Unlock your team’s full potential.
These 10 issues are correctable, and identifying one or two to focus on can lead to significant improvements.
As you read, see what resonates with your team and consider how to address them effectively.
1. Lack of a Unified Sales Process
When everyone follows their own method, achieving collective greatness becomes impossible. Individuals might do well, but as a team, you won’t.
Implement a unified sales process to boost individual and team performance.
2. Inaccurate Forecasting
Many sales leaders grapple with forecasting issues. If team members are sandbagging or overly optimistic about their numbers, it’s crucial to bring everyone together to create a standardized approach to forecasting.
You’re not always going to have time as a leader to massage all the numbers—and what happens if management above you wants to look at individual numbers? Accurate forecasts enable effective decision-making and resource allocation.
3. Poor Time Management
Help your team prioritize their tasks effectively, ensuring they allocate sufficient time for crucial activities like prospecting. Many times it’s prospecting that gets overlooked.
Model good time management practices to encourage your team to take control of their schedules. Don’t let the day control you!
4. Lack of Follow-Through
Follow-through begins with leadership. If you ask your team to complete tasks, follow up consistently. More productivity is lost because of a lack of follow through.
This discipline will encourage your team to follow up diligently with their customers.
5. Inadequate Lead Generation
Sales leaders must take ownership of lead generation. Blaming marketing won’t solve the problem. Own it. Everybody has a key role in developing leads.
6. Low Closing Ratios
The vast majority of time, it’s not your closing that’s the problem, it’s your opening—it’s your prospecting. Often, the problem lies upstream—are they prospecting the right individuals and validating their needs? Focus on improving the opening phase of the sales process.
7. Blaming Price for Lost Sales
This is a disease that will eat away at your organization if you allow it to.
Salespeople often attribute lost sales to price rather than examining their sales process. Encourage your team to create more value for customers and address underlying issues in their approach.
Read how Your Price Reflects Your Confidence
8. Underutilization of CRM
Lead by example by integrating CRM usage into your daily operations. Use it as a productivity tool rather than a compliance check.The CRM is an improvement tool, not a gotcha tool.
If you don’t make theCRM a part of your coaching and managing process, they’re not going to make it part of their business.
9. Lack of Commitment to the Sales Team
Your commitment to the success of your sales team is crucial. Make sure that your team is getting regular positive signals from the c-suite, fto help them feel that there is a real commitment in the company to the role that salespeople play.
10. Failing to Recognize the Value of Sales
Salespeople often feel undervalued, which can lead to decreased motivation. Emphasize the critical role they play in the company’s success. Remind them that if sales is not doing their job well, nobody else in the company has a job. Nothing happens until something is sold.
Redefining Value Without Discounts
How can you make price a secondary concern in a customer’s buying decision?
Find Ep. 249 wherever you enjoy podcasts!
Presentations that Leave an Impression
w/ Tom Martin
Tom shares his wisdom on focusing presentations around a central message, keeping things simple and clear.
Ep. 250 is out today! Find it wherever you podcast.
Copyright 2024, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
