From the course: Transitioning to Management for Salespeople
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Managing a sales team failure
From the course: Transitioning to Management for Salespeople
Managing a sales team failure
- [Narrator] Just as you're going to fail, so is your team. Now, how you handle someone else's failure can determine whether they move forward stronger or they get completely derailed by it. If someone on your team fails the first thing you want to do is get their perspective. You don't need to point out their failure if they already know it themselves. So let's look at an example. Imagine someone on your team made a costly mistake with a big customer. The first rule of a good manager is don't call them on it in public. Meet with him or her privately and ask what happened. You want to get there perspective. If they're already beating themselves up about it then you can move into problem solving. If they don't understand the full implications or they're trying to blow it off, ask impact questions like this, how will this affect your year? How will this affect the client? Ask them to evaluate the impact of the failure on…
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