The Sales Coaching Tactic that Unlocks Better Team Performance (and That Most Managers Overlook)

When you look at your sales results and they’re not where you want them to be, what do you do?

Do you scream “work harder!” to your team (or yourself), and hope the numbers will get better?

News flash: that’s not good enough.

And it’s definitely not how the most effective sales motivators push their teams and themselves to do and achieve more.

As we discussed at the August session of Business Wise Insiders, smart sales leaders create energy with proven strategies that prepare, coach, and energize their teams.

Among other things, we discussed the importance of a feedback environment that leads to continuous improvement (rather than simmering resentment), including one critical tactic that most managers overlook:

Create a 2-Way Feedback Freeway

Knowing how to deliver the right kind of feedback is important (hint: it should be mostly positive). But that’s only half of the equation.

While most sales managers focus on how to give feedback that resonates with reps and leads to improved performance, smart motivators coach reps how to receive feedback.

Check out this slide from our August Insiders presentation:

As you can see, there are specific tactics reps can use to get more out of the feedback they receive.

And encouraging reps to use these tactics puts them in the right mindset from the start—so they’ll be more receptive to, and less guarded against, constructive criticism.

Of course, feedback during role play sessions or as part of a debrief after a sales call is only one piece of a larger strategy for energizing your team or yourself to succeed.

You can’t expect your team to just “work harder!” if you don’t give them the tools and support they need to set and achieve goals for both performance and results.

(Want to know how your sales culture measures up? Click here to get your Sales Culture Score.)

And as always, if you’re looking to meet and share ideas with other smart sales reps in Atlanta, Charlotte, or Dallas-Fort Worth, join us on the second Tuesday of every month for Business Wise Insiders.