The Enlightened Sales Manager - Episode 4: Said, Heard, Done. The Three Dimensions of Communication-Episode 4

Video Transcription

Video Summary

Greg Barnes explains that communication in sales has three dimensions: getting a message said, heard, and done. Clear instructions should specify exactly <strong>what</strong> needs to happen and <strong>by when</strong>. Managers can encourage note-taking and ask employees to repeat instructions back to confirm understanding.

Communication is not complete simply because a message was delivered or acknowledged; it must lead to action and results. Barnes recommends checking progress through individual follow-ups where employees explain how they will achieve their commitments. If an agreed task is not completed, managers should first examine whether their own message was clear, then ask the employee to explain what they understood and investigate what prevented action.

Regular calls, meetings, coaching, and written messages are all communication channels. Whatever the tools, consistency and clarity are essential.

Keywords

sales communication

clear instructions

follow-up

employee accountability

manager coaching