The Annual Sales Meeting. Having one this year? A lot of annual sales meetings were cancelled last year, for a lot of different reasons. That does not seem to be happening this year. In spite of appearances, and warnings from people who have never had real jobs, executives have decided to put the incentive back into the selling process. Why? Easy answer: it works. An annual sales meeting is integral to the success of the year’s sales performance. It’s a one-time opportunity to recognize past performance and inspire achievement for the next twelve months. It’s also an expensive endeavor. To make these meetings successful requires a lot of work months before the meeting takes place. Planning one? How will you take advantage of yours? Here are some ideas and challenges to make you think and rethink the process. (Note: If you’re on the sales team, and “not responsible” for the meeting, please copy this article and send it to the powers that be.) Pre-plan. Choose an environment for relaxed fun, and learning. A resort or hotel with sporting options, nice sleeping rooms, and nice meeting rooms. Pre-question the participants. Ask them about problems and needs – about strengths and frustrations – about themselves and their goals. Use the questionnaires to personalize the training portions of the meeting. Pre-budget. A nice place. Transportation. Lots of fun. Great food. A first-class speaker-trainer. Awards. And more fun. Seek professional help. Have someone in charge inside and …

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