If you want to improve the performance of your team, it is essential that you follow up.
I have seen it when I was in charge of middle management and I currently see it with the bosses and managers of the companies that I advise, one of the most frequent causes of the failure of a sales team is the lack of follow-up, the same happens when it is done infrequently.
I was able to observe how, at times, strict mandatory compliance instructions were given, within a peremptory period.
I saw how some bosses summoned their supervisors and then they summoned their salespeople. I heard speeches such as: "the situation we are going through forces us to make an extra effort, it will be necessary to put the batteries in and achieve the objectives set". Others said "I will not tolerate the slightest deviation from the given order, each one of you will be responsible to me and my superior for the objectives you have to achieve."
I also observed many, many subordinate bosses of mine lead their team with extraordinary professionalism. But others, the minority I must say, misused power. Those people, without bad intentions, believed that to reach the quotas that had been set for them they had to be rigid, strict, severe and inflexible.
After the time of the first speech, I saw that some boss was forgetting the instructions given. So I would meet individually with them and ask them: How is your team's quota coverage doing? it surprised them and would say it dislodged them; If I asked the latter how the closing was going to be, they told me that the market was difficult, that customers deferred payments and the competition gave payment conditions and prices more favorable than ours. When something like this happened to me, I asked them how they would solve the problem of the seller who was far from their quota.
He argued that his team was also not the best, that he had to lead with less competent people, so he told him that he had to control his team, not to punish, reprimand or sanction, you have to give your collaborators tools that allow you grow, perform better and make your work more productive, in good weather.
Use the training, teach and motivate collectively by giving them courses, then evaluate what you have learned, its application and the results, that is, follow up. On the other hand, there is good news: a powerful tool that will improve performance, it is coaching, it differs from training, because generally, it is done in a personalized way between the coach and the collaborator to be trained.
This method gives the tutored employee the freedom to discover new paths, new ways of doing his job more efficiently. The coach works by asking the manager if there would be different ways of doing things, he tries to resolve
The inconveniences that arise, people become more creative, they learn to have autonomy and do the task better. Take advantage of the new tools, now it is possible and you can do it yourself and if you do not consult, there are many professionals who can help you, a big hug with the sincere wish of your professional success.
