Sales Meeting Types and Agendas

Written by Eric Petersen, CIC

Ah, the dreaded sales meeting. Every tree care company that has a sales team holds these meetings, yet, not many companies know how to best utilize the time spent together. The largest improvement a tree care company can make to their sales meetings is to create and stick to a set agenda. 

But when creating an agenda, many sales managers realize there are a lot of topics they wish to cover and not enough time to do it. Because of this, I recommend getting your sales team on a regular schedule of three types of sales meetings to be held weekly, monthly and quarterly. 

At ArboRisk, we recently moved to this structure and it has helped our sales team keep their focus during these meetings and has allowed us to be more effective with the time we spend together. 

**Pro Tip** Select a set day of the week and at the same time to hold these meetings every week so everyone becomes comfortable in the cadence of the meetings. 

Weekly Prospecting Meeting – Just Sales Team – 30 mins

This meeting should be brief and focused on the tasks that are needed to be performed to achieve results. These meetings keep your team aligned and on track. 

Agenda

• Introduction (5 minutes)
  1. Icebreaker
  2. Outline goals for the meeting
• Team Brief (5 minutes)
  1. Go over new company updates or policies
  2. Review questions or concerns from the previous meeting
• Prospect Pipeline Updates (5 minutes)
  1. Discuss open Opportunities in the pipeline
  2. Identify challenges or bottlenecks
• Review Goals and Metrics (5 minutes)
  1. Evaluate progress
  2. Review key performance metrics
  3. Discuss trajectory
• Celebrate Wins & Share Ideas (5 minutes)
  1. Recognize individual and team achievements
  2. Highlight specific successes
  3. Exchange ideas
• The Wrap Up (5 minutes)
  1. Action items to be completed before next meeting
  2. Confirm next meeting time and agenda

Monthly Sales Meeting – Just Sales Team – 1 hour

This meeting is a little more strategic than the weekly meetings. While you still focus on tasks that need to be done, reviewing the past month and setting the course for the coming month are important here. 

Agenda

• Introduction (5 minutes)
1. Icebreaker
2. Outline the goals for the meeting
• Performance Review (5 minutes)
1. Analyze overall team sales performance for the month
2. Review key metrics for team and individuals
3. Discuss areas of success
4. Discuss areas of improvement
• Goal Progress (10 minutes)
1. Assess progress toward our quarterly sales goals
2. Discuss any challenges and bottlenecks identified during weekly meeting
• Strategy Evaluation (10 minutes)
1. Reflect on the effectiveness of sales strategies and tactics
2. Identify opportunities for refinement or new approaches
• Training and Development (25 minutes)
1. Sales Training Topic 
2. Brainstorm for next monthly sales training topic
• The Wrap Up (5 minutes)
1. Action items to be completed before next meeting
2. Confirm next meeting time and agenda

Quarterly Sales & Marketing Meeting – Sales & Marketing Teams – 1 hour 

Quarterly Sales Meetings need to focus on more strategy items and incorporate your marketing team. This is when Sales & Marketing come together to make adjustments and ensure the marketing messaging is being utilized by the sales team. 

Agenda

1. Introduction (5 minutes)
• Icebreaker
• Outline the goals for the meeting
2. Review the Last Quarter (15 minutes)
• Evaluate the team’s performance
• Identify successes, challenges, and areas for improvements
• Discuss lessons learned
3. Plan for the Next 90 Days (15 minutes)
• Set new goals and objectives
• Define specific action plans and targets
• Establish clear expectations
4. The Health of the Pipeline and Strategies (10 minutes)
• Assess the status of ongoing deals in the sales pipeline
• Identify any bottlenecks or opportunities
• Review the effectiveness of current plans and tactics
• Discuss new marketing approaches or initiatives
5. Review the Annual and Long-term Plan (10 minutes)
• Revisit the annual and 3-5 year goals
• Evaluate progress towards these goals
6. The Wrap Up (5 minutes)
• Action items to be completed before next meeting
• Confirm next meeting time and agenda

Lastly, it’s important to note that the Monthly and Quarterly meetings will take place instead of the Weekly meetings, so as not to overburden everyone with extra meetings. For example, let’s say you make Tuesday morning your meeting time, here is this basic cadence for the first quarter in 2024. 

Jan. 2nd, 2024 – Quarter 1 – Sales & Marketing Meeting

Jan. 9th – Weekly Prospecting Meeting

Jan. 16th – Weekly Prospecting Meeting

Jan. 23rd – Weekly Prospecting Meeting

Jan. 30th – Weekly Prospecting Meeting

Feb. 6th – Monthly Sales Meeting

Feb. 13th – Weekly Prospecting Meeting

Feb. 20th – Weekly Prospecting Meeting

Feb. 27th – Weekly Prospecting Meeting

Mar. 5th – Monthly Sales Meeting

Mar. 12th – Weekly Prospecting Meeting

Mar. 19th – Weekly Prospecting Meeting

Mar. 26th – Weekly Prospecting Meeting

April 2nd – Quarter 2 – Sales & Marketing Meeting, and so on…

If you are struggling creating a sales meeting format that works for your team or need help developing a better sales process, reach out to an ArboRisk team member today to get started in our Thrive Sales & Marketing Package.