☑ Understand how to conduct meaningful colleague 1:1 reviews
☑ How to prepare as a manager for a colleague development review
☑ Discover the traditional traps that managers fall into when conducting reviews
☑ The science of setting bespoke sales targets for your team which are fair and motivating
☑ How to address poor performance in the right manner
☑ How to choose the right question to formulate good discussions
Newly appointed managers only have the knowledge and experience of colleague reviews as the reviewee. In my experience I have never met a manager who has formally been trained in how to best serve their department and colleagues through strong qualitative colleague development reviews. As the custodian of the department, managers soon discover that "The strength of the wolf is the pack, and the strength of the pack is the wolf". Management is fundamentally the ability to connect with your team and motivate them to realise their potential. It is surprising therefore that all to often the science of achieving these goals is left to a sink or swim approach.
In this chapter of the series you will learn a series of processes and strategies to ensure that you not only develop the individual colleague, but the wider team through fairness, transparency and collective responsibility. This chapter is critical for any manager wishing to successfully execute their role. We will look at colleague development from every angle to provide you with the expertise to lead your sales colleagues to greater heights. Consequently, you will become successful through your people, who will become more engaged and productive through the clear, achievable, and aspirational goals set as part of the colleague development review.
Colleague Development Reviews - Preparation is key
Bitesize Tip 5 - What is in a name?
How not to do a Colleague Development Review
Bitesize Tip 6 - A Tale of Two Strikers
How to Set Motivational Sales Targets in Colleague Development Reviews
Setting Sales Targets Effectively
Looking Beneath the Surface - Understand Colleague Output Data
Addressing Under Performance with Sales Colleagues
Bitesize Tip 7 - Sales Colleague Goal Achievement is a Team Effort