The sales people that hire me as a coach and consultant succeed before they even show up for our first session. Why? They’ve realized they need outside feedback from someone who can spot what they’re doing wrong and what they’re doing right and give them the kind of feedback they need to improve. Every pro team, every Olympic athlete, every elite performer in every field in the world shares one common tool for success — they have a coach who gives them daily feedback.
If your company has a successful sales force, then you have a successful sales manager, one who knows his team and knows how to give feedback. If your sales team has a high turnover rate, poor sales records and low motivation chances are they’re not getting the feedback they need. If you don’t know what you’re doing right and you don’t know what you’re doing wrong, you can’t consistently succeed. If you don’t have a coach or a mentor, get one, even if you have to hire one. Good feedback will do more to help launch your success than even doubling your sales calls for a month.
“If you don’t know how successful you are, two things happen: One, you don’t get any better, and two, you stop caring.” ~Steve Kerr