3 ways to turn your team meeting into a team motivator - with Rob Massa
Your weekly team meeting doesn’t have to be a tedious, box-ticking exercise. Be like Rob Massa from BounceX and turn it into something special.
Back in February, Sales Confidence staged another one of its exclusive events for sales leaders, at the Andaz Hotel in Liverpool Street. As always, we were treated to deep insights from a world-class line-up. Based on these talks, we put together some articles, so even if you couldn’t be there, you can still get inspired.
Rob Massa is the GM for EMEA at BounceX — helping you market to people, not cookies. Rob is an expert at getting the most from a team, building them up as much as he can to get results. It’s no surprise that he started his talk by paying tribute to Kobe Bryant, the NBA star who had recently passed away, famous for being an awesome team motivator.
Getting the most from your team is a pretty big subject, so Rob wanted to concentrate on a small part, one that is often overlooked. The weekly sales team meeting.
‘How many people in this room have a weekly team meeting? How many feel like your team leave that room every week feeling energised and ready to rock? How many feel like sometimes they have those meetings just to tick a box?’
Rob put forward three things you can do to transform that weekly meeting into something that boosts motivation and puts your team in the best place to achieve.
1 — Recognition
The first thing Rob does in his team meeting (which takes place on a Monday morning) is show recognition to one person in the room for the performance in the previous week.
‘It could be an SDR who got a big meeting. It could be a rep who closed a big deal. It could be just somebody you saw working their ass off!’
Then, everyone stands up and claps. It starts the meeting off on a positive vibe, which then lasts throughout the session.
2 — Transparency
In Rob’s experience, salespeople want to buy into the company they work for and its vision. It’s not all about the money.
‘Take some time in your next meeting to talk about top-level goals. If the company’s going to do a fundraiser, give them a bit of detail about that. If the company is thinking of rolling out new products, give them a little bit of the flavour.’
You want the best people in your team to be part of the company’s vision in the long-term, so get them excited about the bigger picture.
3 — Coaching
Finally, end your meeting with some coaching. You can do it, but it might be better if you didn’t.
‘If there’s a high performer who’s really good in one area, get that person to evangelise that with the team. It doesn’t always have to be you that does the teaching.’
Get your salespeople to talk about successful calls they made recently, or how well they handled a specific objection. Peers learn better from their peers than they do from their leader.
Over to you
Thanks to Rob for that excellent talk. Now, we want to know what you think.
What do you do at your organisation to inject some magic into your team meetings?
Share your tips with the Sales Confidence community. Leave a comment below.