Sales Management Review Cadence
Dave Brock

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There are lots of problems with the way we conduct Sales Management Review, which create the anxiety, and the often valid assessment are a waste of time. They include:
  • Poorly defined objectives/outcomes
  • Mixed confusing objectives
  • Absence of preparation on everyone's parts
  • No agenda, wondering aimlessness
  • Mixing meetings - the objective of pipeline reviews, deal reviews, sales call review, account territory reviews are different, but we mix them in the flow of the meeting - destroying the purpose
  • No or poor coaching
  • The information sharing could have been done in another format, not requiring a meeting
  • No learning or development
  • Frequency/timing of reviews borders on micromanagement


This article focuses on the last point - the cadence for the management review process.