Sales Management Workshop Tips, strategies, and tactics to improve sales team performance

SMW_021 A Feedback System For Sales Managers To Improve Sales Performance

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Sales Management Workshop Tips, strategies, and tactics to improve sales team performance

Michael Carter

Description: Sales Management Workshop, Hosted by Michael Carter, is for anyone responsible for managing a sales force. Each podcast contains tips and strategies to help build your sales management skills. Michael Carter is a business consultant, management coach, a

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SMW_021 A Feedback System For Sales Managers To Improve Sales Performance

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Having a feedback system is Key Why do you need a feedback system? Because one of the areas sales management have trouble with is giving feedback to their salespeople.  Most don’t do it at all, and of the ones that do, don’t do it well.  That’s because it’s not easy to give feed back if you haven’t developed your feedback systems. That's what this podcast is all about.   Feedback: The ability to give feedback doesn't require a special session or time.  In fact, we can use the feedback systems in your coaching sessions, during your one-on-ones, and in your field sales coaching sessions.  You can provide feedback in the hall or at the water cooler.  It’s not a formal session.   So What is a feedback system? Lets define what we are talking about when we say feedback system.  In the realm of the sales manager, feedback is always, always, related to performance or job-related behavior.  You should always focus your feedback on the workplace.  That means not commenting on their private life, their personality, or something that happened in the distant past. You focus on performance issues to help them develop their skills and competency in a given area. Your focus on job-related behavior that involves tasks they perform, be it how they perform appointment setting calls, talk with a customer, actions they take around the office, or develop a proposal.   Why Give Feed Back? Because as a sales manager, your goal is to maximize results.  As a manager you maximize those results through the efforts of others.  The feedback system is a tool that allows you to have an impact on future behavior which could help you maximize your results.  Make since? You should use feed back to redirect a job related behavior for performance improvement.  Or, to reinforce a performance that leads to the salesperson's success.  What does it do, it’s focused on: Acts The future Achieving a goal Being supportive The deedback system also should be used as soon at the opportunity presents itself.  In other words don’t wait.  If something occurs that requires feedback, give it, don’t save them up for later.   The feedback system model It’s simple and it should give you the results your are looking for.  There are more complex models out their, but this should de the job for most of the situations you will deal with. Take emotion out of the equation before you speak Ask for time to talk Provide a specific instance State your observation Suggest a change you would like to see Get agreement that they will make the change Say thanks As you listen to the podcast, you wil here examples of how we use the feedback system and more.  I hope you enjoy the podcast and I welcome your comments. Related Podcast: Sales Management Coaching: Effective On-on-ones:   I hope you enjoy the podcast.  If you think we deserve it.  Give us a good review in iTunes. Ask your questions or share your feedback: Comment on the this post Subscribe to our Newsletter To receive additional information Email @SalesManagementWorkshop.com Let's connect: If you have a chance, please leave me an honest rating and review in iTunes. It will help the show and its ranking. I appreciate it !!!! Thanks and I hope you enjoyed the show! Join the Facebook Page Follow @mcsalesworkshop

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NMX and Nab Show, Las Vegas, April 2015