Management feedback is vital when a sales professional is in a selling slump.
The associate desperately needs the feedback that a fresh set of eyes can provide.
The manager is able to observe the entire process from body language, pace of delivery, and adherence to a selling process.
It is a unique perspective that provides the mentoring the sales professional needs.
With that said, countless times I have gone into one of the stores in my region to find an associate knee deep in the quick sand of a slump.
When the store manager was asked about it, they typically acknowledged that “their sales were off”.
When pressed for their plan of action to help the associate, they usually had nothing definitive to give in response.
is a fundamental
aspect of being
Consider The Results From This Survey:
In December 2009 Leadership IQ released their findings from a survey of 3,611 workers from 291 business and health care organizations in the United States and Canada.
Employees were asked 21 questions about their relationship with their direct boss, their personal effectiveness, workforce issues and overall management effectiveness.
Here Are The Highlights Of That Survey:
– Point One.
67% of employees said they got too little positive feedback.
Seems as though we always find time to criticize and never squeeze in the “thank you” moments.
– Point Two.
51% said they get too little constructive criticism.
If you want performance to improve then you have to show them specifically where they can make improvements.
– Point Three.
43% were less likely to recommend their company for others to work seek employment because they didn’t receive enough feedback.
– Point Four.
53% of employees said that when their supervisor did praise excellent performance, the feedback was not enough to provide useful information to help them repeat it.
– Point Five.
65% said that when their supervisor did criticize poor performance, they didn’t provide enough useful feedback to help the employee correct the issue in the future.
– Point Six.
66% of employees said they had too little interaction with their boss.
That number is up from 53% from the same study performed in May of 2008
The results from the Leadership IQ survey should be eye opening for all of those in a position of leadership in the jewelry trade.
Take a moment to honestly take stock of your own method of providing feedback to the sales professionals on your jewelry floor.
We owe them more than we are giving them.
If you have someone in a sales slump, remember that your feedback is vital to ending that slump.
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