Stop Treating Every Meeting Like It’s Sacred
Too many reps waste hours sitting in “update calls” that could’ve been handled in a 3-line email. Let’s be clear: meetings are not proof of productivity… they’re often proof of poor planning.
Every unnecessary meeting drains energy, clogs calendars, and steals time that should be spent prospecting, qualifying, or advancing deals. Buyers feel the drag too.
If your meeting doesn’t move them closer to clarity or a decision, you’re burning their trust along with your time.
Top performers in PRECISE selling protect their calendars like they protect their pipelines. They ask:
Does this meeting create forward motion? If not, decline or restructure it.
Can this update live in an email? Then don’t waste face time.
Is the right person in the room? If not, reschedule until decision-makers are present.
Elite reps know: you don’t get paid to attend meetings, you get paid to create movement. Every conversation should be designed to uncover truth, build urgency, or secure a next step. Anything less is calendar clutter.
10-Second Progress Test:
What moved to scheduled?
What decision did we earn?
What did we learn that changes the next call?
Close the room with: ‘Let’s put the next step on the calendar while we’re here… does Tuesday 10:40 work?’
Final question: In your last week of selling, how many meetings drove deals forward… and how many were just noise?
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
