My client Mike, who manages a sales team on the West Coast, had a problem: One of his salespeople suddenly stopped performing. Their numbers were down, their effort was poor, and their morale seemed low. Mike knew that the sooner he fixed the problem, the better.
Mike could provide feedback to the rep that should improve performance, develop their talents, solve problems, align expectations and improve the bottom line. However, for most managers and organizations, feedback is often sporadic and ineffective.