The daily or weekly sales huddle sets many salespeople’s eyes rolling. Many view it as a time-suck without a defined purpose. However, when properly executed by a sales manager who has embraced the huddle, sees the value in it and wouldn’t live without it, salespeople in turn also love it, says sales consultant Dave Kurlan.
For sales managers, the morning huddle is primarily an accountability tool, to help salespeople stay focused on the most important top-line, proactive behaviors that will help lead to the results they want. A well-organized huddle creates peer-oriented accountability, builds bonds and provides a regular conduit to provide strategy, direction and clarity to the team.
Salespeople will embrace a huddle if it gets everyone feeling like they are part of something larger, Kurlan says. A good huddle builds team spirit and energizes the whole team.
Kurlan recalls sitting in a hospital hallway waiting to be treated for kidney stones when he saw a hectic rush of doctors and nurses run past to handle what appeared to be an emergency situation. “I’ll look that up in five minutes,” one of the caregivers said, “I have to get to our huddle.”
“If doctors and nurses in a busy emergency room put saving lives on hold to have their daily huddle, we can certainly take 10 minutes a day from our 50-plus-hour weeks to make sure all those hours are used in such a way that success is unavoidable,” Kurlan says.
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