Here's how you can optimize team meetings for successful sales prospecting.

Iniciar una reunión sin una agenda que incluya objetivos claros puede derivar en una perdida de tiempo para todo el equipo. ?Qué es lo que deseas alcanzar en la reunión? es la primer pregunta que debes hacerte y a partir de ahí establecer los objetivos a alcanzar. Los objetivos deben ser específicos, debes poder medirlos y tener un plazo para alcanzarlos. Lo mismo sucede con los objetivos de una reunión, traza una agenda del día y establece los puntos que se van a tocar en la misma, asígnales tiempos para cubrirlos y trata de que todos participen en las discusiones de los mismos

The more prepared you are the more value you are able to extract from meetings. I like having informal conversations with the team and individuals to understand what is needed from the team. And then prior to the meeting send a bit of context around why we are meeting to discuss the specific topic, ask if there are any additional points and assign some home work eg. come prepared with tangible examples. Through doing it this way we ensure the team arrives clear on what we are hoping to get from the meeting and prepared as they know we will be calling on them.

Set a clear agenda and objectives beforehand. Keep meetings focused and time-efficient by addressing the most relevant topics first. Encourage active participation and idea-sharing from all team members. Use data and metrics to inform discussions and decision-making. Assign actionable tasks and follow up on progress in subsequent meetings. This structured approach ensures that meetings are productive and aligned with sales goals.

Nothing worse than chaos when it comes to roles, most especially in sales where commissions and bonuses are involved and team are always in (hopefully healthy) competition with each other. Recently, marketing departments have also become a lot more proactive in lead generation and that's when things can get even more unclear. Not to mention external partners who may be helping with business development, networking events management and general outreach. It's always best to understand who will be or is responsible for each step of the sales cycle.

What works the best here is collaboration! Everyone hates a dictator type manager that comes in and says you do this and you do that. Instead, arrive with a framework of what you think it could look like and then get the team's input to create the entire framework. This might seem like a small step, however, if the team feels as though they have built and contributed to the role clarity the chances of buy-in are much higher. I also love hearing from the team because they are closer to the action so things I think might make sense actually do not and we need to trust and include our team to help educate us on what will work.

Escucha las opiniones de los miembros de tu equipo, la escucha activa te permitirá tomar en cuenta todas aquellas aportaciones de valor de cada uno de los miembros, así mismo le dará la confianza de poder aportar sus ideas ya que saben que serán escuchadas, no emitas juicios, escucha y asiente, puedes dar una opinión, pero es mejores que preguntes para hacer ver tus puntos de vista, mientras más participación, más valiosa se vuelve la reunión.

Sometimes the team needs a gentle push to ensure they are actively listening. The easiest way to achieve this is ask people at random after someone has made a point what they think about what was said. Once people understand they are probably going to be called on they will focus more on listening and forming an opinion.

Again with the constructive feedback, offer the chance first to the team to suggest what they think we could do! If I stand there and say ok this is what I have heard now do a, b and c people might have objections or concerns they are too nervous to voice. Instead, rephrase what you have heard and ask the team to provide ideas on what steps can be taken to improve the work. The more the ideas feel like they are team generated the higher the buy in and the easier to hold people accountable. GAMIFY it - sales needs to be made fun! So with whatever actionable insight is presented attach small prizes like a lunch or half a day off. This way the team will get excited to try new motions.