Almost every field sales manager who supervises five or more people is expected to hold district sales meetings periodically. There are, of course, some exceptions—for example, the manager whose sales reps are so widely scattered that it would be impractical to bring them together for a meeting. Normally this is not the situation. There are meetings of many types and for a wide variety of purposes. Let’s consider some of them.
To begin with, there is the meeting where the sales reps are in reality only an audience. The speakers may include a top executive who comes from headquarters to report on “the state of the union” and to exhort the troops to greater efforts; the field sales manager who can always find plenty to ...