CHAPTER 20
Regular 1:1 Results-Focused Meetings Between the Sales Manager and Each Salesperson Will Transform Your Sales Culture
I am fully aware that upon seeing this chapter’s title, many of you will think, “Thank you, Captain Obvious.” Before you dismiss this topic and move on, please believe me when I write that this stupidly simple, über powerful, sales management best practice has the potential to transform your culture.
In every coaching relationship, I intentionally ask the sales manager a very simple, yet slightly vague question: How often do you formally meet 1:1 with each of your people? Invariably, I get an assortment of responses, but they typically include some version of the manager proudly sharing that she’s in regular contact ...
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