There are four predominant roles that people take on when being non-productive in sales meetings. These four roles dramatically influence and negatively impact the other participants, who are ready, willing, and able to help grow the business. Identifying which participants are playing each of these roles and confronting that behavior is critical to the success of your sales meetings and ultimately, your sales results. Here are the four behaviors:
1. Hostage: doesn't want to be there. Views the meeting attendance as pulling him away from more important things. The hostage sometimes can make their feelings known in meetings and they feel important by the fact that they should be somewhere else in their opinion.
2. Devil's advocate: the devil's advocate questions the position of everyone else's opinion for the sake of stirring up controversy. They often will do this under the guise that they're being helpful in providing another opinion. Often times, this thinking is negative or reinforces behavior that's been done in the past but is no longer productive.
3. The vacationer: they view attendance at meetings as a legitimate break from work. They check out and go on mental vacations during the meeting and don't participate and contribute. These people are checking the box when it comes to participating in the leadership and direction of the company.
4. Grand stander: the grand stander will typically not let go of the topic. They won't let agenda items come to conclusions. They have a need to steal the limelight and impress others with their knowledge and insight. Often times, these people have a high need for approval and they want other people to see them as important because frankly, they don't see themselves as important.
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