Sunday, January 05, 2014
I’ve been a Sales Manager and/or Sales Trainer for most of my adult life. As such, much of my time has been spent observing experienced sales people or trainees and giving them feedback on their activities and efforts.
Before I give my feedback, I always first ask them, “What did you do well?”. Only after that conversation, do I move to, “What’s one thing you’d like to try to do differently next time?”.
The problem is, they almost always go to “the dark side” – in other words, they almost always begin with things they don’t feel like they did well. I often have to almost force them to speak, specifically, about the things that went well. I then only allow them to name one thing, or at most two, they would like to try to do differently in a similar situation.
My point to them [and to you if you feel like this applies] is that in almost every instance, we do MANY more things well than things we did poorly. But if we only focus on the changes we want to make, then we could forget to continue doing the things we’re already successfully doing. Plus, it’s nearly impossible to change/correct more than one or two things at a time.
So, let’s celebrate all the things we’re doing well and limit our corrective actions to one thing at a time. That way, we’ll be building on our successes and making steps forward, whether they be large or small.