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3 steps to improve the dreaded individual focus meetings
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3 steps to improve the dreaded individual focus meetings

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The individual focus meeting is a dreaded meeting for both salespeople and their managers, but it doesn't have to be. Follow these three steps to make the IFM a game changer instead of something akin …

The individual focus meeting is a dreaded meeting for both salespeople and their managers, but it doesn't have to be. Follow these three steps to make the IFM a game changer instead of something akin to going to the dentist.

Published in: Leadership & Management

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  • 1. WHAT’S AN INDIVIDUAL FOCUS MEETING? Simply put, it’s a 30-to-45 minute conversation managers should have every week with each salesperson on their team. Managers who have many salespeople reporting to them can easily get overwhelmed by the sheer number of these kinds of meetings. On top of that, the meetings are often unproductive. That’s a shame, because when done well, these meetings can be game changers. Read on to find out how.
  • 2. PROPEL YOUR SALESPEOPLE FORWARD Follow these steps and you’ll see improvement this week. By asking about next steps, you’re actively helping your salespeople create a plan, and you’re no longer “wasting time” on recaps of the past week. You’ll improve your relationship with your salespeople, and they’re more likely to close more business. That’s worth 30 minutes a week, isn’t it?