ToddCohen.com

Accountability Section:

1. What the shortfall is between plan and actual revenue production.
2. Three concrete and tactical actions to help close the revenue gap.
3. Three concrete areas to work on to improve ( non revenue). Examples here would be better use of CRM or better expense management. Use examples.
4. Other observations or thoughts.
5. Your expectations.

Closure:

1. Review meeting and data requirements for the quarter and confirm your weekly 1:1 Meeting schedules.
2. Review any other outstanding items.
3. Wish them good luck and success and remind them that you are here for their success.

So-you may be asking yourselves "why do this"? While I hope it is a tad self evident, let me share my reasons for starting this process many years ago:

1. It gave me a chance to step back and think with a clear mind and then share objectively about each rep which gave us both a track for future conversations.
2. It was about the positive with a hard view of the numbers.
3. It was cathartic to me and my team to get a fresh view.
4. It was a chance to acknowledge was was good and right and provide a view into what they need to do and what they are accountable for for the 2nd half.
5. It ALWAYS created deeper and more productive conversations and reps were always respectful of the time and effort you put into this for their benefit.
6. This note is NOT a performance review or an official document-it IS a way to catalyze coaching and conversation around the metrics while focusing on the behaviors and the numbers NEEDED. It helps maintain focus and allow both of you to organize your thinking.
7. You only need create a template once and then just change the numbers and alter as needed. Each should take you 30 min or so and the long run benefit is significant.

Great sales leaders never forget that people will go through walls for them when they are treated and coached correctly-show them you care by taking time to do this and you will earn a higher degree of trust and desire to succeed. I actually had reps and managers thank me for this and express that they appreciated the focus and the opportunity to discuss what they need to do!

I hope that each if you will embrace this. Final note: The time you invest here will pay off. I promise.

Good Selling!

-Todd