An underperforming sales team can lead to frustration, concern and ultimately, a dangerous financial situation. When sales teams struggle to perform it has repercussions across your business, impacting everyone and undermining your current success.
In situations like these, it’s easy to panic, but an underperforming sales team must be guided back on track as quickly as possible. Mobilising your sales teams can sound like an uphill struggle, however, with the right strategy and approach, you’ll be able to push ahead and drive your business through to financial recovery. Part of that strategy is understanding why your sales teams are underperforming. So, let’s examine the reasoning behind those poor figures.
They Don’t Have The Content and Tools They Need
For your sales teams to sell effectively and efficiently, they need to have access to all the relevant data, information and selling tools you have available. A simple sales enablement approach means your reps won’t be lagging behind your competitors with flawed documents, out of date information packs, inconsistent branding and outdated sales models. They’ll be able to find everything they need quickly and without hesitation, offering a smooth and streamlined sales experience for your prospective customers.
Essentially, sales enablement makes it easier for your reps to do their job and close those deals. With the ability to customise sales pitches and possess the right tools to engage with potential buyers, sales enablement is an effective approach to enhancing overall sales performance and reversing that downturn.
Wrong Attitude With Customers
Sales teams are always under pressure, and when sales numbers are spiralling, the pressure can mount to an unbearable level. In turn, this can make your sales teams appear desperate, pushy and aggressive, putting off customers for good. During these difficult times, your sales reps must remember that a positive attitude brings out the best in their clients and makes selling and closing deals much more attainable.
Poor Sales Management Performance
If your sales manager is performing badly, how can you expect their team to perform any better? In reality, your sales manager is responsible for monitoring all aspects of the sales process and the team, including setting sales targets and individual goals, result reports and managing carefully designed sales plans, if your sales manager is coming up short on their responsibilities then your representatives are going to feel lost, something which will be reflected in their performance.
They Don’t Feel Motivated
It’s easy to think that a paycheck is all the motivation your sales reps need, but in reality, the high-pressure environment and demanding role of a salesperson can quickly take their toll. Resulting in a lack of motivation and a poor attitude towards work. To prevent this from happening, you must recognise the efforts made by individuals and your team as a whole. Offering incentives, and understanding their long- and short-term goals as your employees and working together to achieve them can give them the push they need to enhance their performance.
Understanding why your sales team is underachieving can unlock the key to their best performances yet. Consider the points above to get your team back on track.