4-green-glow-for-sale/ <br/> cheap green glow 4s http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-4-bred-for-sale-low-price/ <br/> cheap fear 4s http://www.pinterest.com/RetroConcord11S/buy-retro-jordan-4-toro-bravo-for-cheap-sale/ <br/> toro bravo 4s for sale http://www.pinterest.com/BelAir5ForCheap/retro-jordan-4-fear-for-cheap-sale-low-price/ <br/> <a href="http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-4-bred-for-sale-low-price/"><strong>http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-4-bred-for-sale-low-price/</strong></a> <a href="http://www.pinterest.com/RetroConcord11S/cheap-jordan-4-green-glow-for-sale/"><strong>cheap jordan 4 bred</strong></a><br/><a href="http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-4-bred-for-sale-low-price/"><strong>cheap toro bravo 4s</strong></a><br/><a href="http://www.pinterest.com/RetroConcord11S/buy-retro-jordan-4-toro-bravo-for-cheap-sale/"><strong>toro bravo 4s</strong></a><br/><a href="http://www.pinterest.com/BelAir5ForCheap/retro-jordan-4-fear-for-cheap-sale-low-price/"><strong>toro bravo 4s for sale</strong></a><br/>[url=http://www.pinterest.com/RetroConcord11S/cheap-jordan-4-green-glow-for-sale/][b]green glow 4s for sale[/b][/url]<br/>[url=http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-4-bred-for-sale-low-price/][b]green glow 4s[/b][/url]<br/>[url=http://www.pinterest.com/RetroConcord11S/buy-retro-jordan-4-toro-bravo-for-cheap-sale/][b]cheap bred 4s[/b][/url]<br/>[url=http://www.pinterest.com/BelAir5ForCheap/retro-jordan-4-fear-for-cheap-sale-low-price/][b]fear 4s for sale[/b][/url]<br/>jordan 5 bel air for sale http://www.pinterest.com/RetroConcord11S/50-off-cheap-jordan-5-bel-air-for-sale/ <br/> fire red 5s http://www.pinterest.com/BelAir5ForCheap/cheap-jordan-5-oreo-for-sale-low-price/ <br/> jordan 5 oreo http://www.pinterest.com/RetroConcord11S/cheap-retro-jordan-oreo-5s-for-sale/ <br/> cheap jordan 5 bel air http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-5-bel-air-for-sale/ <br/> <a href="http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-5-bel-air-for-sale/"><strong>http://www.pinterest.com/BelAir5ForCheap/buy-cheap-jordan-5-bel-air-for-sale/</strong></a> <a href="http://www.pinterest.com/RetroConcord11S/50-off-che

- gamma blue 11

Add a Comment | View All Comments

 

Send This Story To A Friend





 
Advertisements

Advertisements