Internal Networking: “Quit Coveying” at Sales Meetings!

We could see Rob, our sales manager, coming from across the auditorium.  We knew we were in trouble.  Not real trouble.  Just that humorous kind of trouble that he used as a great management tool.

It was July and like many companies in agribusiness, we were having our annual sales meeting.  Excitement built as we all arrived, checked into our rooms and went to registration.  Even though we were in sales, a highly social job, we were still nervous about mingling in a room full of 400 people from our company.  Who will I talk to?  Will I say something dumb or inappropriate to the wrong person?  After all, everyone from our corporate office will be there.  Will I make a good impression or embarrass myself?   Why is my name tag green and hers blue?  He got a slinky in his welcome kit but I got a bicycle hat, WHY?

The nervous energy runs through your mind as you sign in and get your packet of information.  Then sweet relief, you see Kevin, one of your closest peers.  You talk with Kevin every day.  His territory is right next to yours.  The social anxiety level is decreasing now that you have a friend.  Pretty soon, you see Angela, another friend from the home turf.  You talk with her everyday as well.  Anxiety levels are now calming to a manageable level.  You no longer feel the urge to run to your hotel room and answer emails.  You even stopped playing Candy Crush on your phone as a way to look busy.  You found some friends.

This was about the moment we spotted Rob.  He barked out, “Quit Coveying” “We brought 400 people together from all over the country and you guys talk with your closest neighbor like a bunch of quail” “We could have just hung out in Springfield if we wanted to do that!”  We would all laugh, but we got the not-so-subtle hint.  We would split apart and try to find someone new to meet and mingle with.

Think about this at your next sales meeting or any meeting for that matter.  Everyone has some level of social anxiety.  By nature, we are social animals.  We want to find our flock, our herd, our posse.  We don’t want to be the zebra that stands off by itself.  We’ve seen TV and know what happens to that zebra.  So, it is natural that when we get to meetings, we tend to gather in coveys made up of people we know.

At your next meeting, make the conscious effort to find two or three people that you have not personally met.  These are internal people in your company.  It is not even a cold call moment.  You have the company in common, probably more.  If you really want to be proactive, prior to the meeting, send a few emails to people you talk to all the time in the main office but have not met.  Ask them if they are going and offer to buy them a beer (from the open bar time slot of course).

Do not underestimate the value of a face-to-face meeting with people you work with.  We are in a sea of consolidation in our industry and much of our business is done remotely through webinars and conference calls.  Meetings are reduced or cancelled all together in an effort to maintain costs.  So, if you are lucky enough to have an opportunity to attend your national sales meeting, do not spend your time talking to the same people you see and talk to every day.  Use this excellent opportunity to build new relationships within your company.

Please read next week’s blog article when we look at what former President Reagan has to do with selling agronomy products!

 Want to learn more Cold Calling & Prospecting skills?  Join me Wednesday, June 28^th for a deeper dive and insights into how to not only conquer your fears but enjoy this part of the sales process. 

Click on the link below!

Make your next meeting memorable by bringing in a speaker who’s been there.  Contact me to find out how Greg@GregMartinelli.net

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