There is only one way to change results -- change the BEHAVIORS that led to the results. The CISP program gives managers the essential skills to observe, prepare and deliver high impact feedback so that sales people hear and act on the ideas exchanged.
This two-day workshop allows sales managers to analyze and recognize performance keys in their direct reports. But, how a manager communicates the feedback is as important as the feedback itself.
Managers learn to deliver feedback that improves results, because it focuses on the behaviors -- behaviors to save, behaviors to change and new behaviors to add.
When the feedback is developmental and not evaluative, salespeople hear it and incorporate the new behaviors into their sales process. This yields stronger client relationships and more new business.