Every meeting competes with selling time
Commission only agents earn nothing while sitting in meetings. Every minute you take from their selling time needs to deliver equivalent or greater value. If agents leave your meetings thinking "that could have been an email," you will see attendance drop fast.
The weekly check in (15 to 20 minutes)
Purpose
Quick alignment, celebrate wins, flag blockers.
Format
Five minutes on company updates (product changes, new materials, announcements). Five minutes on agent wins (who closed what, who booked a great meeting). Five to ten minutes on questions and blockers.
Who should attend
This is optional for all agents. Some will attend every week. Others will skip when they are busy. That is fine. Record it so they can catch up.
The monthly pipeline review (30 to 45 minutes)
Purpose
Deep dive into each agent's pipeline, identify stalled deals, and provide coaching.
Format
This works best as a one on one meeting with each agent rather than a group session. Review their pipeline deal by deal. Ask about any deals that have not progressed. Offer help with specific challenges.
What to prepare
Pull their CRM data before the meeting. Have their metrics ready. Know their pipeline so you can ask informed questions.
The quarterly strategy session (60 minutes)
Purpose
Share company direction, review performance trends, introduce new products or campaigns, and gather agent feedback.
Format
A group session with all agents. Use a structured agenda with time allocated for discussion. This is the meeting where agents should feel they are part of something larger.
Make it valuable
Include at least one segment that develops agents professionally: a guest speaker, a training module, or a discussion on selling techniques. This transforms the meeting from an obligation into an investment.
Meeting hygiene
Start on time, end on time
Respect agents' schedules. If you say 30 minutes, end at 30 minutes. Running over signals that you do not value their time.
Send an agenda beforehand
Even for short meetings, a brief agenda lets agents prepare and sets expectations for what will be covered.
Record everything
Not every agent can attend every meeting. Record sessions and share them so agents can watch on their own time.
Follow up with action items
After each meeting, send a brief summary of decisions made and actions agreed. This creates accountability and ensures nothing discussed is forgotten.
Timezone considerations
If your agents span multiple timezones, rotate meeting times so the same agents are not always attending at inconvenient hours. Or run duplicate sessions at different times.
When not to have a meeting
If the information can be communicated in an email, send an email. If the question can be answered in a chat message, use chat. Reserve meetings for discussions that genuinely require real time interaction.