Sales Leader Accountability: 3 Questions Before Mid-Year Reviews
A sales team's results reflect its leader, the wins and the misses. Sheri Weppel of Performance Development Group (PDG) gives pharma sales leaders three questions to ask themselves before mid-year coaching conversations.
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Welcome to the Performance Minute with the Performance Development Group. Midyear is not just a checkpoint for your team. It's a mirror moment for you as a leader. The successes on the team are yours, but so are the failures. And before you coach anyone, you need to own that.
So before you walk into your midyear conversations, ask yourself these three questions. One, am I letting people rest on their laurels? Two, am I making excuses for the underperformance? Or three, am I coaching people who are just like me? If you can answer those honestly, you'll walk into every coaching conversation differently.
The one question to carry with you is this. What do I need to be doing differently to help this person succeed? That's accountability, and that's what changes the second half. This is the Performance Minute. I'll see you next time.
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