Effective Sales Management Is Emotion Management

Effective Sales Management Is Emotion Management
leadershipteam
Fri, 05/17/2019 – 09:46
You’ve hired a good salesperson but the reality is you’ve also hired a human being. And even really good human beings bring faults and blind spots that will need to be addressed. (Anyone reading this married, in a serious relationship or raising children?) If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues.
For example, a sales manager is meeting with one of her top salespeople who is running behind plan for the very first time in two years. The manager sets up the purpose and objective of the coaching meeting and shares her intent of helping the salesperson get back on track. During the coaching session, the sales manager applies the sandwich method in delivering observations and feedback: something positive, suggestions for improvement and something positive.
Turns out,