Written By Jeffrey Gitomer

KING OF SALES, The author of seventeen best-selling books including The Sales Bible, The Little Red Book of Selling, and The Little Gold Book of Yes! Attitude. His live coaching program, Sales Mastery, is available at

Sales Meeting Agenda

Have a set (printed) agenda for the meeting – all meetings should have one. Important items you want to cover, and exercises for the team. Start out positive. End up-beat.

Here’s a sample agenda that will make meetings more fun and profitable for all

  1. Morning mirth – Someone on the staff tells a funny story. This acts as a kickoff, and also gives someone story-telling practice in front of a group. Pre-assign it so they can prepare.
  2. Success announcements – Give everyone a chance to brag about their past week’s accomplishments. Sales and personal events are acceptable. Successful big deals, goals exceeded, achievements made.
  3. Frustrations shared – One or two minutes of blood letting. Don’t react immediately. Let solutions be offered later in the meeting. Get the crap off your chest, and let everyone help create solutions and answers as the meeting progresses.
  4. Two minute administrative details talk – No more. The rest can be emailed.
  5. Five to ten minutes of product knowledge – No more. Important transferable bits of information that customers can use, benefit, produce, and profit from.
    Idea: Test or challenge salespeople to come up with an idea on how to present the knowledge, and reward the best idea with lunch for two.
  6. Best of (examples) – How someone succeeded. Made a tough appointment, successful follow-up, completed a sale.
  7. Sales subject/lesson of the week – Someone on the team prepares and delivers a 15-minute presentation of an important aspect of your selling process. You can even invite customers to participate.
  8. Solutions to frustrations – 10 minutes of ideas to present frustrations and barriers.
  9. Networking opportunities discussed – Prepared by someone weekly. Where you can go to meet new people and prospects. Assign people to important events.
  10. Top ten prospect review of each salesperson – Rapid fire talk that names the prospect, the status, and the expected result this week.
  11. Expectations of the week – Each person affirms what they seek to accomplish this week with respect to their sales effort to build their pipeline.
  12. Generate an idea for one major prospect of each salesperson – As the leader, you offer the first idea. This shows the team that you have prepared as well. Give them something creative to take or say to their appointment that separates them from the competition, gets them in the door, or helps them complete a sale.

12.5 END UPBEAT – Two minutes of something motivational, a recording, a reading, a story shared, a video clip. Something that will inspire each salesperson to leave through the wall, not the door.

The Best Sales Meeting Idea

Have every team member make an appointment with a hot prospect that starts 1 minute following the sales meeting.

Each team member should be pumped
why not take it out on a prospect?

You should close that sale 110% of the time.