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Quality Time

Not getting what you want out of your sales meetings? Here are 5 tips to point you in the right direction.

This story appears in the July 2004 issue of Entrepreneur. Subscribe »

For many sales pros, daily or weekly sales meetings rank just a sliver above cold calling on the "dreadful work stuff to do" list. Sales meetings that are poorly run or too long can become more a source of grousing than of encouragement and team building.

It's critical that managers are mindful of why they hold meetings at all: "The purpose of a sales meeting is to create consistency in an organization's message, cross-pollinate information and build confidence," explains Jerry Ervin, principal of Paragon Strategies, a consulting firm in San Francisco that helps maximize organizational and individual performance. Ervin adds that another function for sales meetings is to "inspire a team to produce."

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