Don’t Wait To Give Positive Feedback

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Coaching Is A Balance
Good sales coaching is a balance— a mix of feedback on things that go right, as well as feedback on things that don’t go so right. The problem is we tend to get out of balance.

It is easier to see the ineffective (the faults and mistakes) than to detect and analyze skillful performance. Inevitably, this colors the feedback we give. It is much easier to focus on the negatives than the positives.

A common how-to instruction for giving feedback el salvador telegram data suggests starting by saying something encouraging, moving on to the behavior that needs to be improved, and closing with something positive.

A second and more effective approach is to not wait to give positive feedback on good performance until it’s time to correct a mistake. This is because the praise part of the feedback can come across as patronizing and insincere.

Instead, be on the lookout for good sales performance and immediately provide some positive feedback. If you are the one on the other side of the table, the difference is absolutely dramatic.

The Link Between Positive Feedback and Constructive Criticism
Let’s take the example where a sales rep has successfully closed a deal. One of the unique aspects of this situation, of course, is the inherent positive feedback a salesperson gets from closing a deal.

After all, closing a deal is great! And for large opportunities, the win often is celebrated inside the sales team; again, they receive automatic positive feedback.