Before you can motivate, you need to know why the team struggles. From my experiences when dealing with sales people in offshore wind in South Korea, the struggle to sell is due to an immature market. Companies get attracted by the 14,3 GW offshore wind target and the recent wind auction for 1.8 GW capacity but forget that there is no low hanging fruit to catch. My recommendation is to spend your efforts in market analysis and be visible to your potential clients, make yourself fully knowledgable about the challenges in the market and become the expert in your field. Be prepared for a long process and focus on developing your network, the selling will come eventually but the hard work is on performing the work in the trenches first.

Set Clear, Achievable Targets: Break down goals into manageable steps for quick wins. Provide Coaching: Offer training sessions to sharpen skills and address weaknesses. Incentivize Performance: Introduce rewards for reaching milestones to boost motivation. Analyze Bottlenecks: Identify specific challenges and work with the team to remove obstacles. Regular Progress Reviews: Schedule frequent check-ins to keep everyone accountable and motivated. Getting back on track means focusing on clear goals, support, and consistent motivation.

To get a struggling sales team back on track, start by identifying the root causes—whether it’s a skills gap, lack of motivation, or process inefficiencies. Hold one-on-one meetings to understand individual challenges and offer support. Next, revisit sales goals, ensuring they are realistic and aligned with current market conditions. Provide targeted training or coaching to sharpen their skills, focusing on areas like objection handling, prospecting, or closing techniques. Implement regular check-ins to track progress and celebrate small wins to boost morale. Finally, encourage a collaborative team environment where members can share successful strategies and learn from one another.