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son’s confidence or motivation, but allows them to make the changes or improvements necessary to sell more effectively. Keep a brief record on each of your salespeople and substantiate your evaluation claims with specific examples of great or inadequate performance. Limit evaluations to clearly-defined, measurable areas of performance. When salespeople aren’t sure what you’re evaluating, they may be tempted to schmooze a positive evaluation by currying the manager’s favor instead of staying focused on their goals.


Instead of evaluating salespeo- ple on a curve that leaves some at the bottom of a team pecking order, give credit to everyone who has earned it, and remind them that each of them has individual strengths and weaknesses. With the right planning, support, and evaluation, performance man-


VIDEO: WHY ARE 90 PERCENT OF SALES MANAGERS NOT GOOD AT COACHING SALESPEOPLE?


agement can be a rewarding and educational experience for both you and your salespeople. The bond you establish with your team throughout the process forms a strong foundation for more productive, open commu- nication. When you encourage the


view that performance management is an opportunity for all of you to learn and develop, your salespeople will be more open to the constructive criticism, changes, and improvements required for professional growth and sales success. 


Great sales performance does not happen by accident!


 Why don’t you outsell your competition every time?  How would a detailed, documented sale process improve sales performance, accuracy of the forecast, and embed a common language?  What would it take to improve your average seller 20%?


If nothing changes, nothing changes! Sales Performance PhD can help answer these questions and provide the solutions to implement and enable change.


Enablement Process Alignment Reinforcement Measurement Coaching


As a Miller Heiman Group independent partner, Sales Performance PhD has access to world class intellectual proper- ty and research, as well as a deep network of sales consulting professionals, all while maintaining the flexibility and customization of a small consultancy.


Contact Information:


pmustico@salesperformancephd.com Pat Mustico, PhD  LinkedIn 703-801-9476


SELLING POWER DECEMBER 2018 | 17 © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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