Why you should try a daily sales Stand-up

At Mortgage Champions, we’ve recommended daily sales meetings for over 25 years, including our proprietary meeting model: the 5:5:5 (reserved for our enterprise clients). But, with the growing adoption of Agile management tactics over the past decade, we decided to adapt the increasingly-popular Stand-up model for optimum use by modern origination teams.

Which is why we’ve pieced together what we think is the ultimate template for mortgage sales stand-ups. Give it a try, and then let us know what’s working and what’s not at mortgagechampions.com/feedback-the-ultimate-sales-stand-up-meeting-template.

Before adapting the below template for your next Stand-up, there are a few key things to keep in mind.

Essential elements of an effective sales Stand-up

Keep it brief (15-20 mins in length)

Stand-ups combine the best of impromptu and standing meetings, so while they take place at a regular time and interval (like a standing meeting), they exude the fast-paced, solutions-oriented nature of an impromptu meeting.

By keeping things brief, Stand-ups encourage engaged participation and facilitate team- and company-wide knowledge sharing. Rather than trying to solve problems in a stand-up, simply give team members space to identify obstacles and then commission them to connect with other team members who can help implement a solution.

Be strict with your time management, cutting off team members who exceed their time and rarely taking more time than allotted for recognizing wins, sharing team or company updates, training on areas for growth, or motivating team members for the day ahead.

Encourage universal participation

While we don’t recommend making team members participate, we do recommend individually calling on every team member in attendance to provide answers to your round robin questions. Putting unengaged team members on the spot may be awkward at first, but over time, eliciting their contributions will pay dividends for both them and the team as a whole.

Bonus tip: We strongly recommend asking team members to literally stand for the duration of a Stand-up. While not a hill to die on, asking team members to stand incentivizes them to keep their contributions brief as well as gives you (as a facilitator) visual feedback on individual team members’ level of engagement.

Remember to AIM: Align, inform, motivate

In short, an effective Stand-up accomplished three critical goals:

• To align team members around common sales goals and a common selling strategy;
• To keep team members’ informed of their team members opportunities and challenges, team and company updates, and the latest selling strategies and techniques to sustain their continued success; and
• To motivate team members to make the most of every opportunity and to attack their day with excitement, positivity, and confidence

If you’re able to accomplish those goals in 20 minutes or less, you’re setting yourself and your team members up for unparalleled success.