The Perfect Weekly SaaS Sales Meeting Agenda

About this video

Dan Martell shares the eight-item agenda structure he uses for weekly sales meetings. He says he coaches over a hundred SaaS founders, that one of his largest clients has 150 salespeople using this format, and that he has used the structure to get his own reps from zero revenue to hitting quota within six to eight weeks. The agenda is: 1) Wins — start with about three minutes of wins to create momentum; 2) Pipeline — review stages, deals and value in a tool such as HubSpot, Salesforce, Pipedrive, Trello, a spreadsheet or a whiteboard, flagging who is behind on follow-up; 3) Roadblocks — reps add blockers to a shared Google doc before the meeting so the manager can unblock them; 4) Buyer feedback — source what reps hear on three to six calls a day into the sales process, battle cards and product roadmap; 5) Sales metrics — review quota and weekly, monthly and quarterly goals using a precision scorecard with five key metrics; 6) Announcements — invite the customer success and marketing leads so sales is not a rogue team; 7) Competitors — teach reps how to answer new competitor moves so they are not blindsided on calls; and 8) Training — finish with a 10-minute training and role play. He closes offering his Rocket Demo Builder, a nine-box framework he claims helps clients close deals in half the time at twice the size and has helped clients generate close to a billion dollars in sales.

Key takeaways

• Run the weekly sales meeting in a fixed order: wins, pipeline, roadblocks, buyer feedback, sales metrics, announcements, competitors, and training.
• Manage pipeline by activities and follow-up, not salesmanship — use a CRM or even a spreadsheet or whiteboard to flag in red, green or yellow who is on top of their deals.
• Collect roadblocks in a shared document before the meeting and buyer feedback during it, feeding that feedback into the sales process, battle cards and product roadmap.
• Review individual quota progress with a precision scorecard of five key metrics matched to your sales motion, whether SMB, mid-market or enterprise.
• End every meeting with a 10-minute training and role play, and invite customer success and marketing leads to announcements so sales does not operate as a rogue team.

Episode details: published August 10, 2020 · 10:41 long. Summary written by Self Growth Videos from the episode itself. Business results and any income figures mentioned are Dan Martell’s own claims, shared for education — they are not typical or guaranteed.

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