Are the people on your team focused on the goals of the team or are they focused on their own individual priorities?
It’s easy for us to think the team is marching in the right direction, but when challenged, far too many people are doing anything but that.
In my new book High-Profit Prospecting, I talk about the challenges of prospecting and, in particular, the challenges of finding time to prospect. You as a leader might be totally focused on prospecting and think your team is too.
Problem is there may very well be people on your team who agree with the goal of prospecting, but exhibit behavior that is anything but prospecting.
What are these salespeople doing?
They are spending their time dealing with existing customers, cleaning up other problems and doing everything but prospecting.
What I’m describing might apply not only to the people on your team, but to you too! How can we ever expect a team to achieve a goal if everyone isn’t focused on it? If the goal can be achieved without everyone being focused on it, then maybe the goal is too small.
Sales is a game of momentum fueled by the level of motivation that exists within each person.
I’m a firm believer in having sales teams focused against singular goals for one reason: It’s easier to be motivated when others around you are focused on the same thing.
Focus your team against common goals and objectives, remove the barriers keeping them from performing and stand back and watch momentum kick in.
Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.