SALES EFFECTIVENESS – COACHING
This information on sales effectiveness illustrates to you the value that Salesmasters delivers to an organisation that engages with us. These will help you to ascertain if Salesmasters is the right fit for your business.
Improving Sales Effectiveness
Sales Effectiveness is achieved when an individual is self-aware, they know their strengths, their opportunities for development and what resources they have available for them to tap into their sales potential. For the Development Managers to perform at their best they need to be given the skills, knowledge and opportunity to do so but they also need to be led to perform well.
The purpose of any feedback is to acknowledge or improve performance. As revealed through the Johari Window, it is through asking questions and sharing information in the feedback process that the Development Managers will increase their self awareness and identify ways to tap into their potential. This guide will help you follow the follow the four (4) key steps below in planning the feedback discussion.
The feedback conversation is important as it:
- Provides encouragement and acknowledgement for good work and behavior
- Provides constructive advice and support for areas of improvement
- Provides opportunities for collaboration and clarification
- Increases the Development Managers likelihood of participation in the development program
- Helps them to commit to improving their sales effectiveness
- Helps Development Managers stay on track and focused on what is important to your business
Conducting the Feedback Session
Communicating performance expectations and giving feedback is not an exercise in telling your Managers what they do or how they should do it. It is an opportunity to build on their natural work preferences and develop a shared understanding of and commitment to work that focuses them on behaving in a way that your company expects.
When providing feedback is it recommended that the GROW model below is used to provide structure and consistency in all feedback sessions.
GOAL – Communicate Expectations
REALITY – Discuss current situation in relation to the Development Matrix, key motivators and De-motivators
OPTIONS – What options are available to improve the current situation
WHEN – What will be done and by when, agree on performance objectives and action plans
Salesmasters works with organisations who are committed to evoking change within their culture. If this is what you are seeking please contact us for customised quantifiable solutions.
Call us on 1300 950 073 (Press To Call) and discuss your vision with one of our competent trainers.