Meetings are a necessary part of business. Make sure your sales meetings are productive.
We've already done the research for you. References (formerly Field Guides) offer links to articles, eBooks, websites, statistics, and more to provide a comprehensive overview of perspectives. EBSCO articles (E) are available only to NAR members and require a password.
Strategies for Productive Sales Meeting
- Have a (good) reason
- Sell the meeting
- Respect the team’s time
- Talk about sales
- Don’t be a downer
Source: Strategies for Productive Sales Meetings, (The Balance, 2016)
Sales Meeting Tips & Warnings
- Lift your sales people up. Make them feel better with a renewed attitude to try harder and maybe use a different selling technique. Leave them with a positive attitude.
- Don't berate someone who did not do well in front of the others.
- Get those who did well to talk about what worked for them.
- Be open and honest, a real person, and let your people know and believe you are there for them.
Source: How to Conduct a Sales Meeting When Sales are Down (eHow, 2011)
Planning & Conducting an Effective Sales Meeting
21 Steps to a Stellar Listing Presentation With RPR®, (RPR Blog, Mar. 2017)
How to Run a Productive Sales Meeting, (pipedrive Blog, July, 2016)
10 Great Sales Contests, (REALTOR® Magazine, Dec. 1, 2015)
10 Secrets to a Successful Sales Meeting, (Forbes, Sept. 22, 2014)
Why You Must Hold Weekly Real Estate Office Sales Meetings, (YouTube, Feb. 13, 2014)
6 Secrets to a Successful Sales Meeting, (Entrepreneur, Jan. 9, 2014)
Free meeting agenda templates outline, (Workplace-Communication.com)
eBooks & Other Resources
The following eBooks and digital audiobooks are available to NAR members:
Smart Sales Manager (Kindle, eBook)
Sales Management (Kindle, eBook)
The New Handshake, Sales Meet Social Media (Kindle eBook)
Guerrilla Selling (Audiobook)
Fewer, Shorter, Better Meetings (Audiobook)
Quick Meeting Openers for Busy Managers (Kindle, eBook)
Step by Step Guide to Fewer, Shorter, Better Meetings (Kindle, eBook)
Books, Videos, Research Reports & More
The resources below are available for loan through Information Services. Up to three books, tapes, CDs and/or DVDs can be borrowed for 30 days from the Library for a nominal fee of $10. Call Information Services at 800-874-6500 for assistance.
Real estate marketing and sales essentials: steps for success, (Thomson/Southwestern, 2006) HD 1387 H18
Magnetic selling:develop the charm and charisma that attract customers and maximize sales, (American Management Association, 2006) HF 5438 B62
5 minutes to a great real estate sales meeting, (Thomson/Southwestern, 2004) LC 5209 M46
The sales manager's deskbook, (Prentice Hall, 1996) HF 5438 G16s
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