One of the most frustrating things a sales meeting leader experiences when he looks out is seeing a staff that is half asleep, playing on their phone, or acting like they can’t wait to be anywhere else. If that staff also doesn’t speak up or participate, you have a group who is doing their best to discourage the manager from having meetings and wasting everybody’s time.
That always chaps my ass. It is your reputation as a person and professional that is on display to anybody who is there. Do you want your peers to think you don’t know what is going on or are an arrogant know-it-all? Keep that act up at your sales meetings. I used to entertain myself by taking photos of people asleep, bored off their ass and playing on their phone at meetings. Usually these behaviors were most noticeable when we were conferenced in on a training or corporate call or video.
The most noticeable behavior at the weekly sales meeting is total silence. It is one of the reasons I never wanted to regularly lead or attend those gatherings. Maybe this column can affect that in a small way. Being more active in meetings not only can help you improve your sales performance but it can also levitate your image with your peers and boss.
With that in mind, here are 11 ways to be a better, more productive participant in a sales meeting.
1. ADD TO THE AGENDA
Make an offer to cover an area you know well in advance of the meeting. If you had a great objection from a client or success story make a casual reference to your boss and say “ that may be a good thing to share in the meeting Monday.” The bottom line is if you don’t like what is being offered on the agenda, make better suggestions. It is your time as well and I don’t think you will be fired for giving input.
You may want to wait til asked for meeting agenda input or approach the manager once you have been there for 3 months or so. Work on your approach when you do this. Managers are like important clients, proceed with caution and respect. But, you can make them look good and feel a helluva lot better.
2. PAY ATTENTION
Listen to who is speaking by looking at them. Be encouraging in your demeanor. Nod when you agree. Laugh when appropriate even if it’s a stupid joke. At least it is an attempt by your manager to entertain and not hammer you. If you don’t understand a point some makes asks a respectful question for clarification.
3. TURN IT OFF
Turn off your phone. Put it face down. If on a video call, close your door, get help to keep it quiet around you and don’t take the meeting in a public space if you can help it.
4. BE SOMEBODY
Get involved in your meetings by offering to take on a role. Improve your meeting experience. Here are a few:
- TIME KEEPER: Offer to be the person who keeps meeting segments on time by signaling to your manager or the group.
- HOST: For example, if you are known as a good paperwork person offer to host a meeting segment on production orders or modifications. Or, take on the latest software conversion and explain it to the group.
- SCOREKEEPER: Record action steps and key meeting notes. Distribute to the group. This is a great role for newbies and people who are more reserved and don’t like to speak up at meetings.
5. BE THERE ON TIME
This tip goes without saying. It doesn’t matter whether you’re meeting in the office or virtually, you have to show up on time. Being late for meetings is disrespectful and serves as a major distraction for everyone in attendance. Being on time is arguably one of the easiest things you can do to be a better meeting participant.
It doesn’t take a lot of effort and it’s something you should be doing anyways. When you show up late, you’re not only wasting everyone’s time, but you may also be missing out on crucial information that’s required for you to do your job well.
6. PROVIDE FEEDBACK
Feedback is a gift, and the host will likely agree. Not only does providing feedback help the recipient improve, but it also demonstrates that you were attentive enough during the meeting to derive something valuable.
A healthy and strong culture starts with feedback, and Fellow enables your team to share real-time feedback on meetings, projects, and performance. Fellow also boasts a library of templates you can leverage to make sure you’re covering all of your bases when you set out to provide feedback.
7. FOLLOW PROPER MEETING ETIQUETTE
Meeting etiquette varies from organization to organization, but the principles remain the same. To be a better meeting participant, you need to know how to properly conduct yourself during meetings. Whether you’re meeting in person or virtually, there are certain things you just don’t do during a meeting. Basic meeting etiquette tips include, but are not limited to:
· Showing up on time and ending the meeting on time
· Remaining respectful and attentive
· Muting your mic when you aren’t speaking
· Reviewing reading materials before the meeting
· Limiting distractions and blurring your background
· Dressing appropriately and working from a serene workspace
· Only speaking when you’re called on or during appropriate conversational periods
8. TAKE NOTES
Taking meeting notes is imperative. Doing so helps you retain crucial information and provides you with context and a reference point to look back on. It can also be a great tool to leverage if you don’t want to interrupt the speaker. If you’re eager to chime in or share your opinion, it may be best to take notes and bring up your point at a more appropriate time. Waiting until the host calls on you or opens up the floor for discussion will ensure you don’t derail the meeting.
9. MAKE EYE CONTACT
If you’re wanting to be more attentive, maintaining eye contact is key. Consistent eye contact not only demonstrates that you’re attentive and engaged with the speaker, but it also helps to build trust and rapport. Oftentimes non-verbal communication methods (like eye contact) speak volumes when compared to verbal cues. Maintaining eye contact with the speaker shows that you’re actively listening and paying attention.
10. ASK QUESTIONS
Asking questions is a great way to get involved and participate in meetings. Asking strategic questions demonstrates your attentiveness and may also help you gain a deeper understanding of the subject matter. You may be surprised by how many people have the same questions as you do, which is why you should never feel bad about speaking up!
Asking questions is great, but it’s important that you form your questions strategically. It’s important to only ask questions to which you can’t find the answers on your own. You shouldn’t ask questions just for the sake of asking; instead, ask questions only to deepen your understanding of the subject matter.
11. SHOW UP INFORMED
The meeting host often circulates valuable reading materials before the meeting. These reading materials are circulated because they’re fundamental to the meeting and typically provide more context into a subject to be discussed during the meeting, so it’s imperative that you take the time to read them.
Not taking the time to read these materials in advance may come off as disrespectful, and it may lead to the host not taking the time to provide additional context in the future. Appreciate the time and energy they put into providing you with this additional information.
Are you ready to be a better meeting participant?
If you’re used to meeting frequently, you may not have even realized that you could have been stepping up your meeting game. Luckily, it’s not too late to improve and now is just as good of time as any to be a better meeting participant. Being a great meeting participant is all about being present, involved, and attentive. If you participate frequently, limit distractions, and contribute to the discussion, you’ll become a better participant in no time.
Jeff Caves is a sales columnist for BSM working in radio and digital sales for Cumulus Media in Dallas, Texas and Boise, Idaho. He is credited with helping launch, build, and develop Sports Radio The Ticket in Boise, into the market’s top sports radio station. During his 26 year stay at KTIK, Caves hosted drive time, programmed the station, and excelled as a top seller. You can reach him by email at jeffcaves54@gmail.com or find him on LinkedIn.