Time to put the SBI model into action! Remember: Situation (when/where), Behavior (what you observed), Impact (the effect).

Today we'll work through real sales management scenarios. You'll craft feedback that feels safe rather than threatening.

Engagement Message

Ready to transform how you give feedback to your sales team?

Here's your first scenario: During yesterday's client discovery call, Sarah came unprepared with no research about the prospect's company. The client asked basic questions about their industry that Sarah couldn't answer, and they ended the call early.

Let's break this down using SBI step by step.

Engagement Message

Can you identify the situation here?

Type

Fill in The Blanks

Markdown With Blanks

Let's practice building SBI feedback for Sarah's unprepared client call. Fill in the blanks to create effective feedback.

Situation: "In [[blank:yesterday's discovery call]] with [[blank:the prospect]]..."

Behavior: "I noticed you [[blank:came unprepared with no research]] about their company..."

Impact: "When they asked industry questions you couldn't answer, [[blank:they ended the call early]]."

Suggested Answers

• yesterday's discovery call
• the prospect
• came unprepared with no research
• they ended the call early

Great! Now let's try a different scenario: This week, Mike hasn't updated his CRM with three new leads he mentioned in Monday's pipeline review. The sales forecast is now inaccurate, and leadership is asking questions about our numbers.

This affects the entire team's credibility with upper management.

Engagement Message

How would you approach this systematically using SBI?