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Last updated on 2024年8月22日

A salesperson is struggling with market changes. How can you provide effective feedback to help them adapt?

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As a salesperson, you're likely no stranger to the winds of change that can suddenly sweep through your market. But when these changes start affecting your performance, it can be tough to stay afloat. Adapting isn't just about staying current with trends; it's about transforming the way you approach your sales strategy. Effective feedback from a coach can be the lifeline you need to pivot successfully. The key lies in understanding the nature of the changes you're facing and retooling your approach to align with new customer behaviors and preferences.

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1 Assess Reality

When you're grappling with market changes, the first step is to conduct a thorough assessment of the situation. This involves identifying the specific trends that are impacting your sales performance. Are customers shifting towards a new product or service? Is there a change in the economic landscape affecting buying habits? Understanding the root causes of your struggles is crucial to formulating a plan to overcome them. Feedback should be data-driven and objective, focusing on areas where you've deviated from your targets and why.

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Darryl Cross

Head Sales Coach for partners at Norton Rose Fulbright. Amateur head coach for West End Girls HS Rugby.
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Sales is a future looking activity. Sales people that aren't doing well with market changes are looking backwards. What they have done in the past will NOT get them out of their rut. In 1984, Carl Lewis was the fastest man in the world. He would not make it into the finals of the Olympic 100m today. You can ruminate all you want about how good things "used to be", but we all must adapt. Have salespeople become a student of the client and the industry they are in. Start in their shoes and walk backwards (not look backwards from the salesperson's point of view) into the skills and knowledge they need to get back on track. If they focus on tweaking and adjusting their existing technique, which is out of date, it won't happen fast enough.

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Franklyn León

Sales Manager
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Cada tanto, me detengo a reflexionar sobre nuestra unidad de negocio y reevaluar cómo se comportan los clientes actuales, los leads, nuestro producto y equipo. En estos tiempos, estar atento a los actores del mercado es crucial. Si no detectas los cambios, no puedes adaptarte ni aprovechar las oportunidades de negocio. Luego, analizo si lo que tengo ante mí es una oportunidad o un problema. Este análisis breve me permite prever y decidir si es necesario un análisis más profundo para evaluar la viabilidad. Este proceso me mantiene alerta y preparado para cualquier argumento de negociación en la rutina de ventas.

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2 Set Goals

Once you've pinpointed the challenges, it's time to set clear, achievable goals that will guide your path forward. Your goals should be specific, measurable, attainable, relevant, and time-bound (SMART). For example, if you've identified that customers are now more price-sensitive, a goal might be to increase your understanding of the product's value proposition to better justify the cost. Feedback at this stage should be constructive, encouraging you to stretch your abilities while still being realistic about what can be achieved given the market conditions.

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Franklyn León

Sales Manager
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Para mí, establecer metas claras y alcanzables es la manera más efectiva de trabajar en ventas. En cierto punto, me di cuenta de que esto funciona incluso en actividades tan peque?as como hacer una llamada telefónica o enviar un email, así como en negociaciones o cierres de ventas. En cada nivel de mis tareas, y sin importar la magnitud de la actividad que ejecuto, siempre intento reconocer el objetivo de esa actividad antes de iniciarla. De esta forma, los avances que logras pueden reconocerse en esas acciones que forman parte de un plan superior. Los objetivos de ventas se alcanzan cuando cada paso del proceso de venta tiene éxito.

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3 Develop Skills

With your goals in place, focus on developing the skills necessary to reach them. This might mean improving your negotiation tactics, learning about new technologies, or becoming more adept at social selling. Sales coaching can be instrumental in this phase, providing you with the tools and techniques needed to enhance your skill set. Feedback should be continuous and tailored to your learning style, ensuring that you're not only absorbing the information but also able to apply it effectively in real-world scenarios.

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Alejandro Entredicho Jr. CPSL CLDP ECRE

Professional Sales & Leadership Trainer | Transforming Sales Teams Since 2012 | 10,000+ Hours in High-Impact Coaching Experience | Keeper of the FLAME Methodology & Salesprudence
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Identify the skills that the salesperson needs to adapt to the market changes and work with them to develop these competencies. This could involve training on new sales techniques, mastering digital tools, or understanding new customer segments. Provide resources, coaching, or mentoring to help them build these skills effectively. Focus on skill development, you equip the salesperson with the tools they need to navigate the evolving market with confidence and resilience.

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4 Implement Change

Implementation is where the rubber meets the road. Take the skills and strategies you've honed and put them into action. This could involve tweaking your sales pitch, adopting a new customer relationship management (CRM) system, or changing your follow-up process. During this phase, feedback should be focused on the practical application of your new skills and strategies. It's important to have someone observe your performance and provide insights on what's working and what might need further adjustment.

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5 Monitor Progress

As you implement changes, it's vital to monitor your progress closely. Set up regular check-ins with your coach to review your sales metrics and discuss any obstacles you're encountering. Are you on track to meet your goals? What has improved since you started making changes? Feedback at this stage should be both affirming and corrective, acknowledging your successes while also identifying areas where you can continue to improve.

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6 Adapt Continuously

The only constant in sales is change. As such, adapting is not a one-time effort but an ongoing process. Stay alert to new market developments and be ready to adjust your strategies accordingly. Feedback in this phase should foster a mindset of continuous improvement and learning. Embrace each challenge as an opportunity to grow and refine your sales approach, ensuring that you remain competitive and successful in an ever-evolving market.

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Alejandro Entredicho Jr. CPSL CLDP ECRE

Professional Sales & Leadership Trainer | Transforming Sales Teams Since 2012 | 10,000+ Hours in High-Impact Coaching Experience | Keeper of the FLAME Methodology & Salesprudence
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Encourage a mindset of continuous adaptation by regularly revisiting the goals, strategies, and market conditions with the salesperson. Discuss any new changes in the market and brainstorm adjustments that can be made to stay ahead. Foster a culture of ongoing learning and flexibility, you help the salesperson not only cope with market changes but thrive in them. This approach ensures they remain agile and responsive, turning potential obstacles into opportunities for growth and success.

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A salesperson is struggling with market changes. How can you provide effective feedback to help them adapt?

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6

1 Assess Reality

2 Set Goals

3 Develop Skills

4 Implement Change

5 Monitor Progress

6 Adapt Continuously

Sales Coaching

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A salesperson is struggling with market changes. How can you provide effective feedback to help them adapt?

1

2

3

4

5

6

1 Assess Reality

2 Set Goals

3 Develop Skills

4 Implement Change

5 Monitor Progress

6 Adapt Continuously

Sales Coaching

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感谢您的反馈

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