3 STE

PS T

O IMPR

OVE

THE

DREADED

INDIV

IDUAL F

OCUS

MEETINGS

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.

STEP

1: LET

THE

SALESPE

RSON RUN T

HE

MEETING.

Remem

ber, y

ou’re

the

reso

urce.

Foc

us on

the

selle

r’s

best c

ustom

ers

and p

rosp

ects

, but

let t

he sa

lesp

erso

n run th

e m

eetin

g. Foc

us

on a

ccou

nts a

nd acc

ount d

evel

opm

ent.

STEP

2: GIV

E TH

EM YOUR

FULL

ATT

ENTION.

Shut the

door,

turn

off y

our p

hone,

clo

se y

our

com

puter s

cree

n, and fo

cus

on y

our m

eetin

g.

Mak

e su

re e

very

one

know

s th

is m

eetin

g is a

high p

riorit

y fo

r you

. Tak

e not

es, a

ctiv

ely

partic

ipat

e, a

nd NEV

ER re

sched

ule.

STEP

3: MAKE

A PLA

N

DURING T

HE MEE

TING

When

dis

cuss

ing th

e sa

lesp

erso

n’s a

ccou

nts

and p

rosp

ects

, ask

the

follo

win

g ques

tions:

1. What

is y

our n

ext s

tep?

2. When

will

this

get a

ccom

plished

?

PROPEL YOUR SALESPEOPLE FORWARDFollow 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?