If you have been reading this series of articles on sales management for the last 10 months, you will recognize this as the next logical step in sales management. Once your salespeople understand their goals, it is important to give them regular feedback regarding their progress.
Proper feedback encompasses all three.
A critical function of salesperson feedback is to let your people know how they are performing relative to their goals. Once these performance goals are mapped out, you need to work with your people to ensure that they achieve them. If you meet with your salespeople halfway through the month, however, you greatly improve their chances of achieving their goals. If you meet with them once a week, or even once a day, you even further enhance the likelihood that goals can be met or exceeded. While it is impossible to meet with your entire staff on an individual basis every single day, automated feedback systems allow for virtually the same impact.