Sales Meeting Blues

By Greta Schulz

How do sales meetings go on Monday mornings? You gather all of the numbers in preparation. You tediously write down where each salesperson is in comparison to their weekly, monthly and annual goals. You are ready to present these findings like you do every Monday. You start at 9 a.m., but there are still one or two people who arrive late, apologizing for the traffic.

One by one, each salesperson reluctantly drones on about what he or she is working on, what’s in the sales funnel and what will close this week. The team listens to excuses disguised as stories of why they haven’t closed. After they’re off the hot seat, they settle in, discreetly peeking at their phones and zoning out for the rest of the meeting.

Productive? Motivational? No. It’s a snoozefest at best.

OK, so maybe your meetings aren’t quite this bad, but are they some version of this? Admitting it is the first step.

Why does this happen? Why do we go through this weekly exercise with no real value? Probably, it’s because we do what we have always done. Change is hard. Whether it is right or wrong, this is what we do.

Let’s change that paradigm.

Start by identifying the goals of the sales meeting. There should be three: to educate, to congratulate and to motivate.


What is it that your salespeople would benefit from knowing or knowing more about? Is it a new product? Is it information about their market changes and trends? Is it practicing a short roleplay of a better way to approach a prospect or to close?

Choose different subjects and have one shared weekly. By the way, you shouldn’t always be the one sharing. Assign someone who might be good at it – or someone who needs additional help with a particular issue. Tell them what you would like them to teach to the group. Give them a timeframe and some basic parameters that you want to make sure are covered and tell them to be as creative and interesting as they wish.


Use this opportunity to give someone recognition for something they have done well. This does not have to be limited to a sale, but it certainly can be. Have someone share things, such as getting a tough appointment, or turning a networking opportunity into a new business meeting or a closed sale and the steps they took to close it.


Find something done well and share the news. This could even be about someone in the organization outside of sales. There is nothing more motivational than sharing good news. There are also things such as a great book to read or a motivational quote. Use your imagination, but keep it light and upbeat.

So how do we discuss tough things, such as not making enough calls, missing goals or having a bad attitude? Do that in person. Weekly one-on-ones should be no more than 30 minutes long, and an agenda should be sent ahead of time and followed.

Sound like a lot of work? Maybe. But if your meetings are anything like I described above, ask yourself how’s that working.

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is the best-selling author of “To Sell is NOT to Sell” and works with Fortune 1000 companies and entrepreneurs. For more information or free sales tips, go to schulzbusiness.com and sign up for “GretaNomics,” a weekly video tip series, or email sales questions to greta@schulzbusiness.com.

You May Also Like

State Legislature Drops the Job Growth Ball

By Gary Press   With Florida facing historically high unemployment because of the COVID-19 pandemic, one would think our state government would be pulling out all of the stops to

Rethinking Sales Today

Today, more organizations increasingly are facing more competition, rapidly changing technology, slower market growth and less product differentiation. This trend requires business development professionals to manage more accounts, build stronger

The Future of the Office

[vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column width=”2/3″][vc_column_text] As I talked to my many office tenants in the first few weeks of the national shutdown, they were pleasantly surprised

Is your sales manager managing time well?

Is your sales manager balancing priorities properly? How do you know? Today a big question faced by most executives is, what is my sales manager doing and what should he

Other Posts

And Justice For All

By Monica St. Omer   Monica St. Omer has been working with me for eight years. She is my right-hand but so much more. She is a wonderful soul who

Keeping us connected

As a company that doesn’t directly serve the general public, SBA Communications might be called the quiet giant of the South Florida business scene even thought it’s on the S&P

Lessons learned

As I write this column, South Florida has yet to enter into a phase one reopening, lagging the rest of the state. I hope readers and their businesses are negotiating

Home-based work becomes a new normal

By Jennifer Flanagan Widespread office closures in the wake of the COVID-19  pandemic sent millions of white-collar employees home to work. This left the employees and their managers, some of

Drew Limsky

Drew Limsky



Drew Limsky joined Lifestyle Media Group in August 2020 as Editor-in-Chief of South Florida Business & Wealth. His first issue of SFBW, October 2020, heralded a reimagined structure, with new content categories and a slew of fresh visual themes. “As sort of a cross between Forbes and Robb Report, with a dash of GQ and Vogue,” Limsky says, “SFBW reflects South Florida’s increasingly sophisticated and dynamic business and cultural landscape.”

Limsky, an avid traveler, swimmer and film buff who holds a law degree and Ph.D. from New York University, likes to say, “I’m a doctor, but I can’t operate—except on your brand.” He wrote his dissertation on the nonfiction work of Joan Didion. Prior to that, Limsky received his B.A. in English, summa cum laude, from Emory University and earned his M.A. in literature at American University in connection with a Masters Scholar Award fellowship.

Limsky came to SFBW at the apex of a storied career in journalism and publishing that includes six previous lead editorial roles, including for some of the world’s best-known brands. He served as global editor-in-chief of Lexus magazine, founding editor-in-chief of custom lifestyle magazines for Cadillac and Holland America Line, and was the founding editor-in-chief of Modern Luxury Interiors South Florida. He also was the executive editor for B2B magazines for Acura and Honda Financial Services, and he served as travel editor for Conde Nast. Magazines under Limsky’s editorship have garnered more than 75 industry awards.

He has also written for many of the country’s top newspapers and magazines, including The New York Times, Washington Post, Los Angeles Times, Miami Herald, Boston Globe, USA Today, Worth, Robb Report, Afar, Time Out New York, National Geographic Traveler, Men’s Journal, Ritz-Carlton, Elite Traveler, Florida Design, Metropolis and Architectural Digest Mexico. His other clients have included Four Seasons, Acqualina Resort & Residences, Yahoo!, American Airlines, Wynn, Douglas Elliman and Corcoran. As an adjunct assistant professor, Limsky has taught journalism, film and creative writing at the City University of New York, Pace University, American University and other colleges.