1 Value your sales force
Sales reps need loads of positive energy to pitch sales. If they are made to feel undervalued or not heard, it becomes difficult for them to buckle up and get into a positive mindset. Strong unbalanced negative feedback will spiral them into a negative mindset, if you make them feel like a loser, that will set a tone for all their sales meetings.
2 Share your real experience
As a manager, you share all those instances where you were able to achieve, it is also important for you to share those experiences, where you could not close the deal, and what you’ve learned out of that experience.
3 Review recorded sales calls
When you review the sales calls, focus on just three points you want to evaluate and keep your feedback limited to these three points, you may find 10 mistakes to talk about, hold yourself, and don’t overwhelm the rep.
Remember to start the feedback with at least three good things about the call, by this the rep will have an open mind to take in your feedback.
4 help them evaluate their performance and set goals for themselves
Instead of you telling them what went wrong, ask them to evaluate and see how they could do better. You will be surprised to see that they are very close to identifying their mistakes, this makes them open to improvements. When you ask them to set up their own targets, it gives them a sense of ownership, and leads to a great probability of them achieving the targets.
5 Get your rep to create their action plan.
When you ask them for their action plan, they will have clarity in their own head as to how to go about it. And when they express it to you, they are held accountable to follow it through.
6 Recognise and reward
Do not wait for Christmas or AGM to reward your team. Whenever they achieve any part of the target, make it a point to reward it immediately, even if it is as simple as a word of appreciation. Don’t withhold and delay appreciation. Do it whenever you can. It works like magic.
7 Managers need to be trained
Managers must be trained in soft skills. Many managers get right into negative feedback and download too much negativity, this will work for the short term, but it causes damage in the long run. Continued stress will lead to attrition. This is a loss for the company.
Managers who are gentle, persuasive, and follow up gently on a regular basis get optimum and sustained results.
If you need coaching for sales online in Dubai, Roof Top Sales is the best choice for you. Roof Top Sales is a leading sales coaching, training, and consulting company in UAE it aims to create world-renowned professional skills education for Entrepreneurs and Employees.
We offer a specialized course Professional Selling Skills for Sales Executives. and Action to Win- for Sales Executives an Upcoming Workshop on Professional Selling Skills for All Sales Executives. We coach the reps and the sales managers.