Your sales team is underperforming. What are the most efficient ways to get them back on track?

Taking charge of an underperforming sales team requires a strategic approach and a commitment to ongoing improvement. First of all the root causes or the major problems need to be identified. Then the team leader must believe in himself that under his leadership the performance graph will take a sharp fly. With a strategic and timebound approach by clarifying expectations, providing timely feedback, focusing on performance graphs, addressing performance gaps, and taking appropriate action, we can transform underperformance into outstanding sales success. A 360 degree monitoring is a key here to achieve success.

You can look at all the data & reports you want, but data won't tell you what the root cause it. Data only provides WHAT they're doing not HOW they're doing it, which separates the A player from the C player. So, do you know what your people are doing in the field? Unless managers are in the field or on the phone actually listening to & observing what their people are doing & how they communicate with customers and prospects, (written too) managers have no idea what their people are doing.

Before you do anything, you need to assess the problem. Is it training, is it the right people or processes? Do you have a product or service people actually want? Once this is deciphered, then you can work on next steps. Most of the time this will either be getting the right personnel in the right seats, or revamping your training and onboarding program. Other processes can build off of that core foundation.

The first thing to look at is underperforming compared to what? Internal metrics ?, Competitors or previous years?. It’s vital to understand this because there are a variety of strategies that can assist you and the team. Sometimes it’s external factors and we need to rebalance expectations , sometimes it’s internal issues like product delivery challenges, poor quality issues which are outside of sales but directly affect sales. The best way to move forward is to spend time with your best team members to understand the real issues quickly. Many sales leaders spend too much time with underperforming reps and this can give you a distorted view. Spend more time with the sales stars to get perspective plus get out and talk to customers!

When the engine light comes on, it’s time to look under the hood. The data tells some of the story, but the mechanic will inspect to determine the root cause(s). It could be multiple reasons ranging from lack of confidence to personal issues. It could be reasons outside of the reps control. Taking a peak under the hood is the best way to better understand the “why”.

Once you have identified and isolated the root cause set a clear vision, goals, and objectives. As per me, clarity in communication is critical if you want to avoid underperformance. Be approachable as a leader. Have one-on-one meetings to earn their trust.

1. **Training and Development:** Provide ongoing training to enhance skills 2. **Clear Goals:** Set specific, measurable, and achievable targets 3. **Motivation and Recognition:** Offer incentives and recognition 4. **Effective Communication:** Foster open communication 5. **Tools and Technology:** Equip your team with the right tools 6. **Team Collaboration:** Encourage collaboration and knowledge-sharing 7. **Regular Feedback:** Provide constructive feedback and coaching 8. **Adaptability:** Stay agile and adjust strategies based on market changes 9. **Customer-Centric Approach:** Focus on understanding and meeting customer needs 10. **Performance Analytics:** Use data to identify strengths and weaknesses

SMART goals are the best way for you to achieve your goals, because they are Specific, Measurable, Attainable, Relevant, and Time-Bound. Instead of saying "I want to make a lot of money in sales," focus on a few things: 1) How much money? 2) By when? 3) What needs to be done each day/week/month to achieve that goal? 4) What's the reward for achieving this goal? By asking questions similar to those above, it will help you get more specific, and help clear the path for you to attack. 4)

Setting some sterile SMART goals is not going to get you to your sales targets. You can do better than that. Revolutionize how your team engages with customers. Make their goals so vivid and compelling that your team can't help but chase them down like their lives depended on it. Do this: Integrate realistic role-play scenarios in your training that mirror the most challenging customer interactions and have everyone give feedback and constructive suggestions for improvement. Ignite their fire within and watch them light things up!

To revitalize an underperforming sales team, implement targeted training programs to enhance skills and knowledge. Set clear, achievable goals and provide regular feedback and coaching to motivate and guide team members. Analyze performance data to identify areas for improvement and adjust strategies accordingly. Foster a positive and collaborative team culture by recognizing and rewarding achievements, and encourage open communication to address challenges and share best practices. Additionally, consider restructuring territories or incentives to align with business objectives and drive results.

