Peady’s Selling Engagement sponsored by IRD Prospector

Most would agree that Bill Gates is a pretty successful guy and when I recently read one of his quotes it really got me thinking.

Here’s what he said about feedback: “We all need people who will give us feedback. That’s how we improve”

Is feedback Important?

Feedback is the cheapest, most powerful, most underused tool available to sales people. It helps get you back on track and serves as a guide so you know how others perceive what you do.

Well provided feedback can also be very motivating.

A friend of mine calls feedback “the breakfast of champions”. So eat it up!

How do you get it?

First, decide who you want the feedback from – your sales manager? Your peers? Your customers?

Second, what do you want the feedback about? Do you want more appreciation or acknowledgment? Evaluation of your performance? General coaching about how you can improve and learn?

Knowing just some of this will help you craft your approach. But whatever you do, don’t ask “Do you have any feedback for me?” The answer is almost always no. You learn nothing.
Why not ask “What’s one thing I could improve?” or “What could I have done better in that meeting?” or “How did that go from your perspective?” 

A couple more tips

• Understand the kind of feedback you want. Coaching, praise or an evaluation
• Ask in real time – this creates more organic feedback
• Pose specific questions designed to elicit helpful information
• Seek brief, informal coaching “moments” after meetings or sales events

Bill knows

Incremental improvement is the best way to become better at what you do. By taking Bill’s advice and seeking feedback you get to the truth and the truth in selling will make you a better person but more importantly a better sales person.