Running weekly sales review meetings is at the core of any efficient sales team. However, no one feels completely satisfied with its format. They can often feel long and unproductive and it's hard to get everyone engaged, extract valuable insights and identify roadblocks to cascade down to the right stakeholders. Sales review meetings often involve only sales people while some issues might concerned the marketing or the product team.
So how to make the most of your sales review meetings?
Let's explore 3 different formats that could help you transform the way you run them.
Optimize Your Weekly Sales Review Meeting
To optimize your live weekly sales review meetings, follow these steps:
- Don't reinvent the wheel, start with the demand waterfall model: Review your KPIs and other key metrics such as the number of leads generated, conversion rates, and sales pipeline growth. This model is perfect for SDR teams, SMB or mid-market account executives, and enterprise account executives alike. One important aspect to agree on in advance though is to have very clear definition for each metrics. Depending on your company, your definition of qualified leads or sales qualified leads can vary so make sure to create a document that serves as the single source of truth for your metric definition.
- SDR Team: Focus on prospecting activities, lead generation, and the conversion of leads to opportunities. The typical KPIs to follow are leads added (input metrics), calls performed and emails sent (activity metrics) and demos booked (output metrics that often is how you incentivize them). To balance quantitative review with more qualitative work, you can also decide to select a few calls and opportunities to review to discuss roadblocks altogether and brainstorm on some solutions. We also recommend having one person from the Demand Gen Team to attend this meeting so it creates more alignment between sales and marketing.
- Account Executives: Review the number of deals closed, deal size, and the overall health of the pipeline. For large deals, analyze the strategic approach to closing large deals, including account plans, relationships, and potential roadblocks. You can use the following templates below to structure your questions in advance 👇
- Record your meetings with Claap: Don't let important insights slip away. Claap's AI-generated notes and annotations make it easy to keep track of key takeaways, so you can revisit them later and ensure you're following up on action items. To get support in closing deals, you will often need resources providing from other teams (some new collateral, visibility on a new feature, increasing marketing efforts, etc..) so it's easier to get this commitment if you're able to provide context on why it matters.
The Asynchronous Approach - Structured Communication for Maximum Impact
Incorporating asynchronous video messaging into your sales review process can work wonders for collaboration and engagement.
- Record individual sales updates: Have each team member create a short video update on their progress and share it on Claap before the meeting. This enables everyone to review the information at their own pace and come prepared with insights and questions. You can use the same format that you have in your live meeting but record it async. Keep it short not to lose people.
- Encourage stakeholder participation: By sharing updates asynchronously, you can involve more stakeholders in the loop, including product teams, marketing, and customer success. This fosters a more collaborative environment, leading to better insights and decision-making.
- Respond with video: Encourage team members to respond to updates using Claap's video messaging feature. This allows for richer communication and helps to avoid misunderstandings that can arise from text-based feedback.
The Hybrid Approach - Combining Pre-Watch Videos and Live Meetings
Want to take your weekly sales reviews to the next level?
Combine the best of both worlds by mixing pre-watch videos with live meetings:
- Pre-watch videos: Use Claap to create and share videos covering key updates and insights before the meeting. This will help attendees come prepared and focused, leading to more engaging and insightful discussions.
- Live meetings: Dedicate your live meetings to deep-dive discussions, Q&A, and brainstorming. By focusing on collaboration and idea generation, you'll transform your meetings into brainstorming sessions on steroids. For example, this approach leaves more time to listen to sales calls and provide group coaching sessions.
- Post-meeting follow-up: Leverage Claap's AI-generated notes and annotations to document decisions, action items, and insights from your meeting. This ensures that everyone remains accountable and on track with their responsibilities.
With those 3 strategies, you will be able to combine a format that ensures the right level of accountability while making it more engaging and fruitful to solve the main roadblocks your team faces.