There is no shortcut to success ,this is what we should remember if we are in sales. As a leader you need to a part of the team understand their every small move analyze it and share feedback which will make their outcome more productive. I use to take the entire team every week in a call and discuss the challenges they faced and solutions & share my views and invite others to share . We use to document all these which after a span of time become a great handbook and a referral book for new joinee. It is not always numbers is the only goal it's all about elevating the team performance for long run where real feedback work like a golden cure. Anslysys have to be regular intervals & feedback with mutual understanding will reflect outcome.

"Feedback is the breakfast of champions." - Ken Blanchard Offering regular and constructive feedback is crucial to improving the performance of an underperforming sales team. Create an environment where feedback is viewed as an opportunity for growth rather than criticism. Highlight both strengths and areas for improvement, providing specific examples to guide individuals toward better practices. Encourage open communication, allowing team members to share their perspectives and insights. This collaborative feedback loop fosters continuous improvement, helping the team collectively evolve and meet its targets.

Though feedback may not always be easy to give, the more you can give feedback with the posture that you are trying to help your team, the better. It's important as a leader to remember that you are leading people, and that business is relationship, and as you give feedback to remind them of the common goal everyone is trying to achieve. This keeps relationships strong and allows for commodore and great morale to continue.

I've seen a lot of leaders wait for a very positive or negative outcome to provide feedback. That's not useful at all, since feedback should be given on the process, not the outcome. A deal can be closed by sheer luck if the market is very hot for instance, just like a deal might not be closed because of a lead's internal process, even if the salesperson did everything right. Leaders should provide constant feedbacks all around the sales cycle.

"An investment in knowledge pays the best interest." - Benjamin Franklin Training and development are essential to rejuvenating an underperforming sales team. Implement targeted training programs that address specific skill gaps and challenges faced by the team. Utilize workshops, online courses, and mentoring to enhance their product knowledge, communication skills, and understanding of customer needs. Encourage a culture of continuous learning to keep your sales reps updated on industry trends and sales methodologies. By investing in their knowledge and skills, you equip your team to overcome obstacles and adapt to changing market dynamics, ultimately boosting their performance.

Most training programs fail as they stop after acquiring the knowledge. These don’t support sales in applying the knowledge they collected into their daily work. Good training programs go beyond and implement till there is impact.

Have an arsenal of podcasts, trainings, scripts, and frameworks at the ready for your salespeople. The more you can feed them with ways to win, the more they have the higher success rate. If you see gaps that top reps can fill, ask for their help as a mentor with other sales reps. The more you can fill needs, the better your team will be.

Aside from listening to your reps in all stages of the process (as I stated above), the best thing to do is start a book club with them. After having read more than 30 books on the subject of sales, only 2 have really changed my career for the better. 1. How to Sell anything by Tom Hopkins 2. Strategic Selling by Miller & Heiman Hopkins explains how you should never make statements, instead ask questions, along with other techniques. Strategic Selling shows you how to identify red flags, structure your sales funnel, identify buying influences in a complicated sales process & understand what buying mode they are in. They might not be new, but they're still very relevant (coming from a 27 yr old). Lastly, role play, role play, role play!

The most important thing for your Sales reps is having the right tools coupled with the right knowledge on how to maximize their ROI. You dont want them firing blindly and thus hindering their ability on the execution of your strategy. Evaluate which channels work best for your sales approach, identify the right tools and train your Reps accordingly. This might help in ensuring a smooth Sales process.

This isn't about having the best CRM; it's about actually using your CRM and using it correctly. Educate and convince your people that their CRM data is critical to their success, and then make 100% sure they are using it everyday. No excuses. Read at least one CRM entry everyday for each of your people and then ask them about it in detail. What was said, what are the customer’s motivators, and 'what’s next?' will get you started. Show them you care, you want the best for them and their customers, and that they need to record and act on the information they are capturing. If you won’t make time for this, you better hope your competitors don’t do it either.

