“Why aren’t they doing better?”
This is the question we get in nearly in every interaction we have with sales managers -- leaders who know their salespeople should be doing better by closing more deals but who just can’t seem to effectively coach them up into doing so. National reports confirm what we already know from this personal experience: Only about ⅓ of reps consistently make their quotas. Take a moment to let that sink in for a second. One-third. That statistic shows that many organizations are struggling.
Of course, you have to ask yourself why this is so.
In general, we find most sales managers to be bright, talented, and experienced leaders of good and reputable companies. They were once fantastic sales reps themselves. Yet, the vast majority of them are unable to “coach up” their salespeople to hit the big numbers -- the kind of numbers they did when they were in that role! It really is perplexing. Why are such superstars of sales plagued by underperforming teams once they assume leadership roles?
In life, we’re conditioned to look for the “one reason” things are amiss. It certainly makes finding a solution easier! Find what’s wrong, fix it, and move on to better days. In sales, we often try to do the same. Unfortunately, it doesn’t always work. This is one of those times.
There is no one reason your sales team is consistently missing its mark. Likely, there are several reasons, and you’ll have to address them all to see your numbers improve.
Our experience tells us the following issues are holding back your team:
Sales management expert Duane Cashin has lead award-winning sales organizations and trained sales teams for companies of all sizes. He’s earned membership in Presidents Club and Circle of Excellence, successfully built and sold his own multi-million-dollar business, and enjoys sharing his passion for sales.