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Getting sales teams to take ownership for their own success
In this article we will be looking at two of the biggest challenges faced by sales organisations today:

  • Getting sales teams to take ownership and responsibility for their own success.

  • How to turn an underperforming sales team into a high performance sales team.



    • A sales team is a reflection of their sales manager

  • I inherited some of my team but I would not have hired them myself

  • If it was my choice I would never have hired some of my sales people

  • I have tried everything with my team however I have some team members in my team who simply don't have the right attitude

  • If all of my team members put in the same effort as my top two performers they would be achieving better sales results

  • If I could create a team of 'mini me's' we would achieve results much quicker

  • Some of my team members are holding my teams performance back


    • These are just some of comments I hear from sales managers who have an underperforming sales team.

  • It is not my fault that I didn't achieve

  • I wasn't given a fair chance

  • My manager does not add any value to what I do

  • My manager has his/her favourites and they are the people who get the best leads

  • If my manager would ask us for ideas as opposed to telling us then maybe we could get better results

  • I don't see the point in talking to my manager as he/she doesn't listen anyway


    • These are some of the comments I hear from sales people who are underperforming

    When sales teams are underperforming you can be sure of one thing…the blame game begins. Sales people start blaming sales managers and some sales manager's start blaming their teams.

    In reality all of the above statements are simply excuses.

    When a sales person gives excuses for underperformance it is often deemed as unacceptable by the sales manager. The sales person is generally called into a one to one meeting where the sales manager explains how disappointed they are, how their failure has affected the team's performance and what they need to do next time to ensure that they perform. The irony however is that the sales managers are indeed giving excuses themselves when they blame underperformance on team members, however many fail to recognise this for themselves.

    So what causes underperformance in sales teams?


     

    In this section:
    How to treble your sales results in 6 weeks - FREE ebook
    The single biggest mistake that marketing teams can make!
    The single biggest mistake that sales teams can make
    FREE Internet, business and marketing seminar
    The best sales strategies to increase sales
    Give your sales team a motivation makeover
    An amazing offer to get a FREE sales consultancy day
    A Fast Track skills development program for sales leaders
    10 Sure-fire ways to de-motivate your sales team!
    What causes underperformance in sales teams?
    Top Sales Management Course
    Getting sales teams to take ownership for their own success
    The Seven Sins of Sales Management
    Sale training course winner
    Proper Planning Promotes Positive Performance
    Impact of reduced customer spend
    Retaining your key talent
    Employees become de motivated
    When to provide Executive one to one coaching?
    Sales team motivation
    The Top Performer Formula
    Sales training is a waste of time and money