Corporate Procrastination

meeting

Meetings have been referred to as ‘corporate procrastination’ – a way of making it appear that something is being accomplished, that decisions are being made when in fact they are not.

I surveyed 600 salespeople and asked them, “What activities waste most of your time?” Approximately 1 in 6 salespeople thought that meetings were a huge time waster.

This is understandable when you think about it. If you take salespeople and plonk them into a PROCEDURAL meeting, they will begin looking at their watches within fifteen minutes – at least the good ones will.

Procedural meetings do not lead to results. They discuss things of no concern to salespeople, such as remembering to turn off all lights at night – trivia. Such matters could be addressed by memo and followed up with a quick word ‘on the trot’.

Sales meetings should not dwell on procedure, unless it is procedure essential to making sales.

Good sales meetings should be:

Dynamic

They focus only on results, and if results are poor, how to fix the problem.

Structured

They should have a simple, set agenda that is followed from start to finish. Although they start on time, they finish when they are finished, which is when every avenue for improving results has been explored.

Decisive

If a decision needs to be made, it is made, and not deferred to the next meeting. Sometimes you need more information and this is a different matter, but if you have all of the information at hand, MAKE A DECISION.

Focused

The purpose of all meetings with salespeople has one focus and one focus only – how to get more listings, how to make more sales. That’s what interests salespeople. It should be what interests the leader.

I read about a company that runs standing meetings – nobody sits. This keeps the meetings short and sharp.

This might be a little over the top for your tastes (it is for mine) but you get the point – meet, discuss what needs to be discussed, make decisions, get back to work.

Meetings like this help salespeople to improve their incomes and never waste time.

We leaders have control over our meetings. We can decide whether to make them results-focused or boring and procedural.

Make your meetings interesting, dynamic and results-focused, and no smart salesperson will ever say they are a waste of time.

Recent Articles

Let's Look At The Real Problem

In some markets, real estate agents often say that they have plenty of listings, but need buyers. Real estate agency profit consultant, Gary Pitta...

The More You Learn

Show me an industry where you can earn six-figure incomes without knowing what you are doing. I'll bet that you cannot name one. Yet this is what many...

Is Door Knocking Still Effective?

In a real estate industry poll, over 65 percent of respondents said that door knocking is no longer an effective method for finding new listings. In...

Strict or Soft: the problem with extremes

Some leaders are too strict with their teams. Others are too soft. There are problems with being at either extreme. Soft leaders Soft leader...

Salaries: Expense or Return?

Many real estate agency principals suffer from 'salary phobia': they view salaries as an expense instead of an investment. Real estate agency prof...

A Little Word Salespeople Should Use More Often

Good salespeople are always on the lookout for new lines and for new ways to deliver their messages, but there is one word that many should consid...

Clueless Negotiating

"Transparency" is all the rage, but as a negotiation strategy it is full of holes. Real estate agency profit consultant, Gary Pittard, says that tra...

Why Do We Do It To Ourselves?

There would not be one business leader who doesn't know that it is easier to lead the right people than it is to lead the wrong people. Despite th...

Stop Slumps Before They Occur

Any real estate agency leader can tell when a salesperson is in a slump, but according to real estate agency profit consultant, Gary Pittard, the re...

Visual Aids

An age-old question for presenters is, "Should I use visual aids?". While I agree that people can become overly reliant on visual aids...

High But Not Out Of Sight

Goal setting needs to be done properly if it is going to work. Statistics show that only five percent of people set goals. Those five percent earn m...

Getting the Team to Focus

One of the top three complaints from agency leaders is that they cannot get their teams to focus on actions that produce results. Some have been compl...

Want to reach your profit potential? Contact us now.

Pittard


Suite 71, Level 4
330 Wattle Street

Ultimo NSW 2007
Australia


Mailing Address
PO Box 2045
Strawberry Hills NSW 2012


: (02) 8217 8500
Fax: (02) 9281 4198
AUS Free call: 1800 663 600
NZ Free call: 0800 448 065
International: +61 2 8217 8500

: info@pittard.com.au

Contact Us