Do You Need to Get Your Sales Team Back on Track?
At some point, every sales leader needs to get their sales team back on track. Whether it caused by top producers walking out the door or losing a major account, it is critical that you get your sales team back on track.
Not Enough Sales Leaders Take Sales Attrition Seriously
Let’s start with top producers walking out the door. An American Management Association survey of 1,000 companies found that the bulk of sales managers were not very concerned about losing their tops sales reps. We believe too many sales leaders are so burdened with meeting their quarterly sales targets that they greatly underestimate:
Use Employee Exit Interviews
The first step should be open and honest employee exit interviews. If your sales reps have already secured another position, they will be more likely to answer your questions frankly. Be sure to frame your queries with your sincere desire to improve the situation.
The interviews could steer you in many different directions. The top sources of sales attrition are typically: unclear sales strategies, poor sales management, mismatched sales hiring, inadequate sales compensation, unfairly drawn territory or account mapping, overly complex sales processes, and a lack of sales skills and tools.
These common causes of sales turnover are fairly straightforward to fix. For example, highly customized solution selling training could help re-set your sales reps’ ability to add customer value. But consider a more comprehensive reason for sales turnover cited by sales reps – a misaligned sales culture that makes it hard to get work done, close deals, and serve clients.
Five Steps to Get Your Sales Team Back on Track
The backbone of a high performing sales team is a common direction and plan to achieve sales targets. Every sales team member should know the direction they need to pull, feel that their efforts are valued, and know how reaching team goals will benefit them and the organization as a whole. Here is a step-by-step plan for creating a common vision:
Then adherence to “The Way” is actively measured and rewarded. In high performance sales environments, high performers receive a disproportionate share of the rewards on offer and under performers must improve or exit in a timely and respectful manner.
Does your sales team have the information that they need to be successful?
The Bottom Line
Your sales team will inevitably get off track for one reason or another. Be sure to take care of the things that are in your control by defining a clear sales strategy, aligning your sales culture to your sales strategy, and engaging and retaining your top sales reps. An engaged sales team is more productive sales team.
To Learn more about how to get your sales team back on track, download How to Optimize Your Sales Force in the Face of Increased Performance Pressure
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