Get Expert Advice to Improve Sales Team Performance
Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. Yet, despite the challenging headwinds, these same organizations ask their sales leaders to drive increased revenue. Let’s look at what managers can do to increase sales without adding headcount by focusing on six proven strategies.
Managing underperforming sales reps can be a daunting challenge, but it is not insurmountable. As a sales leader, you can turn things around and unlock your team's true potential. You just need the right strategy. From clarifying expectations to providing constructive feedback and taking proactive action, let’s take a look at some effective techniques to help you transform underperformance into success.
When sales teams don't meet their sales targets, managers usually look at the sales outcomes to figure out what went wrong. However, instead of just looking at the results, managers can be more proactive by focusing on early indicators and the specific sales behaviors that lead to success. This allows them to work together with their teams to improve sales. Let's explore some effective strategies and skills that can help achieve this.
Hiring and onboarding new sales hires can be extremely challenging especially for sales managers who lead, manage, and coach an existing sales team. Focus on these five factors to increase your odds of success with new sales hires.
Research estimates that about 40% of all sales opportunities end with no decision. The harsh reality of this statistic is that sales professionals could be wasting up to 40% of their time chasing deals that don’t go anywhere. They are essentially pursuing deals where the business need isn’t clear or compelling enough, or there’s not enough urgency for the customer to act. When a customer decides not to do anything to address their current situation, they are maintaining the status quo.
During challenging economic times, it’s only natural for sales leaders to look for ways to do more with less. While your budget may be cut, chances are your sales goal hasn’t been.