Quit Nagging Your Sales Team!

Do you remember being a sales rep and dreading Monday morning because you knew your manager was going to greet you with one of those nagging questions… You could feel the tension in the air. It was just stewing in his head until he finally blurts out, “Why isn’t the report finished yet? It was due last week!”

You were feeling pretty good with that first cup of java until you walked into the conference room and came face to face with your boss knowing that he was going to pounce on you about a task that should have been completed. But heck, you had a good reason as to why it wasn’t done. You finally closed the Jones account Friday evening while all the other schleps went out to happy hour. But he won’t let you get one word in about your success and how it’s going to rock the sales numbers this month. A great opportunity to boost morale was just deflated.

It’s Time to Break the Cycle

As the sales manager, you need to break the cycle of negativity and help your team to look forward to coming into the office and getting to work. How can you do that? Change your tone and ask better questions.

Don’t ask, Why isn’t this done yet?” or comment, You said this would be completed weeks ago” or How many times do I have to tell you?” in an angry, judgmental tone.

Help Me to Help You

Instead, why don’t you ask the help me to help you question? It basically goes like this: Can you help me to understand what the issue is so that I can help you achieve your (our) goals?”  Rather than creating resistance, you’re setting a positive tone. You’re creating dialogue to identify what’s causing the hesitancy or anxiety so you can help your rep confront it, overcome it, and move on.

Stop Nagging to Start Seeing Results

Is changing your tone and asking different questions all that’s needed to get your team to meet their deadlines and produce better results without you having to nag them? Read Getting Employees to Meet Deadlines Without Nagging to find out now.

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Paul Cherry

For over two decades, sales expert and author PAUL CHERRY has helped B2B sales professionals close more deals in all major industries. As a recognized thought leader in customer engagement strategies, Paul Cherry has been featured in more than 250 publications, including Investor’s Business Daily, Selling Power, Inc., Sales & Marketing Management, The Kiplinger Letter, and Salesforce.

Performance Based Results

Paul Cherry is the president of Performance Based Results. PBR delivers intense, customized sales team training programs and sales management coaching to companies throughout North America. Paul has worked with more than 1,200 organizations, including 175 of the Fortune 500, plus more than a thousand entrepreneurial, small to mid-sized, cutting-edge businesses looking to dominate their niche markets. Clients typically get 7 times their return-on-investment (ROI) or better.

Questions That Sell

Paul Cherry’s top-rated bestseller, Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (AMACOM) has been listed on BookAuthority’s “100 Best Sales Books of All Time” and has been published in four languages. He is also the author of Questions That Get Results (Wiley) and The Ultimate Sales Pro (HarperCollins Leadership).