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5 Keys to short, effective meetings
You may have heard the expression that meetings are where “minutes are kept and hours are lost.” We are all keenly aware of this maxim when we are part of a meeting that lasts far too long and accomplishes nothing.
About three years ago I was able to experience the work of an excellent meeting facilitator. I was serving on a board, and Rick was the Chairman. Each monthly meeting was scheduled for 60 minutes, and during Rick’s two-year term, there was never a meeting that was so much as a minute over. Here is the best part: None of us board members every felt rushed, and the meetings were some of the most productive I have ever attended in my career. How did he do it? Here are the steps he followed.
- He handed out a simple, printed agenda:
- He went through each item and generated a discussion that opened us up and made it comfortable for everyone to give input.
- After a time, the discussion would start to get repetitive. Rick knew right when to intercede. He would say, “If I may summarize, what I hear you saying is…” He was usually right on because he was an excellent listener.
- After summarizing the discussion, he would ask for a plan of action that involved commitment from the members. They knew they would be held accountable to report in the next meeting.
- After summarizing each discussion and recapping the specific action steps: Meeting adjourned. Right on time!
I know, it sounds easy. It isn’t. Above are the fundamentals. The rest is up to us. (Practice)
What is your sales “recipe”?
One thing I love about coaching is sharing in my client’s success. Today was a special day. Bill called me all excited: He just received two PO’s that enabled him to achieve his goal for the entire year. That means that in less than three months his sales were now equal to his boss’ expectations for the whole year. How did he do it?
Bill has a lot of good qualities. He plans well, works hard, and knows how to maintain a sense of humor and positive attitude. He also knows how to plan a clear, detailed road map to his goal and get there one foot in front of another. He knows his goal and he knows the type and amount of activity needed to get there. It is not guesswork. He has figured it out through his consistent tracking. Sounds simple, but I find that most sales professionals have no idea of the amount of activity and planning it will take to get to their goals. Not surprisingly, they usually fall short.
Here is an analogy: Last month I had knee replacement surgery. For those who have had this procedure, you know that there is much rehab and physical therapy needed after the operation. If we aren’t disciplined in our exercises, the scar tissue will become stiff in the knee, and we will walk with a stiff leg the rest of our lives. So, we do the exercises! The PT knows just what activity we need to do and to what intensity we need to do it. If we diligently stay with the program, our knee will be fine.
Think about our sales strategy. Like the PT, have we developed our own strategic road map to our sales goals? If not, there is no time like the present. Like Bill, take the time to map out your strategy in detail and employ a daily discipline to stay with it.
Building team trust: The foundation of a winning team
I work with companies to help build high-performing teams. The simple formula for leading a talented and competent team to its highest level is: OWNERSHIP, CLARITY, AND ACCOUNTABILITY built on a solid foundation of trust. I focus heavily on building team trust. Without it, a team will fail.
Here is an illustration: Last week, Jared Diamond wrote an article in the WSJ about the Chicago Cubs and the way they attract free agents. He gave the example of free agent pitcher Tyler Chatwood. Before his first meeting with the Cubs, he was anticipating a big sales pitch about how great the team is. They took a whole different approach. As Mr. Diamond put it, ”Theo Epstein and general manager Jed Hoyer took the conversation in a direction that surprised and disarmed Chad. They recommended the best physicians and hospitals in the area for his pregnant wife.” They did not talk about baseball. Instead, they showed a genuine interest in him and his family.
Chad signed a three-year, $38 million contract with the Cubs.
“This is the secret weapon that enables the Cubs to practically hand-select talent: a compelling personal touch that goes beyond a player’s value on the field. “, said Diamond.
And how about the bottom line? The Cubs frequently are not the highest bidder when they acquire a free agent. The Cubs have figured out that even though you can’t buy happiness, showing a genuine interest in people and their family can greatly increase your batting average!
Be successful, stay successful, know your customer
“The quality of a person’s life is in direct proportion to their commitment to excellence”
– Vince Lombardi
Last week my wife and I celebrated Valentine’s Day by having dinner at one of the most famous restaurants in Chicago. We each ordered a steak. My steak cost $70, and my wife ordered a $50 filet. Our expectations were high!
When the steaks were served, we began enjoying each bite. It was delicious and I made sure I cut the meat in extra small chunks so that I could maximize the experience. Along the way I ran into some fat and gristle, and I carefully separated it from the lean meat. When I was finished, the only thing left on the plate was the fat and gristle.
The quickest way to business failure
OK. I know you aren’t reading this because you want your business to fail. You’re just curious. What is the quickest way to get a business to fail? Be rude! With today’s unforgiving social media reviews, one or two poor customer interactions can do serious harm.