The Secret of “The Masterful Praising”
The great sales manager is always looking for ways to boost up the confidence of their salespeople. That same sales manager is also always on the lookout to create situations, especially in the beginning of a new assignment, where they can deliver a masterful praising.
What’s a “Masterful Praising” you say?
A “Masterful Praising” is any opportunity for a sales manager to praise a salesperson. They are best delivered when a sales rep performs any of the steps of an initial assignment or sales call not exactly right, but close to being right – that’s when the top sales manager delivers the “Masterful Praising” right on the spot!
Let me give you an example:
Say there is a new account on their business plan that plays a large part in the salesperson accomplishing their quota or goal for the quarter. You know that getting an appointment at this difficult-to-access office is extremely challenging.
You know the salesperson has gone on multiple calls to secure the appointment, but to no avail. You have been monitoring the progress of this process during your weekly calls. You insist them to press on despite the roadblocks, because you know it will be worth it. In your talks with them you “motivate them by the comp plan” to tell them that if they landed this account it would be worth X dollars for them, as well as enable them to hit and maybe even blow out their masterful goal.
Finally, after two months of trying, the salesperson makes the right connection, builds rapport with the right people and secures the appointment.
NOW is your time to swoop in!
Even though the account has not been sold yet, this is a perfect opportunity for you to deliver a masterful praising.
This is the foremost key to becoming a top-performing sales manager. As soon as you intercept them doing something correct, immediately praise them.
It doesn’t matter if it’s exactly correct or nearly correct. If it is a step towards making the sale, then it is praise-worthy.
Ill clue you in to exactly how you deliver the praising next.
To learn even more about sales management training, get our free sales manager training.
What do you think? Post a comment below and tell me on how and when you deliver your masterful praisings to your salespeople.
