19 WORDS TO IMPROVE SALES PERFORMANCE

It’s an open secret that many of us do not take feedback well. Ask any hiring manager and everyone on the team will claim to be receptive and welcoming of feedback. But they know everyone is lying to one degree or another. Though we all admit to self struggles with our own performance, we all think we are doing a pretty darn good job in our roles….you know, the best that can be expected, given the limitations that we have to suffer under.

This is especially true in sales: “Marketing gives me lousy leads”. “My customers already have a long standing relationship with my competitor”…and the best, usually kept on the inside until PIP time, “my manager is a walking squawk box puppet for the company, who can’t sell their way out of a paper bag.”

In his book, The Culture Code: Secrets of Highly Successful Groups, Daniel Coyle sites research that 19 words can lead to effective feedback. “I’m giving you these thoughts because I have very high expectations and I know that you can [achieve] them”. Feedback for improvement is always a part of the job, but framing it with a team members capabilities helps build self-believe and confidence…one of the greatest characteristics of high performance sales reps.

Give it try in your next hashtag#salescoaching call. Track the results.

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