|
What causes underperformance in sales teams?
|
|
Your sales team are a reflection of you!
So what causes underperformance in sales teams?
In my experience I have seen that underperformance happens when members of the team, including the sales manager do not take ownership and responsibility for their own success.
Ownership and Responsibility
The responsibility of high performance in teams lies with each team member knowing what needs to be achieved, taking responsibility and working collectively.
What steps can a sales team take to create a high performance team?
The sales manager needs to take ownership and responsibility for the team success and understand that their team is a reflection of them.
The sales people need to take responsibility for their own success which means that sales managers need to empower their sales people to come up with their own creative solutions and actions.
To work collectively a team needs to have a common vision and goals. This is not a vision that the sales managers creates, it is a vision that the team create together.
The team vision needs to be aligned with the company vision however it is crucial that the sales people's personal goals are aligned to the team vision if you want sales people to start taking responsibility for their own success.
A team with friction does not work well together, get to know each and everyone of the individuals within your team so that you can build and sustain individual motivation to take action everyday to achieving team goals.
Each team member needs to know what part of the team vision they are responsible for. Don't assume your team members know the part they play. Instead coach them to ensure they become aware of their responsibilities themselves and help them to identify their key priorities to focus on and create a plan to get there.
Discuss barriers to success and interferences the team may face at the start of the quarter and prepare a plan to help them overcome them.
Draw out the strengths in your team to increase their level of confidence.
Set an excellent example in the workplace
Inspire your team to take action and coach them!
In a recent DTI survey "Inspiration" was the most popular response from over 55% of managers when asked what they most wanted from their leaders… but only 11% said they were getting it!
Coaching provides the inspiration that sales people seek. The result of coaching your people is that team members start to take ownership and responsibility for their own success.
So in summary, to create a high performance sales team where individuals take ownership and responsibility for their own success, sales managers need to:
Create a team and individual vision
Ignite the passion within your sales team
Empower your sales people to take action
Coach them to success
Great quotes that all sales managers can learn from:
'If you want to move people, it has to be towards a vision which is positive for them' - Martin Luther King
'A sales manager is someone people feel they have to follow; an inspirational sales leader is someone a team wants to follow' -Fiona Challis
'Great team coaching is based around 3 key themes: The WHO, WHAT & HOW of your team' - Myles Downey
'The definition of madness is ; doing the same thing, in the same way over and over again and expecting a different result' - Tony Robbins
How can you achieve this quickly and easily?
We can help you by creating a tailor made program that will equip sales managers with the skills, tools and techniques to turn an underperforming team into a high performance sales team. Please book a free consultation to discuss in more detail
How do your programs work?
Initially we will provide you with a free consultation to discuss your requirements.
We come in to your office to spend a day with your sales and management team so that we can get a true understanding of the current challenges and frustrations that you face.
We create a tailor made program to equip sales managers with the necessary skills to create a high performance sales culture.
We teach sales managers how to hold effective team coaching sessions.
We teach sales managers how to hold effective one to ones with their sales people.
We provide one to one follow up coaching sessions for all sales managers attending the program to ensure that they are confident in implementing their new skills.
We follow up to ensure that your team is moving from where it is today to where it needs to be.
Book a free consultation
|
| |
