Proven Sales Meeting Checklist
- by Elay Cohen
- January 24, 2018
- Sales Process
SalesHood - Sales Enablement Platform
Our proven sales meeting checklist is a great way to improve sales excellence and results. There are many reasons why we’re seeing our sales professionals in the industry not embrace excellence in their sales meeting preparation, execution, and follow-up. I realize many new salespeople haven’t been coached on what makes a great meeting. We haven’t done a great job mapping out expectations to our new salespeople about what good looks like. We haven’t provided a proven sales meeting checklist to our sales teams.
Here’s our proven sales meeting checklist of pre-meeting, during meeting, and post-meeting best practices and tips to follow and live by everyday.
#1: Have clear meeting goals and expected outcomes documented and stated in email, pre-meeting and post-meeting.
#2: Put agendas that are agreed to by your customers in meeting calendar invites.
#3: Meeting agenda should start with introductions and customer’s priorities/challenges review. Meeting agendas should close with discussion and time for questions.
#4: Research the company and recent announcements and know how their business is doing. Understand the context of their industry too.
#5: Research the people attending your meeting and identify shared interests and shared executive connections.
#6: Connect with meeting attendees on LinkedIn before meeting. Some people believe this should be done after a meeting. My point of view is it’s an important touch point and we are looking for when they accept your connect request. Don’t forget to personalize the message.
#7: Send meeting confirmation before meeting reconfirming agenda and meeting attendee participation. It’s good to do this the day before the meeting is scheduled to happen.
#8: Prepare a list of discovery and qualification questions to ask the prospect. The questions should preferably be open-ended. Share the questions with your internal team to get alignment.
#9: It’s a requirement and best practice to brief executives attending the meeting with you before the meeting. Share with your executives the context, current situation, and everything you learned during company, industry, and executive research. Your executives are busy. Help them help you. Be clear on what their role in the meeting.
#10: Introduce meeting attendees at meeting outset and let every person have a voice. Go around and have people share their role and what they hope to get out of the meeting.
#11: Take thorough notes capturing your customer’s words.
#12: Listen more and talk less.
#13: Watch the clock to keep meeting times start and end as promised. Leave time for questions and discussion at the end.
#14: Recap meeting outcomes and next steps before ending call.
#15: Send meeting follow up notes with clear action items the same day of the meeting using your customer’s words.
If you’re a new salesperson, print these out and check them off for every sales call until they are part of your DNA. If you’re a millennial, this list is non-negotiable. If you’re a seasoned salesperson, I hope you find these “back to basics” reminders useful. If you’re a sales manager, share them with your team and coach your team to achieve excellence. If you’re a sales enablement professional, integrate these best practices with your sales process and sales onboarding. If you’re a customer, hold your sellers to the highest standard of excellence.
Use this proven sales meeting checklist to be the best you can be by always showing up prepared, curious, and aspiring to add value in every meeting and conversation. Here is another blog on sales call planning.
Elay Cohen is the author of SalesHood: How Winning Sales Managers Inspire Sales Teams to Succeed and the co-founder of SalesHood, a SaaS sales enablement platform and community for sales professionals. Elay is the former Senior Vice President of Sales Productivity at Salesforce. Recognized as the company's "2011 Top Executive", and credited for creating and executing all of Salesforce's sales productivity programs that accelerated its growth from $300M to $3B+ in revenue. The sales training and sales support innovations delivered over these years by Elay and his team to thousands of sales reps resulted in unprecedented hypergrowth. He also created the Partner Relationship Management (PRM) category.
Based on my experience leading Sales Productivity at Salesforce, accelerating revenue from $300M to $3B, we’ve packaged our proven methodology into SalesHood, helping client after client achieve record breaking revenue growth.