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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.
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