HTSS114 - Why is my sales team failing - Scott Sylvan Bell

Why is my sales team failing

If you are a Business Owner, Executive or, even a Sales Manager there are a few reasons why your sales team could be struggling. As you look at the team there are dynamics at play as well as items in your field of specialty. 

Most of the time when a sales team struggles it comes down to the leadership. Sometimes in this conversation is the lack of leadership and examples for the team. Some managers are not good at holding their employees accountable. Most closers do not need this type of hand-holding to get their work done. It's the other 80% of the team that needs the most amount help. 

When a team has training and coaching the elements that cause problems are accountability and then the internal faults the Business Owner, Executive or, Sales Manager has. It is a problem to duplicate yourself. This means you hire what you like about yourself and shy away from what you don't like. In essence, you hire the traits of what makes you feel good not what is necessary for the team. When this happens you may see things that drive you up the wall since you are familiar with them. 

Most Business Owners, Executives, and Sales Managers end up thinking they know what a top salesperson is so they hire a people pleaser. When a "Nice guy" is hired that doesn't have sales skills this person will not close deals. There isn't enough edge to them, they don't know how to take rejection. This person will account for most of your complaints and problems. You will not understand since they seem so nice. People pleasers can only go so far as to close deals. Once they have reached the edge of their skills and knowledge they will lose the ability to get more deals. 

If you are looking for reasons why your sales team is struggling here they are: 

• Lack of leadership from the top
• Lack of accountability 
• Hiring the wrong people for the wrong skills
• Not knowing what skills and talents to look for in a closer