~SALES TIP – DAILY STAND-UPS ARE A WASTE OF TIME~

Disclaimer: Product people, I know you love them (agile this, agile that). I am specifically talking about daily sales stand-ups.

To meet or not to meet, that is the question.

I have seen different structures, routines, operating rhythms and philosophies across different organizations. Trust me, if you leave your daily stand-up scratching your head, you’re not alone.

A quick poll of every seller in your organization says that… they are a waste of time. Recently, I was reading an article about daily stand-ups and there were 147 comments and every single comment had something negative to say about the role daily stand-ups play in a sales persons day to day. Don’t get me wrong, there is value in collaborating, sharing tips and best practices, and talking about win themes as a group. All that stuff is great, but how often do you need to talk about it?

Stop pulling your sellers off of the phones.

CORRUPT SELLING TIME

There is this concept of “corrupt selling time” or “non-revenue generating activities”. Those two things will KILL your sales organization if you don’t manage them closely.

Do yourself a favour and calculate how much time you as a sales leader are taking away from your team on a weekly basis.

Ouch.

Now let’s magnify it. Not only are you taking selling time away from the team but you’re probably not giving them any value back in return and you’re probably also unknowingly scheduling your daily stand-ups during the “golden hours” of the day.

WHAT DO YOU EVEN TALK ABOUT?

What do you even talk about every single day? You probably go into it with no agenda and no purpose, then blankly stare at your team eventually asking some open ended question hoping that the one rep who ALWAYS speaks up gets the conversation started for you.

Sound familiar?

I have been doing this a long time and as a seller I hated them and as a sales leader I hate them even more. Daily anything is going to pull your team away from selling and draw their attention away from what they should be focused on.

Sometimes less is more.

Sales in general is largely a lone wolf’s game. You hunt. You close. You don’t need a daily update on what everyone else is doing (or what they had for breakfast). Seller “a” doesn’t need to worry about what seller “b” is doing. And if they are, you have a distracted seller on your hands. As a seller you want to focus on what YOU are doing, and keep moving. Seller “b” isn’t going to help you hit quota.

GET RID OF DAILY STAND-UPS

Get rid of stand-ups. No one likes them. What the heck is a stand-up anyways? They seem to never have purpose, process or payoff? Instead, I recommend 1 team meeting per week that is 30 minutes to 1 hour long. It has the same structure and agenda every single week. The exact same deck and layout that you should always share with the team afterwards. Make sure there are no surprise for the sellers. You should go over KPIs and stack rank your team. Discuss who’s winning and why and who’s losing and why? Include a slide with company updates and maybe one more slide with reminders. Then end with “the sales tip of the week” to give your sellers something to focus on.

Leave the conversation about what you had for breakfast or what kind of fair trade organic dark roast you’re drinking for slack.

SUPPORT

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Talk soon — Ryan

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