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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 to going to the dentist.
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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?