…expressly for sales managers

Sales management is the toughest job in the revenue world.

You’re under constant pressure to hit quotas while navigating a daily maze of challenges. You’re the one steering the ship—and you’ve got what it takes.

Still, a little extra support never hurts. That’s where the FREE weekly Manager’s Special newsletter comes in. (Sign up in the box on the right…it’s free!)

Teaching sales skills

1. Praise.
   Consistently praise your teammates’ positive behaviors and skill applications…especially when you “catch” them using a skill strongly in front of a customer.
2. Don’t be a “know-it-all.”
   Don’t strive to solve everything yourself…let your sellers talk, and they’ll figure out most of what they need to succeed. You are not required to know everything, but you are expected to offer recommendations and suggestions to your sellers based on your experience and insights.
3. Discuss, and practice. Foster healthy discussions about best practices, and approaches in your 1:1s and group meetings, but don’t forget to cement learning by running role-playing exercises.
4. Role play.
   The best quote for role-play sums it up: “It’s better to practice on each other than practice on your customers.” Keep your role-playing brief and straightforward for maximum enjoyment and learning, while maintaining rigorous and accountable sessions.
5. Even more praise! Encouraging and teaching your teammates to think is better than doing the thinking for them; challenge your sellers to use the big brains they have on their shoulders so they can act autonomously and powerfully when you’re not around.

A feedback framework that builds skill muscle

When you’re with a seller on a sales call with a customer (either on video or in person), use the 2×2 Feedback Framework to help the seller appraise their skill performance and reinforce positive behaviors.

You go first by asking if the seller is ready for some feedback. (Proceed only when the seller is open-minded.)

Part 1: The meeting…
Lead the conversation by asking two questions of your seller:

1. “What’s the ONE THING you feel you did well in that meeting?” (Listen with an open heart and mind, and steer the seller to talk about skills.)
2. You add, “The ONE THING I witnessed you expertly execute was ABC.”

Part 2: Going forward…
Again, you lead the conversation…

1. “What’s the ONE THING you would have done differently if you could ‘do’ that meeting again?”
2. You add, “My suggestion for ONE THING to focus on is XYZ.” (This is where you focus your seller on the skill you think needs development.)

The seller may want to discuss many skills, but effective learning and behavior change only occur when you focus…on ONE THING at a time.