futuristic-office-spaces

The Modern Sales Meeting

Authored by Chisom Uche on November 16, 2016

As the modern world begins to incorporate technology into most of our routine activities, the sales world is beginning to embrace that reality. Many sales organizations are keen to embrace this advantages of new technology, but some are still hesitant because they don't see how technology and analytics seamlessly fit into their current processes. In reality, some things will change with the addition of sales technology, but the changes usually just decrease the time it takes to complete these everyday activities. To go into detail, we can view how sales technology improves the standard sales meeting.


Pre-Meeting

Before the sales meetings, managers are typically finalizing the agenda for the meeting and compiling metrics that they want to discuss with the sales team. For a manager, in order to compile the data that represent how the sales team is performing, they have to first make sure the data is up-to-date and then build a report that clearly lays out the weaknesses and strengths. Great sales technology updates in real-time and keeps a sales manager informed of deals without updates information or parts of the sales process that reps struggle with while they are still small problems. The functionalities that help with sales management include intelligent alerts, sales rep profiles, and sales process analytics. Managers use the alerts to request updates from their reps on deals with missing next steps, check the sales rep profiles to see how individual reps perform through every stage of the process and against certain prospects or competitors, and are able to analyze how well their sales process is being followed by the entire sales team.

Reps are usually going through their deals and getting ready to discuss which deals they believe will close and which need a good amount of work. This involves digging through the CRM and being able to quickly sift through a decipher notes from all the sales meetings that they've had with their prospects. Once they identify their best and lagging deals, they need to make sure the information is up-to-date so that when the manager drills them about their deals, they're ready. In order to help reps with this, sales technology often offers opportunity scoring and the ability to do mobile updates. That way all they have to do is sort the best and worst scores, check which deals are trending downwards, respond to any alerts for missing information, and be ready to go for the meeting.

Meeting

In the meeting, everything is running against the clock. CSO Insights postulates that sales reps currently only spend 33% of their time actively selling. As a sales manager, you want to make sure that you stick to the agenda and that your agenda includes the concerns that your sales team has brought to your attention. During the meaning, with sales analytics, the team can spend less time explaining their deals and more time talking through ways to address the weak points in their sales process.

Post-Meeting

Now that the meeting is over and the deals in each rep's pipeline have been discussed, reps can now return to selling and implementing the adjustments made during the sales meeting. Sales managers can now look at the forecast with more confidence in knowing what's realistic when it comes to hitting the forecasted number for their sales period. With sales technology, they don't need to continuously check in on the reps to see if their deals are progressing as they should. Most high-end sales technologies can accurately predict the probability that deals in a rep's pipeline will hit the forecast without having a manager constantly asking for updates.


Sales technology just lessens the amount of time it takes to identify and solve challenges. The best sales technology gives you analytics, increased the ability to gather and utilize data, and a better way to be informed of issues that occur with everyday selling. Sales tools aren't meant to replace your current way of selling, they are meant to help make problem-solving faster and more easily monitored. The modern sales meeting should give your sales team a significant amount of more time to sell.

Subscribe to our newsletter!

Leverage these best practices with automation and AI driven by TopOPPS

Learn how our customers are winning with artificial intelligence in their CRM:

  • Predictive Sales Forecasting
  • Automated Pipeline Management
  • Significantly More Updates from Reps

Watch Videos

More Recent Posts:

January 21, 2020

Best Practices for B2B Sales Pipeline and Forecast Management

New year, new blog series!   The new blog series will focus on “Best Practices for B2B Sales Pipeline and Forecast Management”.   This covers a big area so this series could take most of 2020 to complete and its frequency will be more often than once a month.    The reason for this blog series is companies continue to rely on human intuition and instinct to produce sales forecasts.  They continue to spend significant time managing, manually reviewing and updating the sales forecast despite advances in sales technology. ...

