GCE Strategic Consulting

Blog - GCE Consultant's Insight

The blog that shares our expertise and perspective for driving business transformation, based on the successes and failures we've seen everywhere from start-ups to Fortune 500 companies.

The Value of Feedback

 Today let’s talk about “Feedback” and its importance as part of the Complete Sales System.  Providing employees with the right feedback at the right time can:

  • Decrease Turnover
  • Increase Results
  • Lower Friction Between You and The Employee
  • Fix Mistakes
  • Improve Employee Engagement

Why do leaders overlook feedback, one of the easiest fixes you can make with a team that has virtually zero cost? Constructive feedback takes time and structure to do it correctly and a lot of leaders get lazy. This is a big mistake with very real consequences.The importance of feedback really hit me when I was at Oracle and we hired a group called Afterburner to train us on the process of:  Plan, Brief, Execute, Debrief.  They showed a video about the military’s Blue Angels Debriefing to illustrate the process. If the best pilots in the world, with the most pride and confidence do this, then there’s no reason every manager and leader can’t do it as well.  Knowing when to do it is just as critical as how to do it, and I can help with both.I like to establish a feedback loop at all intersections with an employee, and I include structure in it.  Most employees don’t even know it exists but the ones who have never lived in that environment really appreciate it. Here are some areas I like to build upon to create a feedback loop:DealsDon’t do group forecast calls, do one-on-ones.  Group calls are all about reporting up and this never really helps your team.AccountsSchedule regular calls to review accounts and give feedback and ideas.  Most people don’t put enough time aside to think strategically.WeeklySchedule one-on-one calls not only to review forecasts, but to also look at goals and offer help and feedback on the previous week.QuarterlyQuarterly reviews, stack rankings and other mechanisms keep the team on their toes.AnnualThe beginning of the year, especially Q1, should be the hardest quarter for sales.  This is where all the thinking and planning should take place.CallsWhen you complete a call or face-to-face meeting, make some time to debrief. If you feel you can use some additional help in this area, please don’t hesitate to reach out to me.  Our next article will look at “Onboarding” PSYou can check out Afterburner here: https://www.afterburneraustralia.com.au/insights-the-five-characteristics-of-flawlessly-executing-organizations/And the Blue Angels video here: https://vimeo.com/123302986

UncategorizedKen Paskins