2 Feedback Models to Cultivate an Elite Sales Culture copy
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2 Feedback Models to Cultivate an Elite Sales Culture

- Venkataraman Subramanyan

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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Author:

Venkataraman Subramanyan is a Global Leadership Development Expert & Sales Coach. He is the Founder and CEO of Tripura Multinational. Venkat’s mission is to touch and transform a hundred million lives by 2025, and a billion lives by 2030. With over 30 years of experience, Venkat is passionate about 2 things – Leadership Transformation and Sales Acceleration. His trademarked deal qualification framework is licensed worldwide by organizations and filters over $3Billion in deals annually. He is an accredited member of the Forbes Coaches Council.

Tripura Multinational is a dynamic sales organization dedicated to empowering sales professionals and organizations to achieve unparalleled success. Originally established as a platform to address skill gaps in the sales industry, Tripura has evolved into a multi-faceted entity that offers comprehensive engagements for Sales Managers and Sales Leaders. Through the transformative power of Sales Coaching, Tripura enables sales organizations to elevate their performance from good to great and ultimately reach a world-class level. Our approach focuses on optimizing sales skills, management expertise, and leadership capabilities, helping clients plan more effectively, qualify leads better, orchestrate sales processes seamlessly, and expand their business with confidence. 

Our organisation is the trusted choice of market leaders across various industries and segments, relying on our expertise to elevate their performance to new heights. Recognized for our ability to enhance excellence, we are entrusted with the task of making the client’s best even better.

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