Your sales team is underperforming. How can you turn things around?

In addition to assessing your team dynamics, you must also assess the current market demand and competitive landscape for your products or services. You can have the best Sales Team in the world, but if there isn't enough demand, you'll never hit your goals. To research market demand, you need to know who your direct and indirect competitors are. How are they faring? What kind of feedback are getting from prospective clients? Are they responsive? They're silence can be telling just as much as their feedback.

What are the things which are not working? -Is it the pitch -Is it the motivation within the team -What feedback are you getting from sales -What are the objections to your offering -Are they getting the right support from management -Do they have the right tools in place -Do they have the necessary information anda data -Do they have quality data to work with -Are they in sync with marketing Just some of the initial question you need to check before moving on to more complex ones.

Don't set "Everest" type expectations. Yes motivating to reach high goals is one thing, unrealistic ones is another. Set a bare minimum expectation which is average, this will hold a steady flow. But remember, sales is a tough one, you can have a good week, but most of the times you might have bad ones. Sometimes it's not even your fault. So if something is not working on try to find out what it is before pointing fingers.

A few things to consider. But firstly for me in my teams - go back to basics. Identify 1. What it is that’s lacking. 2. What the gaps are and 3. Make a plan to assess those gaps. So really strap it back and lay out all the v basic aspects of the team / your business. This needs clear and concise measures and variables to help he’s accountable for. Regular chick ins will help this, but what’s the point of regular check ins if the whole team are pulling the same way & don’t really know what the objective is and how they should be executing on this. Keep it simple, lay it out - clear as day and have consistent check points to knock off one by one. Almost line a ladder to get to where you’re going. So it’s broken down, achievable & rewarding.

Feedback is king in this case. -What's working -What's not working -What are you lacking (tools, data, content) -What is the BP saying as feedback to your pitch -What is the process after you have a lead -How do you nurture If you take a look at a dashboard at a CRM, yes it gives you a good overview, but you really need to sit down and talk to your sales team and get into the action if necessary yourself to check how things are going.

To truly empower your sales team, provide training, as well as tools and materials that enable sales. A successful sales person is able to focus on the sale. They will have a reliable CRM to track and schedule conversations and follow up. And there will be a strong marketing team to provide leave behinds, presentations, and work on top of funnel business development.

Mentor them. I cannot express how important it is to work as a team. Do demo calls. Talk about different scenarios. Ask how others would approach a specific situation. Listen to some calls to together, do some calls together. Share knowledge and experience > that's the only way to grow as a professional, period.

If someone is doing a good job > reward them. Very simple. If you don't you risk losing them to someone who will. A commission, discount coupons, vacation discounts, spa days, whatever it is, give and they will give more in the next call.

Trust with a sales team is extremely important If the trust is not there , the motivation of sales team is not there and will not perform 100% You must have a regular sales meeting and talk to sales people . What can I do to help you do better Get the feedback and address all concerns It’s vital a sales team respects it’s manager If it’s not there. Time for a new manager

1. Check how everyone's doing—see where we're falling short. 2. Get some targeted training to level up skills. 3. Set goals that push us but are doable. 4. Give out rewards and shout-outs to keep us pumped. 5. Keep the convo going—let's talk about what's working and what's not. 6. Smooth out those sales steps—make it easier. 7. Hook us up with what we need to close deals. 8. Keep an eye on progress and switch things up if needed. 9. Lead the charge and make sure everyone's pulling their weight. 10. Keep it positive—team vibes matter.