Meetings. Meetings. Meetings. Anyone who sells for a large organization is required to attend regular sales meetings. However, many sales people have never been taught how to properly conduct themselves during such meetings. As a result, it is not uncommon for someone to leave a less-than-positive impression with their supervisor or coworkers because of their behaviour.

Here are few pointers on sales meeting etiquette that will help you make a positive impression at the next meeting you attend.

1.       Arrive early. This may sound pretty simple. Unfortunately, my experience has taught me that someone always shows up late. Entering a meeting late is a disruption and distracts other meeting participants. I personally believe that you should arrive at least 15 minute early for every meeting. This gives you time to catch up with coworkers and get settled in. There is simply no excuse for showing up late unless you encounter an unexpected situation (traffic does not count!).

2.       Dress appropriately. Clarify the dress code before any meeting. I recall attending a sales meeting, and based on previous meeting, assumed the dress code was going to be casual. You can imagine my surprise when I showed up wearing jeans only to find everyone else attired in dress clothes. As a result, I felt completely out of place during the entire two-day meeting. It is better to be overdressed because you can always remove a tie or roll up your sleeves. Plus, dressing a bit sharper can help you stand out from everyone else – in a positive way.

3.       Eliminate external distractions. Turn off your cell phone, Blackberry, pagers and email. While it seems necessary to remain connected to the outside world, it is better to remain focused on the meeting. Not only does a vibrating telephone or pager distract you from what is being discussed, it also disturbs your coworkers. You may think you can listen to the person presenting while you text message a colleague or client. The reality is that you will miss information because most of your attention is focused on sending that message.

4.       Don't carry on side conversations. Most people experience frustration when they are surrounded by people talking at a movie theatre. Talking with a coworker while another person in the group is speaking is no different. It also shows a lack of respect for the person speaking and is extremely distracting to others in the group.

5.       Plan for the meeting. It amazes me how many people show up at meetings without paper and something to write with. Take a few minutes before you dash to the meeting and determine what you will need to bring. When you arrive fully prepared you send the message that you take the meeting seriously and that you are a true professional. Also, think about what you want to get from the meeting. Most people simply show up hoping to learn something or with the mindset of "Tell me something new." Take a proactive approach and decide what new information you would like to get beforehand.

6.       Think before you speak. In virtually every meeting I have attended, someone shoots off their mouth without thinking. They speak without thinking about how their message will be interpreted or how their comments will be perceived. This is particularly true when the meeting is being conducted in less formal location or setting such as annual conference or retreat. In one situation, a participant made several derogatory remarks about a key executive and although his comments were not completely off target, it was definitely not the right forum to express his opinion.

7.       Listen more than you talk. Some people love hearing themselves talk and look for any opportunity to say something. You can make a more powerful impact and be more highly regarded when you speak only when you have something to contribute.

8.       Contribute in a positive manner. You may not agree with everything that is said or presented at a sales meeting but there is a right and wrong way to express your opinion. People who argue or present their comments in a negative manner are viewed much differently than individual's who use a positive tone or approach.

9.       Pay attention. This is one of the most challenging aspects of many sales meetings, particularly when the meeting has been long and drawn-out or when you are faced with a less-than-interesting speaker or topic. By focusing on gaining just one key point from that particular person you

Meetings may not always be productive but these pointers can help you stand out from your coworkers and demonstrate to the company that you are a true professional.

© 2005 Kelley Robertson, All rights reserved.

Kelley Robertson, President of the Robertson Training Group, works with businesses to help them increase their sales and motivate their employees. He is also the author of "Stop, Ask & Listen – Proven Sales Techniques To Turn Browsers Into Buyers." Receive a FREE copy of "100 Ways to Increase Your Sales" by subscribing to his free sales and motivational newsletter available at www.kelleyrobertson.com. Contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com