Use entertainments, conduct interviews and provide goals during sales meetings

Consider the occasional use of entertainment

Where a light touch is needed, outside entertainers can be used to good advantage. Whether it’s a short juggling act or a pretty girl who sings a song, there’s a time and place for entertainment. On occasion, a sales meeting is an appropriate time and place. The size of the audience is one of the determining factors. The theme, length, and objective of the meeting should also be considered. Prime consideration, however, is the need for showmanship.

Conduct interviews with members of the audience

As you can see, there are many ways to toss a change-up. So there’s no reason for a program to be loaded with one boring talk after another. Relief from the usual series of talks can be realized in hundreds of ways. Members of the audience are called to the speakers’ stand for brief interviews. Or the emcee walks into the audience, possibly with a portable mike, to conduct interviews which brings about audience participation, and is much to be desired. More important-it varies the routine.

Provide a goal at which to shoot

Every salesperson does better when he has a goal. After all, how can he hit the bull’s eye unless he has a target at which to shoot? Since goals spur salesmen on to greater accomplishments, sales meetings have often been based on goals. For example, an enterprising sales supervisor arranged an unusual but successful meeting . . . When people entered the meeting room they were surprised to find a beautiful new automobile on display. They found a flashy speedboat, pictures of a lovely new home, a chic model wearing a mink stole, and several other attractions. Each item was tagged so that persons viewing it could tell what had to be done to earn it. These were not prizes, but were suggested goals. During the meeting the value of goals was discussed, and all present were urged to set goals for themselves.

The idea paid off handsomely. It caused increased effort on the part of nearly everyone on the sales staff! It also put showmanship in the meeting, causing it to be anything but run-of-the-mill. Incidentally, when arranging a meeting of this type you can probably borrow the merchandise from local merchants.

A variation of the foregoing plan has been used in connection with Christmas. Suitable merchandise was displayed in the meeting room. Items included toasters and roasters, as well as luxury items, including jewelry, watches, and luggage. The meeting was conducted in November. The articles of merchandise were suggested as short range goals Christmas presents. The audience was told how many extra sales would finance the purchase of each item. Most salesmen wanted Christmas presents for their families and worked hard to earn the articles desired.

Of course, the merchandise could have been offered as prizes, but the details are not our concern here. The objective of this section is to show how to put variety in sales meetings.

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