The Most Important Corrollary To The Masterful Praising…And The One A Sales Manager Can’t Do Without!
As mentioned in our blog post on How To Deliver a Masterful Praising, there is an important corollary to this rule which is especially important to make sure you get the most band for your buck from your masterful praisings.
Its especially useful when you are trying to get new or struggling salespeople to do the right things, even when despite their best efforts, they continue to screw stuff up.
The corollary is: praise them even when they DON”T get it exactly right.
What the average sales manger does is if a salesperson shows progress on a task but can’t fully complete it due to lack of knowledge or skill, the average sales manager withholds praise and approval entirely. They simply wait until the salesperson gets it exactly right. And even then, when they get it done exactly the way its supposed to be done, the average sales manager probably never praises them at that point either.
The key difference is that the truly great sales manager praises every correct step along the way. Then he praises even more when it is done to exact completion!
If you truly want to get your salespeople to perform at peak levels, this is the key.
The reason is that the number one motivator of people is feedback on results – and as long as you maintain a continuous stream of feedback, whether positive or constructive directed towards your salespeople, you will be well on your way to sales management success.
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What do you think about all this Masterful Praising stuff? Feel free to post a comment below.
