how to effectively set expectations with your sales team
TRANSCRIPT
Set ExpectationsHOW TO EFFECTIVELY
WITH YOUR SALES TEAM
Does your sales team really understand what you want them to do (behaviors)…
…and what you want them to achieve (results)?
Managing sales performance consists of the following 4 steps:
Communicate expectations
Monitor results
Monitor and manage specific behaviors
Provide regular feedback
Holding sales reps accountable starts with clear expectations
Avoid vague language or emails that don't clarify
specific behaviours desired from each sales rep
6 Communication Guidelines for Setting Clear Expectations
5
Personalize the communication1
2 State the desired result/s
Include the behaviors3
4 Define the metrics
Check for understanding
Personalize the communication1
The communication should be specific to the sales rep
not a general message that could be interpreted as not applying to them
State the desired result/s2
Make sure your communication includes
what you want them to achieve
Include the behaviors3
Include specific actions that, if performed well, should lead to the desired result
Define the metrics4
It should be clear how you will measure performance and over what period of time
Check for understanding5
Have sales rep recap their understanding of your expectations
Follow up in writing6
Send out an e-mail recapping your
communication, ensuring it adheres to the five previous guidelines
Example: Unclear communication
“We’re tracking behind this quarter and need to take our game up to the next level.”
Example: Unclear communication
Example: Clear communication
“To achieve your quarterly sales goal of $500,000 this quarter, you will need to close
an additional $267,000 by the end of the quarter (December 31).
In order to accomplish this goal, I would like you to conduct in-person meetings with at least 5 of the 7
customers that are in the “agreement” stage of your sales pipeline by next Friday (December 12).”
Example: Clear communication
“Given your history of success with customers (70% close rate of opportunities in agreement stage),
this should allow you to exceed your goal if you can get these meetings set quickly.
Please let me know if this makes sense to you and what steps you will take following this discussion.”
Example: Clear communication
[Pause, listen to response, and check for understanding]
Example: Clear communication
“Great. Let’s plan on reconnecting next Monday (December 8) to review where you stand
on appointments, discuss the specific goals for each meeting, and how I can help.”
Example: Clear communication
The importance of clear communications to set expectations
can be overlooked when focusing just on results
By clearly setting
expectations we can hold
our sales reps accountable
and help them succeed
Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches.
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