You’ve adjusted the goals. You’ve talked to your team. You’re holding them accountable. And they’re still falling short.
If your team is struggling to reach its goals, here are five hurdles they may be facing – and what to do about them.
You don’t have the right people.
Many sales teams struggle because they don’t have the right staff, or the staff they have don’t cohere well into a coordinated team. It’s important to look at your hiring records, including your retention rates, as well as the internal culture of the team. Better communication is necessary, and training that focuses on teambuilding and skill deployment can help.
You have the right people, but they have the wrong training.
Your team may work great together as people, but struggle to achieve a goal together. If so, it’s likely you have the right people, but those people don’t have the tools they need.
Here, improved training may be all it takes for your sales teams to start smashing their goals. Identify specific weaknesses in your team and communicate these to your trainer, so your trainer can tailor education accordingly.
You’re relying on motivation, not intention.
Studies show that “motivation” is often short-lived, making it a poor foundation for results. Instead, work with your team to set “intentions” that are specific, quantifiable and time-based. Break these down into smaller intentions that lead toward the final goal. For instance, if the goal is to increase sales by 2 percent this month, start with “I will call three sales leads every day before 1 p.m.” Don’t wait for staff to “feel motivated” to call; set the intention to call regardless of feeling.
You’re eating up their “bandwidth” with other tasks.
Sales staff have limited hours in the day and limited energy to spend on tasks. If they’re overwhelmed with logging time, entering expenses, or other tasks, they’re using both time and energy they could be spend on making the sale.
Talk to staff about ways to streamline these necessary but lower-value tasks. Seek to eliminate redundancies and allow staff to use the tools they feel most comfortable using.
You’re not communicating the why.
Why do we sell? Why would customers love, want or need our offerings? Why do those sales numbers matter? Why does the company exist?
It’s easy to drop the ball on details when we have no idea how those details fit into a larger vision – why they matter. Help your team see the vision, and you’ll help them get the details right, too.