7 Signs of a Broken Sales Team
A broken sales team is sadly more common than most people think as building a winning Sales Team is no easy task. It doesn’t happen overnight, and it’s one of those jobs that just when you think you’re making progress, something happens to set you back. It never ends. Most Sales Teams may not be broken, but many Sales Leaders have some concerns regarding the performance, consistency and predictability of the outputs from the Sales Team. Unfortunately, because there are no easy quick fixes, business leaders often accept a level of satisfactory under performance from Sales Teams rather than striving for improvements that would set them apart from the competition. Here are the top 7 signs there is room for your sales team to improve:
1) Sales Targets are either missed, or worse, not even set.
Perhaps an obvious one to start with but Sales Targets can’t be ignored especially if they are not being met. There is of course a 1001 reasons for this and perhaps because the answers are not always obvious, this huge problem persists.
2) A broken sales team will have no atmosphere in the sales office.
Again an obvious one but unless you are a solopreneur then you are part of a team. Winning Sales Teams work (and often play) together and the best Sales Teams help each other, share best practice and collectively hit their targets.
3) Sales People are missing – a general lack of engagement.
Being busy is not nearly as powerful as being effective, however great sales people always have someone to call or something to do. They care about their results, the company and their customers. Great sales people want to do a good job and are always engaged.
4) A broken sales team will have poor CRM and data use.
CRM comes in many different flavors and may not be perfect, but the fact is the best sales people I have come across all diligently use CRM, and the sales people I meet who are struggling do not.
5) A broken sales team will take no responsibility
Self responsibility is one of the best traits in a sales person. They take the glory when they hit their targets, but they also “man up” when they don’t. They don’t hide behind excuses like the economy, the competition undercut me or blame the customer. They make things happen.
6) No accountability.
We all need to be held accountable and the best sales people actually ‘ask’ to be held accountable. They will then use that accountability to push themselves out of their comfort zone to constantly improve themselves.
7) Managers manage because they can’t lead.
Sales managers need to lead from the front – they need to lead by example and they need to be ABC – Always Be Coaching to get the best from their team. This is difficult if their own sales activities, sales craft and sales mind set is not as good as it should be. Sales Managers should be showing not telling.
We genuinely believe no one goes to work to do a bad job – we all want to do our best and every sales person surely wants to sell more. Some, but not all of the problems, may therefore have something to do with the existing Sales Leadership. In the same way that we want and need sales people to take responsibility, so then must the company leadership. A big part of that responsibility then is to fix or at least try to fix the sales machine. If the company IT system was only, say 70% effective, would we accept that, or more likely, would we demand upgrades, improvements, enhancements and yes maybe even replacements. Doing nothing is rarely the best option.