Is your team performing as well as they should be? Use our guide to find out

Welcome to the Salesblazer Highlights newsletter! Twice a month, we spotlight tips, tricks, and best practices from leading sales professionals.

In this issue, we sourced 20 thought-provoking questions that sales leaders can use to address performance issues. We also cover the ins and outs of landing a job in tech sales, and what revenue lifecycle management is all about.

Modern media will have you believe sales motivation is best delivered in the form of a buzzy inspirational quote. And while that might provide a quick boost in morale, it simply isn’t enough to fix any deep-rooted sales performance issues.

That’s why we’ve created a list of questions to help you identify — and address — performance issues. Pro tip: Start with the basics, then dig in deep.?

1. Does your sales team trust you?

If your team doesn’t trust that you have their best interests in mind, they won’t respect your decisions or take your direction. Without trust, your team will feel they have to look out for themselves — because, in their minds, no one else will.

So how do you foster a culture of trust on your sales team? Always explain the “why’ behind your decisions, have difficult conversations, act with transparency (even if it means saying the hard things), and assume the best in people. It’s never easy to have a frank conversation about poor performance, but it’s necessary if you want to see improvement. Having a team that trusts you only makes your coaching and direction more impactful.?

2. How do you react to failure?

Whether an individual sales rep fumbles a deal or you miss your goals as an entire team, how you react sets the tone for how your team will behave moving forward. If your team interprets your reaction to failure as angry, defensive, or negative, you’ll have trouble rallying them around their next set of goals. Setbacks, like missed targets or customer rejections, can turn into valuable coaching opportunities. Try to view failure as a learning opportunity, and make an effort to encourage a culture of resilience and growth to help your team stay motivated.?

3. Do you trust your team?

Here’s where you need to be fully honest with yourself. Do you trust your sales team to execute on your direction, do the work needed to hit quota, and represent your organization in a positive light? If you find yourself micromanaging or keeping close tabs on your team, it might be a sign that they don’t have your trust.

Of course, you might have a good reason to withhold trust. Perhaps your team isn’t performing, doesn’t listen, or messes up from time to time.

But when you don’t trust your team, it can become a self-fulfilling prophecy. You feel like you can’t trust them, so you start to tighten the reins and apply more pressure. As time goes on, this pressure only makes the situation worse — reps begin to crack, and they behave in ways that only decrease your trust in them further. After a while, it can spiral out of control. So, what can you do about it?

• Lead by example: Follow through on your promises, act with integrity and transparency, and be open about your own struggles. When your team sees you doing these things, they will more likely rise to the occasion and reciprocate — making it easier for you to trust them.
• Provide opportunities to succeed: Your team can only show they’re capable when entrusted with meaningful responsibilities.
• Set the outcome but don’t dictate the path: Everyone approaches work differently. Micromanaging and dictating the path can actually be a major factor hurting your team’s performance.

Want to unlock higher levels of productivity on your team? Read the full article for 17 more questions to ask when sales reps underperform.

Further reading:

Sharpen your sales skills with these trending articles:

How to land that job in tech sales?

Salesblazer, Kristen Handler breaks down everything you need to know to launch a career in tech sales, from resume building and networking to finding the right role.

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Disjointed systems and spreadsheets can make invoicing a nightmare. Learn why sales invoices are important, and which tools to use to deliver them accurately and on time.

Streamline revenue across the customer lifecycle

You’ve acquired a new customer – congrats! Now the real journey begins. You need to tie every touchpoint to revenue, and this guide will show you how to do it.?

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