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Set Expectations
HOW 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 ...
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
In...
Personalize the communication1
The communication should be
specific to the sales rep
not a general message that could be
interpreted as not applying to t...
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 o...
“Given your history of success with customers
(70% close rate of opportunities in agreement stage),
this should allow you ...
[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 specifi...
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.
Download White Paper
COMPLIM...
By Norman Behar
@NormanBehar
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How to Effectively Set Expectations with Your Sales Team

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Learn how to effectively communicate expectations clearly to ensure that your sales team understands what you want them to do and achieve.

Publié dans : Business
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How to Effectively Set Expectations with Your Sales Team

  1. 1. Set Expectations HOW TO EFFECTIVELY WITH YOUR SALES TEAM
  2. 2. Does your sales team really understand what you want them to do (behaviors)…
  3. 3. …and what you want them to achieve (results)?
  4. 4. Managing sales performance consists of the following 4 steps: Communicate expectations Monitor results Monitor and manage specific behaviors Provide regular feedback
  5. 5. Holding sales reps accountable starts with clear expectations
  6. 6. Avoid vague language or emails that don't clarify specific behaviours desired from each sales rep
  7. 7. 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
  8. 8. Personalize the communication1
  9. 9. The communication should be specific to the sales rep not a general message that could be interpreted as not applying to them
  10. 10. State the desired result/s2
  11. 11. Make sure your communication includes what you want them to achieve
  12. 12. Include the behaviors3
  13. 13. Include specific actions that, if performed well, should lead to the desired result
  14. 14. Define the metrics4
  15. 15. It should be clear how you will measure performance and over what period of time
  16. 16. Check for understanding5
  17. 17. Have sales rep recap their understanding of your expectations
  18. 18. Follow up in writing6
  19. 19. Send out an e-mail recapping your communication, ensuring it adheres to the five previous guidelines
  20. 20. Example: Unclear communication
  21. 21. “We’re tracking behind this quarter and need to take our game up to the next level.” Example: Unclear communication
  22. 22. Example: Clear communication
  23. 23. “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
  24. 24. “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
  25. 25. [Pause, listen to response, and check for understanding] Example: Clear communication
  26. 26. “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
  27. 27. The importance of clear communications to set expectations can be overlooked when focusing just on results
  28. 28. By clearly setting expectations we can hold our sales reps accountable and help them succeed
  29. 29. Sales Coaching can drive revenues up by 20% or more. Help your Managers become great coaches. Download White Paper COMPLIMENTARY OFFER
  30. 30. By Norman Behar @NormanBehar

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