Sales Coaching Tactic to Unlock Better Team Performance (and That Most Managers Overlook)

Sales Coaching Tactic to Unlock Better Team Performance

(and That Most Managers Overlook)

BW FieldWhen you look at your sales results and they’re not where you want them to be, what do you do?

Do you scream “work harder!” to your team (or yourself), and hope the numbers will get better?

News flash: that’s not good enough.

And it’s definitely not how the most effective sales motivators push their teams and themselves to do and achieve more.

As we discussed at the August session of Business Wise Insiders, smart sales leaders create energy with proven strategies that prepare, coach, and energize their teams.

Among other things, we discussed the importance of a feedback environment that leads to continuous improvement (rather than simmering resentment), including one critical tactic that most managers overlook:


Knowing how to deliver the right kind of feedback is important (hint: it should be mostly positive). But that’s only half of the equation.

While most sales managers focus on how to give feedback that resonates with reps and leads to improved performance, smart motivators coach reps how to receive feedback.

Check out this chart:
Business Wise Freeway

Motivating your team isn’t just about giving the right kind of feedback—it’s also about knowing how to receive feedback. Use these 3 tips to ensure your feedback is heard, absorbed, and translated into results:

  • Separate What From Who—Your reaction to feedback can change depending on who’s giving it. Be objective—focus on the content, rather than the source, of the feedback.
  • Unpack the Feedback—Often, feedback is generic and/or vague. Don’t assume the worst; analyze what the feedback really means before you react, and ask for clarification.
  • Ask for Just One Thing—Actively solicit feedback—when you ask for it, you’ll be more open to what you hear. And the more specific the request, the more useful the feedback will be.

And encouraging reps to use these tactics puts them in the right mindset from the start—so they’ll be more receptive to, and less guarded against, constructive criticism.

Of course, feedback during role play sessions or as part of a debrief after a sales call is only one piece of a larger strategy for energizing your team or yourself to succeed.

You can’t expect your team to just “Work harder!” if you don’t give them the tools and support they need to set and achieve goals for both performance and results.

Want to know how your sales culture measures up? Click here to get your Sales Culture Score.

And as always, if you’re looking to meet and share ideas with other B2B sales pros in Atlanta, Charlotte or Dallas-Fort Worth, join us on the second Tuesday of every month for Business Wise Insiders—a “mini-clinic” where local sales experts get (and share) their best ideas.



Content contributed by Business Wise, Inc., the area’s most comprehensive business development platform, including a high quality, constantly updated, local (not national) database of over 100,000 business contacts. Business Wise can help you navigate every phase of the new business development process from finding good local prospects, to connecting with key decision-makers, to capturing sales-ready leads, to creating a winning biz-dev strategy that empowers you and your team to succeed. In addition to Charlotte, the company also maintains comprehensive business development platforms for Atlanta and Dallas-Fort Worth. For more information, contact Debra Kline at 770-956-1955 x207 or, or Vicky Ray Pace at 704-554-4112 or Be wise and check out the BWise blog at



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