When productivity is down, it is common for managers to blame the weak skills of team members. But what if under-developed skills were not the problem?

Supervisors often assume their employees understand company goals and know how to reach them. Yet, Gallup research suggests, only half of workers said they ‘strongly agree’ they know what is expected of them at work. And, only 32 percent said their manager offers assistance setting performance goals.

How can team members achieve results if they don’t understand what is truly expected? One of the best ways managers can directly impact productivity is to ensure every team member is crystal clear on the mission as well as the tactical steps to get there. And, as you’d suspect, performance improvement comes down to clear concise communication.

I recommend, two practical management tactics that will help.

One-On-One Sessions. These are short (30 min) meetings held each week between manager and each team member. Many managers say this single change in routine has transformed their relationship with team members and done wonders to significantly improve performance.

Use a session format you find most productive; the magic lies in your consistency and candor. It will be helpful to take notes during each session to track action steps and commitments made. For your convenience, you are welcome to download a FREE copy of this helpful One-On-One Template.

Consider using this simple yet powerful format:  

• Connect to strengthen the relationship
• Catch Up on projects pending
• Confer about obstacles to realize results

If you think your people are fine, happy, motivated and good to go on the job…. think again. Gallup reported that only 42% of workers say they are ‘satisfied’ on the job. This suggests a whopping 62% of your team may not be as passionate about work as you might think. And, in times of lagging results, communication is king.

Another way managers’ can positively impact performance are monthly Mentorship Meetings. These are similar to One-on-One’s but focus more on big picture skills, thoughts and daily activities that drive results.

As an effective leader, you must lean in when employees may be leaning out. Weekly One-On-One Sessions and monthly Mentorship Meetings are two practical tactics that will increase communication, strengthen your relationships and serve as powerful venues to positively impact performance.

Download the free template for conducting One-On-One Sessions HERE.

As a Sales Coach working with dental companies for over two decades and more importantly as dental professional on the receiving end of many unexpected visits by sales reps, I am convinced, cold calling is a clear misdirection of resources.

You or your reps will be of far greater value to your company and your customers by being more strategic and discerning when making sales calls.

Let me give you three big reasons not to do Cold Calls:

1. High Cost-: A typical field sales call in dental costs around $675. That is, your cost for a rep to turn the doorknob on any practice in their territory.
2. Low Sales Potential: Our dental insider data suggests cold calling is a low ROI sales tactic. It takes between 8-10 attempts to meet someone with buying authority or buying influence in a dental office. And, at $675 per attempt, you can see why cold calling delivers high cost and low sales potential.
3. Lowers Your Company Image: Dental team members negatively view reps/companies that make unscheduled visits or calls . I recently asked a dentist with a $2M practice in Phoenix, how he views cold calls from sales reps. He called them a “disrespectful intrusion”.

Check out this six-minute episode of The Sales Success Snippet to learn where to find high quality leads who are wanting, waiting and willing to hear more about your products and services.

As we approach the fourth quarter for many companies, you might be thinking about your next sales meeting.

This week’s DII Sales Snippet is part of a recent coaching session with a sales manager wanting to make the most of his upcoming sales meeting. This episode zeroes in on one simple, yet critical and often missed piece of a successful sales meeting.

For more information on sales meetings, download my FREE article How to Leverage Sales Meetings for Better Performance[.