Q: I have a team of 11 sales repetitions who have all been working for me for the past 5-10 yrs. I know I will be holding regular meetings with them, but I’m trapped on what things to talk about every week. A: Bob, you’re right about the need for holding regular meetings with your sales team. Building steady business growth is definitely a team effort. Getting better can be expected of everyone. Here’s a simple meeting structure that has been a tremendous help to me in the past to effectively motivate and inspire my sales teams. Week in and week out for years I’ve used this structure.

Part I: RECOGNITION Whether you’re having a gathering with 11 people, 50 people or 4 just, it sets a positive firmness and energy to find something to identify in some or all your meeting guests. I’ve even written them up and taped them all around the walls, which always shipped a stronger message than simply my words by itself because they can read it longer than enough time it took me to speak it. While it’s important to look ahead and communicate your vision, I believe it’s in the same way important to look behind and acknowledge how far people have come.

Part III: INSTRUCTION Never undermines the need for ongoing training. I’ve heard from some business owners that they don’t need to train their top sales people because they’ve been doing their jobs for 10 years, and they know very well …