If a sales team is consistently failing to perform then there is something fundamentally wrong.
No-one want to miss a single sales target and some months will always be tougher than others, but consistent failure is not normal, not sustainable and is a clear indicator that something radically needs to change in the business.
Your sales team may not care if they hit the sales targets because it’s highly likely that their manager may not care either!
Or it could be that there are no positive or negative consequences or actions taken if the target is hit, or not, whatever the case may be.
From a Director or Business Owner Perspective – Check out the Sales Management team and their skills, intent, motivation style, reward mechanisms, general demeanour around the office and use of management information before you fire the sales team. The culture of success (or failure) comes from the top…always.
You may also want to look at how closely the goals and ambitions of your sales management team are aligned with the goals of the board. Do you think that you are all working to the same goals and agendas or do you know this for a fact…what do their actions tell you?
What’s the ‘them and us’ culture in the firm? One big happy family or layers of management?
You may also want to think about what you are asking the sales team to do, the market they are in, associated pricing and market conditions. competitor performance and the specific challenges the sales team can’t seem to overcome in the market.
Sales Manager Perspective
As Sales Manager you may want to ask your self these questions then think what you should do about it:
- Are all of your team failing to hit target/care or just a few of them?
- Are there consistent performers and consistent non-performers?
- What are the consequences of performance in your team?
- What are the consequences of non-performance in your team?
- How are your sales team rewarded for their hard work and success?
- How many of your team are on formal performance management programs?
- How much time per week do you spend sat side by side with your sales people in observing, monitoring, coaching, mentoring?
- How much time do you spend training your sales team?
- What daily performance information do you give to your sales team?
- What happens in your daily management meetings?
- How often do you ask for updates in sales forecasts?
- What is the daily sales contact times target for your team (sales talk time)?
- What is the best and worse sales conversion rate in the team and why?
- What is the best and worst margin in the team and why?
- What sort of data are you giving your team to sell to?
- How robust is the prospect qualification process used by the sales team?
Sometimes, an under performing sales team has reached the point of no return and turn around would be costly and a big drain on time.
Sometimes to start again is, unfortunately, the only option.
Before you do – think about what you would do differently in how you manage them…whether you are the Business Owner or the Sales Manager
For more information or a confidential chat about Sales Turn Around, Sales Improvement and Practical Sales Training then call Carol at Morton Kyle Limited on 0779 002 1885 or email firstname.lastname@example.org
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