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[New 3 Minute Video] How to Run a Ridiculously Amazing Sales Meeting

Title 3 Minute Training: How To Run a Ridiculously Amazing Sales Meeting
Link to Video
Client Name Kelly Donahue-Piro
Delivery Date 5/19/2018
Who Requested Kelly Donahue-Puro

Alright, so this a great three minute video all about how to run a ridiculously amazing sales training meeting. So you should be having consistent sales meetings if you want to be a sales organization and this means if you have people selling and servicing they should be included as well. Anybody who’s selling insurance really should be part of the motivation, the training and the education of a good sales meeting, but what we find is all too often there’s no sales meetings in agencies. One, maybe we’re unsure of tracking, we get kind of tired of them, they’re not productive, they become complaint festivals more than productivity. The other thing that we find is that agency owners get bogged down and a little busy and then they stop creating those great reports that we need to fuel those meetings.

So let’s end that and let’s come up with the best sales meeting that we know and it limits the need for a ton of preparation or activity. It puts the focus on the team versus the team leader. So how do you kick off a great sales meeting? First and foremost, we start the meeting positively. Everyone’s got to share one success that they’ve had. Next we share one lesson, maybe something you tried that didn’t work so well, a carrier update that was awesome or something you just want to share that you learned so that the whole team can benefit. All too often in agencies we kind of hoard information or expect that people know all those things that you’ve learned. Don’t expect it, instead share it.

Now we move into the statistics. You should have these reports set up either in your agency management system, please, that’s where we hope you’re doing it. If you’re using paper Docs or Excel Spreadsheets okay, but the goal has got to be to move them into a system. Either a CRM tool, your management system, but if you can’t let go of the paper we’ve got to get going on sales meetings regardless, right? So we want to go over prospects added per person, quotes completed, sales by premium, revenue and policy count, closing ration and what we didn’t sell and why. These stats may take up a little bit of the bulk of the time, but let me tell you something, when everyone is accountable to their peers and has to stand up and say, “I’ve sold nothing in two weeks.” you’ll start to see that decreasing, which is a good sign. We do recommend you have your sales meetings every two weeks that way you can keep on it. The other reason is, hey, if someone is having a bad month you can catch it a heck of a lot sooner, right? Don’t wait till the end when the numbers come in. Let’s keep it routine.

If somebody’s missing from the sales meeting, proceed on, there’s no sense in waiting. We’re gonna do them every two weeks, that means you’ve got what, twenty six meetings a year. Let’s keep on ‘em. When you’re really having killer sales meetings you’re gonna see everything rise. Your retention, your new business, your attention to detail. The other thing we recommend in our sales meetings is a training component, okay? So using one of our videos, using any video, but just a real ten minute training on something pretty awesome. Finally, end it with a one word close on how everybody’s feeling. You’ll see that depending on the size of your team you can get through this meeting in about thirty minutes or an hour if your team is bigger, but don’t delay. Start your sales meetings today, and if you need more resources, check us out. That’s one of the things that we do in our APPX sales program is bring this as well as more training to your agency.

Kelly Donahue Piro

Kelly Donahue-Piro is a game changer in the insurance industry. As the Founder and President of Agency Performance Partners and Co-Founder of the sister marketing company, Agency Appeal, she’s an in-demand speaker at regional and national insurance conferences and a social media and digital marketing trailblazer. READ MORE

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