Most sales managers give feedback with good intentions, but here's the harsh truth: most feedback conversations with salespeople fail completely.

The rep walks away defensive, hurt, or confused. Nothing changes. Sometimes their numbers actually get worse.

Engagement Message

Have you ever given feedback to a rep that backfired like this?

Here's what's really happening: when salespeople hear feedback, their brain often interprets it as a threat to their survival.

Yes, survival. Your casual comment about missed quotas can trigger the same alarm system as facing a predator.

Engagement Message

Sounds dramatic, but have you felt your sales reps tense up during pipeline reviews?

When the brain detects threat, three things can happen: fight, flight, or freeze.

Fight: They argue, blame leads, or defend their approach. Flight: They shut down, nod quickly, or avoid follow-up meetings. Freeze: They go blank and can't process your coaching.

Engagement Message

Which response have you seen most often in your sales team?

Here's the kicker: your good intentions don't matter. You might genuinely want to help a rep close more deals, but if their brain perceives threat, they literally cannot hear your message.

The threat response hijacks their ability to learn and improve their sales performance.

Engagement Message

Ever notice how defensive salespeople seem to "not get" your coaching?

This is why timing, tone, and setting matter more than the actual words you say.

If a salesperson's brain is in threat mode, even perfectly crafted sales coaching becomes noise. But when they feel safe, they can actually absorb and act on your guidance.

Engagement Message

Think about when you've received feedback well as a seller - how did you feel?