125 This is the key to making sure this is a working meeting with clear action steps rather than simply a recap of what was done last week or last month. Take notes and send them out with the detailed next steps and the timelines that were discussed. Follow these 3 critical steps and I am sure you will find that your indi- vidual focus meetings will be more productive. With practice and rep- etition, you will find that this will become a meeting that no one will want to miss. Matt Sunshine Managing Partner The Center for Sales Strategy