Do you recognize these 5 classical ways how sales managers try to improve sales performance? Here is why they don’t work and what to do instead!
Classic 1: Evaluate results
Issue – Results are, well, the result, not the cause
So, evaluate input rather than (only) output
Classic 2: Just Tell & Train
Issue – Lack of involvement causes lack of buy in causes slow learning curves
So, involve and create buy in before you go into learning interventions e.g. training
Classic 3: Just talk about what goes bad
Issue – Salesperson feels a loser
So, emphasize especially what goes well
Classic 4: Unclear expectations
Issue – Feedback by manager leads to resistance
So, set clear expectations on performance (not only on results)
Classic 5: No long term focus on development
Issue – fall back to old patterns is inevitable
So, commit to focus longer term until patterns have really changed
Recognizable? (Dis)agree? Want to know more? Let me know!
Robert Bicknese, Bicknese B.V., Developers of Salespeople’s Performance
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Af en toe deel ik zaken uit mijn praktijk in een blog. Thema's zijn management, commercie en ontwikkeling.