Giving Critical Feedback to Your Salespeople

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rifat28dddd
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Joined: Fri Dec 27, 2024 4:02 pm

Giving Critical Feedback to Your Salespeople

Post by rifat28dddd »

There’s the “Nice job today, but…” Anyone who’s ever been critiqued in this manner usually tunes out because the leading compliment is intended to soften the blow of the negative statement. People see this coming a mile away.

Then there’s the Praise, Critique, Praise Sandwich. It’s as bad as it sounds. “Nice job today, but you need to do a better job of…, oh and I liked the…” It’s the equivalent of “Nice shirt, ugly pants, but I like your shoes.”

Effective Critical Feedback
Know where to start. You can’t coach a result, CRM dashboard, or a call report (or any report for that matter). That’s managing not coaching. That’d be like my golf coach looking at just my scorecard at the end of a round and telling me to “Putt better.”

I’ve heard plenty of sales manager have 1 on 1’s with a salesperson and, after a quick review of whatever tool they use to measure things, say something like “You need to close more” or “You need to close better.” Again this is not coaching.

What’s more, it won’t likely have a positive effect on the bulgaria telegram data person or their future performance. The place to start is in the field. You can’t coach to what you can’t see! If you spend time in the field with your team, you’ll gain a real understanding of how your company is represented in the marketplace.

When riding with salespeople, I use a pretty simple method of capturing notes. When I observe or hear something they do well, I write it down. Same goes for things that aren’t so good. I usually jot down keywords and use a smiley face or frowny face. Think of it as an old school emoji.

At the end of the call, or at the end of a full day of multiple calls, I take a few minutes to review my notes before I start my coaching session.

Here are the Three Steps to
Lead with critique and end with praise
Start with what needs fixing, and then tell them what they did well. This method is proven to be the most effective way to give and receive effective feedback. Think of it this way. If someone started a conversation by asking you “I have good news, and bad news, which do you want first?” you’ll likely always want to hear the bad news first. It is how we are wired. We want things to end on an upbeat or positive note. So do your sales people. Don’t sugar coat your message, or try and hide in soft praise.
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