Sales Managers: The Right Way to Give Feedback
[vc_row][vc_column][vc_column_text]As a sales manager, one of your responsibilities is to offer advice and guidance to your team and give them feedback on a regular basis. Here are a few tips to help you through the process.
This is your sales team. Treat them with respect and speak to them professionally. You know what you need to talk to them about- so make your point and make it coherent. And then, initiate a dialogue. Engage your team and ask them what is going on with them, what they are struggling with and look for ways to improve the situation, together. You have to engage, not preach.
LISTEN TO THEIR PERSPECTIVE
So your sales representative screwed up. Big time. He scared away a potential customer who was just on the verge of signing on the dotted line. It is easy to lose your cool, shout or send out a mean email; but try and figure out why they did what they did or what prompted them to do it. Ask your sales rep what he was trying to achieve and what led to his actions. This will give you insight into his mind’s way of functioning.
PINPOINT AND GIVE EXAMPLES, RIGHT THEN
Unless you can actually show your sales representatives what they did wrong, when and why it was wrong, they will not learn from their mistakes. When you see something is amiss, or when you see that a sales representative has done something wrong and driven a potential customer away, address it then and there- as soon as you spot the mistake. There is no point waiting for your bi-annual review to tell them that their actions cost the team. You need to evaluate and offer guidance continuously.
Salesvue helps managers find problem areas and pinpoint them. Our easy to use sales reporting technology gives you easy access to the activities of your team, by campaign, representative and most recent interactions. Sales reps can log their calls with one-click call screens, as well as note down the outcome of each call with a few clicks. Salesvue helps you uncover data in real time, so you can put best practices to work and recreate success.[/vc_column_text][/vc_column][/vc_row]