For many sales leaders, this time of year is not an enjoyable experience, particularly around having to prepare and then conduct the formalised annual performance review. One of the key reasons for this is they dust off the performance review document, and then wrack their brain on what elements can be included in the document to then be able to conduct the conversation. No wonder they don’t enjoy it. Exceptional sales leaders do not wait until the formalised review to discuss performance – they make it their priority to conduct laser focused conversations around performance next to real time, so that there are no surprises come the formalised review. This is what I discuss in today’s episode as well as provide some tips on how to make these conversations more effective.