5Developmental SalesCoaching—Feedback
In our management seminars, we frequently ask sales managers to think about a salesperson on their team who is overdue for feedback. Immediately, each sales manager can identify someone. We then ask how long the problem has been going on. They smile and squirm. Why? Often their answer is weeks or months. Many of the sales managers acknowledge that they avoid giving feedback. They explain that they don't feel comfortable doing so, and that they want to avoid confrontation. Or they don't want to damage the relationships or are not sure what to do.
When we ask sales managers to describe what good feedback sounds like, they easily come up with excellent guidelines. Nevertheless, it is challenging for them to ...
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