123 E very week or two, in nearly every sales organization across the country, sales managers and salespeople sit down to- gether for their regularly scheduled individual focus meetings. You’re familiar with these meetings, so let me ask you... in your opinion, do your salespeo- ple look forward to them? Are they anxious to share valuable information and discuss next steps in order to ensure they are moving busi- ness forward? For the most part, would you say they are a good use of everyone’s time? Many will answer, “No.” In my experience, both salespeople and sales managers often find themselves dreading these one-on-one meetings because they feel as though they are a waste of their time. CENTER FOR SALES STRATEGY BLOG 3 Steps to Make Sure Individual Focus Meetings are Never Mediocre by Matt Sunshine