The Sales Archaeologist

My guest on the radio show today was Jamie Resker a noted expert in the field of performance feedback. She brought up some fascinating points related to some of the challenges managers face. We are always talking about the importance of sales managers being able to Coach and Hold people accountable; Jaime had some great tips on how to do that and some excellent cautions on how not to. Here are 5 points that I jotted down that I thought sales managers might appreciate.

1. Don't wait too long before you address a performance issue
2. Prepare your comments in such a way that they describe the desired behavior you would like to see and not the negative actions that you currently observe.
3. Managers need to understand the gap between current behavior and desired behavior.
4. They need to know what the underlying cause of the issue is in order to address it and fix it.
5. They need to create a culture where feedback is expected and the end result is positive and not more frustration

Jaime has a great workbook for managers that can be downloaded here - take a look and utilize these tips as you manage troubling behaviors.