Learn from Reps to Drive Changes for Next Year
/Strong sales leaders make the effort to understand what went right and what could be improved from one year before diving headlong into the next. Many factors enter into the results for the year. As you consider them all, place an emphasis on hearing from the reps themselves.
The difference between a good and great year, for many salespeople, revolves around the amount of time they spend strategizing for the coming year. Email this questionnaire to your sales staff - adding or deleting a few items as it pertains to your individual situation.
How satisfied are you with your income this year?
If you are dissatisfied, how can I help you improve that?
What would you like to earn this coming year?
In which areas do you feel you did a good job and in which areas do you think you need improvement?
(circle one per row)
| Networking | Good job | Need improvement |
| Prospecting | Good job | Need improvement |
| Identifying decision maker | Good job | Need improvement |
| Discovery calls | Good job | Need improvement |
| Demos | Good job | Need improvement |
| Proposals | Good job | Need improvement |
| Closing | Good job | Need improvement |
| Working with current accounts | Good job | Need improvement |
In the areas where you feel you did a good job, how can I help you continue to progress?
In the areas where you feel you need improvement, how can I help you better your skills?
What sale are you most proud of this year and why?
What did you do to make that sale happen?
How can we make sure you close more sales like that next year?
What sale were you most disappointed to lose?
What factors caused you to lose that sale?
What can we learn from it, so that it occurs less frequently?
Of your current accounts, which one realized the biggest increase in sales?
What made that happen?
Of your current accounts, which one was a disappointment to you this year?
What factors brought about that disappointment?
If I could do one thing as a manager that would help you exceed quota this year, what would it be?
If the company could make one change that would help you exceed quota this year, what would it be?
Sales leaders sometimes express concern that an exercise like this results in reps not being forthcoming or making unrealistic demands. That does happen. The good news - it occurs with a minority of reps.
You know the salespeople on your staff likely to respond this way. Meet with them in advance. Ask them to approach the questionnaire seriously. Let them know their feedback is to you. Remind them of a time when they offered opinions that helped you be a better sales leader.
The good news - the vast majority of your sales staff will take this seriously, providing thoughtful and sometimes surprising answers. Concentrate on and celebrate those reps.
After reading their responses, schedule a one-on-one with each salesperson to assign responsibility, attach dates, and track execution for the agreed upon improvements and initiatives.
Have an enjoyable holiday season with family and friends!
