2 Feedback Models to Cultivate an Elite Sales Culture

Feedback is crucial for growth and improvement, but many people have not been taught how to provide or receive feedback effectively.

When it comes to delicate matters, or even appreciation - it’s important to give feedback so your team has clarity on what is expected of them (and what isn’t).?

You may have the highest intentions, but if expressed incorrectly, it can back-fire.

Here are 2 feedback models for your consideration,

#1. O-I-R (Observation, Impact, and Reinforcement/Redirection)

Here is an example,?

Situation: A Meeting with a Client.

I observed that you asked a number of powerful questions to the customer during the meeting.?

The impact that it had is that it made the customer think, and that framed us as a partner. I could see their respect for you went up.?

Please build on top of this behavior because it’s going to be a game-changer.?

Such feedback makes it very easy for your team member to replicate that behavior and join the dots between his actions, your appreciation and the collective intention.?

#2. S-B-I (Situation, Behavior, Impact)

Here is an example,

Situation: A preliminary discussion with a client.

You talked a lot and didn’t give the client a chance to speak. It shut down the customer. What could you do differently for you to practice brevity to get more customer engagement?

Try both models and identify which one resonates most with your leadership style and team members.?

It's your responsibility as a manager to provide what we call actionable and precise feedback.?

A culture of candor and continuous improvement is what creates an elite sales culture.?

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