Sales Pipeline Management, AI for Sales, Guided Selling, best practices

January 21, 2020

Brainshark and TopOPPS Form Partnership to Combine Sales Readiness with AI-Driven Sales Pipeline and Forecast Management

The Integrated Solutions Will Provide Deep Insights into Pipeline Activity and Forecasting - Enabling Targeted Learning that Elevates Sales Performance WALTHAM, Mass. and ST. LOUIS, Jan. 21, 2020 /PRNewswire/ -- Brainshark, Inc., the industry's only data-driven sales readiness platform, and TopOPPS, a leading provider of artificial intelligence (AI)-based sales pipeline management and forecast predictability solutions, today announced they have formed a strategic partnership. The partnership – which includes an integration of Brainshark and TopOPPS solutions – will empower sales organizations to deliver "in-the-moment" guidance that improves reps' skills at key points throughout the sales cycle. ...

AI for Sales, Sales Enablement, Guided Selling

December 13, 2019

Sales Superpowers Need 'In-Context' for Sales Engagement

  SiriusDecisions outlines “One Solution for Sales Superpowers”.  [Spoiler alert] - it is sales engagement.   If it is “the one solution” to supercharge your revenue engine, why isn’t it widely used?   Why isn’t it the most popular application in the “sales world”?  We will get back to that, but first lets make sure we are on the same page. Sales Engagement Defined  Sales engagement is defined as interactions that take place between the buyer and seller.  Sales engagement includes four core functions based on SiriusDecisions definition:  calling/dialing, email, calendarizing and reporting. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

November 25, 2019

Strengthening the CFO-CRO Relationship Through the Sales Forecast

  The sales forecast is the linchpin of a company’s future.  If it is right and can be trusted the companies’ operations run smoother and its financial stability is more secure.  Typically this isn't easy.  The sales forecasting process is shared by the Chief Revenue Officer[CRO] and the Chief Financial Officer[CFO].  The challenge is both have different motivations on its accuracy and neither have a complete vision of its drivers or its accuracy.   When the forecasting process is trusted and transparent it relieves stress on both the CRO and the CFO.  This blog reviews how this can be accomplished.  ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

October 23, 2019

Where 1 + 1 = 3 in the Sales Application Stack - Sales Enablement

  In my previous blog I outlined 21 different sales technology categories for the Sales Application Stack .  These categories were consolidated from various industry analysts research. That blog highlighted the difference between data integration and application embedding and highlighted the benefits of application embedding and selecting software vendors who have strategic partnerships with other software providers in the CRM application space.   The concepts of application embedding needs to be expanded with the concept of “application in context”.  “Applications in context” is applications working “in context” with applications to solve a series of problems in a consistent and cohesive manner without derailing the users thought process. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

September 20, 2019

The Emperor [CRM] is Naked

  One of the things I like to track are stories I heard in kindergarten that persist through life.  The Emperor’s New Clothes is one of them.  I can’t tell you how many times I’ve been in meetings, listening to what is being discussed and ideas explored and wanted to yell out, “THE EMPEROR IS NAKED”. ...

Sales Operations, Sales Tools, Sales Pipeline Management, Strategic Partnerships

August 16, 2019

AI For Sales - Business Examples

  The last seven blogs provide a business-case approach to infusing AI through the entire sales process.  One of the purposes of this blog series was to demystify AI by using AI for Sales as an  example.  Media tends to portray AI as a magic bullet.  Actual implementations show the less “black box” an AI solution is and the more “glass box” approach, the more utility it provides to the user.  The utility is created by uncovering the key drivers of an outcome and managing those drivers to increase results. ...

Sales Operations, Sales Tools, Sales Pipeline Management, AI for Sales

August 6, 2019

TopOPPS + Outreach Galaxy: AI Enhanced Guided Selling to Increase Win Rates

  Ever had the situation where: an important sales opportunity is in danger because of inactivity and it goes unnoticed; the opportunity is sold but they don’t have the budget till next quarter so the sales rep needs to “stay close”; or the opportunity wants to buy but “isn’t there yet” and needs further ongoing education?   ...

Pipeline Optimization, Artificial Intelligence, Sales Pipeline Management, Guided Selling, guide winning behaviors