WEEKLY HUDDLE

I am often asked asked by Sales Managers what is covered in a weekly huddle with a salesperson.

I don't think there is only one way to conduct an effective huddle. I can share with you the format one Sales Manager I work with uses with his salespeople:

* Huddle last only 15 minutes

* First item covered is Activity matrix. Did the salesperson do the dials-contacts-appointments-presentations-sales that are required to achieve revenue goals? Great opportunity to uncover where the salesperson might be struggling.

* Review most important sales call of previous week. What went well, not so well and what is the next step? Another great coaching opportunity.

* Discussion of key appointments for the upcoming week to determine what resources the Sales Manager can provide the salesperson.

* Commitments for the upcoming week.

What have been the results of this process?

* The salespeople are now consistent in their prospecting activity.

* The Sales Manager has an accurate feel of the validity of the pipeline.

* The salespeople are receiving consistent attention and coaching.

* The salespeople are hitting revenue goals. Before the huddles, they were not consistent in their production.

Weekly Huddles can be an incredibly effective tool in coaching your salespeople to success.