Before you continue to find fault with your sales organization, consider the possibility that you’re lacking alignment from the foundation up and that is the root cause of poor sales performance. You are not alone, however. This is a universal problem, and sales forces are picking up and moving on at staggering rates.
According to a 2018 survey by Marc Wayshak, only 17.6% of respondents rate their job satisfaction as "outstanding," and 47.1% rated their jobs as just "good."
If you’re feeling frustrated with sales performance and revenue, it’s possible that some core strategies and relationships need to be reconsidered. Take a deep look at your foundations, your team and your leadership. How can you give sales performance a boost? Consider these three steps.
Increase Sales Performance by Revisiting Your Foundations
Are you clear on your company value foundations? You must know what problems you are here to solve and who you are solving them for. Take the time to really define your value proposition and how you’re different from other companies. Without a concise foundation, your sales team's performance will suffer. Make sure everyone is aligned with your purpose by training your team to understand the organization's well-defined foundations.
Explore Your Sales Team Dynamics
Chances are that among your group, there are individual strengths that merit individual approaches. Look at the sales team and understand who they are. The result will be higher sales performance because you have set them up for success by giving them opportunities that speak to their strengths.
From here, work towards group solutions and create a collaborative environment. If you have provided safety and encouragement through listening and asking questions, your team will feel relevant and confident. Be bold and ask them what they would do if they ran the department. How would they solve their frustrations and yours? You might be delighted by the answers you receive.
Reexamine Your Sales Leadership
It’s imperative that you create an environment for your team to be successful. Have you made them feel trusted, empowered and knowledgeable as individuals so that they can be aligned as a team?
You don’t need new hires. I’m a firm believer that most salespeople are good at what they do if given the opportunity to sell the way that best supports their strengths. You are responsible for putting each team member in the right role and fostering skills that will bring their sales performance to peak levels.
Remember that your team must be heard. Listen to them. Ask what they need and keep in mind that there are numerous ways to sell. Teach them trust and mutual respect through providing it yourself in your leadership.
Spotio’s Sales Career Statistics states that the typical account executive spends 2.7 years on the job and takes 4.7 months to ramp. You can do better.
It’s hard to see oneself as the culprit of other’s dissatisfaction or for a company sales slump. However, looking inward and accepting that changes need to be made can lead a poor sales team to greater happiness, higher performance and increased loyalty.