I an a stickler about sales automation software. It should be built to drive action. I built my own CRM system for a business I ran between 2003 and 2014 using FileMaker Pro. There are more web based tools now. People discount how powerful a tool that is built around your goals can be. Consider heavy customization. Make your sales software match your business directly.

The power of the success story is absolutely crucial in sales. The more you can highlight success and struggle/overcoming stories to your team, the more you can build a supportive, strong sales culture. Sometimes the best motivation comes from a peer versus a leader, so always highlight people who are doing well, and ask them their strategy for doing so. This continues to build partnerships and relationships on the team for the better for the long-term.

Inspiration and motivation are key activities for a sales leader. Show the way for your team. Inspire them to go for a 9 meter jump.

"Your work is going to fill a large part of your life, and the only way to be truly satisfied is to do what you believe is great work." - Steve Jobs Inspire and motivate your sales team by aligning their work with a greater purpose. Emphasize the impact of their efforts on the company's success and their personal growth. Recognize and celebrate achievements, fostering a positive and driven work environment. By instilling a sense of purpose and achievement, you'll fuel your sales team's motivation to excel and contribute to the overall success of the organization.

El acompa?amiento continuo y cercano ayuda a comprender las mecesidades que puede tener tu equipo y debemos trabajar conjuntamente en ello, no dedicarnos únicamente a dar instrucciones sin más.

Much like you would do with potential and existing clients, find out what motivates your team. Each individual is different and your job as a sales leader is to "sell" to your team. What do I mean by that? The same way you motivate a customer to invest in your product/service, you should take that same approach with your team. Learn more about them, their birthday's, how old their kids are, their hobbies, what kind of music they like etc. Your job as a sales leader is not to just demand, demand and demand. Your goal should be to get to know your team and find a way to inspire them. The goal should be for them to feel so inspired, they don't want to fail you or the company because they are taken care of and want to reciprocate.

To revitalize your underperforming sales team, start with a comprehensive performance analysis. Identify specific challenges using data insights. Provide targeted training and resources to address skill gaps, fostering collaboration among team members. Set clear, achievable performance goals and regularly monitor progress. Recognize and reward successes to boost morale. Establish open communication channels through frequent check-ins. Encourage team input on workflow improvements, creating a sense of involvement. This strategic combination of training, goal-setting, communication, and recognition can reenergize your sales team and enhance overall performance.

Make sure you don’t stop at strategies and tools. You need to keep your people happy and fired up. Stoke passion in your team by caring about them and investing deeply in their growth. Show them daily that their efforts are not just noticed but highly valued. Make 100% sure they have the tools they need, and know how to use them. Make sure they know your products/services inside and out. Finally, make it crystal clear that their contributions are crucial to the company's heartbeat. They need to know that as salespeople they are carrying the responsibility of making sure everyone in the company gets paid.

As a leader, you can even try to adopt the Servant Leadership style. This leadership is a management approach in which you focus on your team's growth and well-being to put their needs first. Listening, being empathetic, and providing the team with the knowledge, support, and resources to do their jobs effectively are all part of the leadership style. Lead by example. Show the team why the work is so important and how their work/productivity affects the company's success directly. Motivate and make them feel their voices and opinions matter.

It's all too simple to isolate the 'Sales Team.' It's always easy to find one or two things that should be done better or differently as tactics. A better approach is to take the Revenue Ops method, end to end, which includes looking at the funnels and ratios from brand management to marketing to product to sales to customer success. By understanding the hand offs in each of these and the funnel ratios, one can easily view how best to advise the Sales Team. It's an extension of BowTie SaaS. Without this, one may be focusing on the wrong problem and wasting time.

? Clear Goals and Expectations : Set specific, measurable, achievable, relevant, and time-bound (SMART) goals for your sales team. Ensure they understand what is expected of them and how their performance will be evaluated. ? Regular Feedback and Coaching : Schedule regular one-on-one meetings with each team member to provide feedback on their performance, address any challenges they are facing, and offer coaching and support to help them improve. ? Recognition and Rewards : Implement a recognition program to acknowledge and reward outstanding performance. This can include incentives such as bonuses, prizes, or public recognition within the team or company.