Smile training is my term for meetings where real issues are not discussed. Sales people and staff are told to "just smile" without soliciting input from the group. In a group dynamic, there is pressure to conform with the group. Conformity is the obstacle of Creativity. To build a world class sales force, you need to listen to them.
Meetings are the MOST important line of communication that your have with your sales and operations staff. Too often, managers are not trained on how to deliver quality meetings that improve the culture in the organization and get things done. Ask yourself these questions...
Are you a sales manager who dreads planning the next sales meeting?
Are you a sales manager who likes planning meetings but, no one attends?
Are your meetings as productive as they could be?
Do you have trouble when members of the group question decisions or ask for explanation?
How do you get your sales people to the next office meeting?
Step 1. Ask them to come. I would photocopy the agenda after each team meeting and write a note to each person who missed the meeting asking them to come to the next one. It may take 8 times but, eventually they will come around or at least call you and tell you why they didn't make it.
Step 2: Let them talk. Even Johnny Carson knew to keep the monologue to less than 5 minutes. Open with an over view of the meeting and what needs to be accomplished. Propose a clear question to the group and let them discuss solutions.
Step 3: Have an agenda and stick to it! A good meeting can take a bad turn, if you have someone in the group that loves to bring up items not on the agenda. The easiest thing to do is have a secretary for the meeting that takes down discussion points for the next meeting. Remind the group of the time constraints and if they have an issue they can request it be added to the agenda of the next meeting. Bring a timer or assign a time keeper.
Step 4: Play a game. I like to start my meetings with an ice-breaker to get everyone comfortable. There is a great book called "Quick team-building activities for busy managers" by Brian Cole Miller. It has 50 exercises that take 15 minutes or less to do. I would always give out the same prize, they are hand-clappers. They are noise makers in the shape of two hands and they are really fun. After a meeting, I would always hear someone in the hall giving them self a round of applause.
Step 5: Make sure every one is respected. The group is looking to you to protect the integrity. The fastest way to lose a group is to "wield the sword" on someone. You are the one in control and you must stay that way, even in the line of fire. You must still show respect to the person who is questioning your decision making ability, as you would want respect in that same situation. It's better to hear it from your people than from your boss.
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