Imagine this scenario: You’re managing a seller who is excellent at developing close relationships with their clients, but you’ve noticed they've been running late to several prospecting meetings in recent weeks. You want them to be on time for their meetings and are preparing to give them feedback on this issue.
Which style of feedback do you think would motivate them to be more punctual?
Option 1: “You are so good at connecting; I bet you could utilize the 5-10 minutes before your meeting starts to get to know your clients on a more personal level. What do you think?”
Option 2: “Don’t be late for meetings; it’s unprofessional.”
Most of us can agree that Option 1 is likely to feel better for both the manager and the seller, but will using this style of positive feedback lead to more on-time meetings?
The answer? Yes, absolutely.