Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager.
As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it. And we understand why this is happening.
