5 Steps to Get Your Sales Team Back on Track

A running track with multiple lanes to Sales Team Back on Track

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:

  1. Design Your Sales Strategy
    Strategic sales clarity accounts for 31% of the difference between high and low performing sales teams.  Gather the sales team together to define what sets you apart from the competition, your ideal target clients, and how will success be measured.  Then create a clear plan to get you from where you are to where you want to be.
  2. Define Sales Performance Expectations
    Once your overall sales strategy is clear, your next step is to clarify performance expectations so each sales team member knows what they must do to reach the agreed-upon sales goals.  For sales performance expectations to be effective, they must be fair, transparent, accurate, timely, consistent, and achievable.  This includes identifying both sales success and sales failure.
  3. Create a Sales Culture of Accountability
    A clear sales strategy with established performance expectations sets the stage for your to define a healthy and aligned sales culture.  Sales culture – how work gets done – accounts for 40% of the difference between high and low performing sales teams.  High performing sales teams establish a sales culture of accountability where the way work gets done is fully aligned with customer success.

    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.

  4. Encourage the Sharing of Ideas and Issues
    Our organizational alignment research found that the timely and transparent flow of information rated as the fourth most important attribute to get right if you want to grow revenue faster than your peers.  Make sure your sales meetings and processes are ruled by transparency, mutual respect, and the honest, straightforward sharing of information.

    Does your sales team have the information that they need to be successful?

  5. Align Sales Rewards and Recognition
    Reward top sales performers and celebrate sales milestones as they are reached. Too often, sales leaders ignore this important step in the bustle of daily tasks. If you want to keep or get your sales team back on track, they must want to come to work each day and feel proportionately rewarded for their efforts.

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

Share:
Facebook Twitter Google+ Email LinkedIn

Comments are closed.

I continue to be impressed by the level of leadership development and management expertise and quality of advice and facilitation that LSA has to offer. What a smart and client-centric group of great people who really know how to help leaders attract, engage, develop and retain top talent.

Tracy Esposito
Director, HR Business Partner

LSA is an instrumental training outsourcing partner in helping us to build management capacity and strategically invest in our people. Their flexibility, depth, and breadth of expertise allows us to deliver top quality solutions that are directly tied to key business plans. Their ability to custom design, deliver, and evaluate our Management Curriculum has been excellent. They are true business partners and a pleasure to work with.

Margaret M. Mader
Vice President, Human Resources

Hyperion

Over the years, both at 3Com and now at Redback, I’ve found LSA Global to be a valuable resource. The recent compliance program that they delivered for Redback’s executive and management team was the right solution, of the highest of quality, and customized to our business and culture. I would highly recommend LSA to any company looking for top quality solutions.

Gina Fulton
Vice President of Human Resources

We recently contacted LSA Global to assist us with a unique training request. We gave LSA a very short deadline and LSA custom designed a training program to meet our exact requirements within the limited time allotted to them. We found their facilitator to be well versed in the subject matter and very credible; the design provided practical and valuable information to our team of managers. I highly recommend LSA Global, particularly in the area of management training.

Julaine K. Souza
Senior Vice President

For our go to training outsourcing partner, LSA provides exactly what we want. As always, they deliver outstanding work!

Elizabeth Siebert
Director, Organizational Excellence & Development

Intuit

I am very impressed with the quality of work and talent. LSA did a great job of listening to my needs and providing the exact management training program expertise I needed to get the job done.

Don Pryor
Director, Business Planning & Analysis

We value our relationship with LSA Global. We came to LSA because we wanted to improve overall behavioral based interviewing capabilities of our managers to increase the probability of both hiring top talent and future leaders. LSA designed a highly customized solution for our business and culture. We are currently rolling out this solution to our leaders. I would highly recommend LSA Global as a top quality resource.

Rae Phillips
HR Project Manager - Training & Development, PHR

What a personal and professional pleasure it has been to Partner with LSA. They are truly a strategic partner with Wyse. For more than 5 years, LSA has been engaged in delivering various training and development solutions for Wyse, from custom on-site programs targeting specific core competencies, to working individually with clients to build job skills, and offering invaluable services to me and my team as we continue to build our learning programs. LSA’s representatives do more than sell a product, they offer a full service solution: they understand our business, our strategic initiatives, and the needs of our customers.

Jeff Rangel
Director of HR

VNUS Medical has been very pleased with the effective management development programs that LSA Global has delivered for us over the last four years. The programs have been universally facilitated by experienced and best in class instructors. The knowledge gained by our management team has been put into practice very quickly. VNUS is very happy to be working in partnership with LSA because they consistently deliver excellent programs that receive exceptional feedback from our management team.

Cindee Van Vleck
Director Human Resources

LSA Global’s consultant brought a fresh perspective to our behavioral based interviewing strategy for two key executive positions we needed to fill, and their consultant helped us develop questions that produced a much deeper understanding of candidates’ capabilities. I am confident that the two new executives joining our organization have the right skills to add significant value. Throughout the process LSA was also very responsive in dealing with short lead time requests.

Because of the unique nature of our business, Excel is a core application in our accounting organization. After three attempts to find an Excel consultant who is capable of helping our finance team integrate advanced applications into our work processes we found LSA and Alex. He was not only a “Real” Excel expert but was masterful in helping us identify where to use Excel applications in our processes to increase our group’s efficiency.

SPO Partners & Co
Kim Silva, CFO

We partnered with LSA Global to help us invest in our people in the areas of performance coaching, diversity, and inclusion. They focused on helping us succeed and were very flexible in meeting our specific needs. LSA Global exceeded my expectations from a speed, quality, and value standpoint. I would recommend LSA Global to anyone looking for a true business partner.

Anita Luckinbill
Director, Human Resources

Working with LSA Global has proven to be extremely valuable and worthwhile. LSA understands our business, has deep expertise in content areas, and tailors the programs to deliver great results. The facilitator was extremely knowledgeable about Working Globally with India and her energy and passion made the session interesting, fun, and enjoyable for all that attended. The participants walked away extremely pleased along with highly useful practices and tools. I would highly recommend LSA Global to any company that has partners or offices in India.

Glenn McGillivray
Human Resources Business Partner

Intuit

We consider LSA our true business partner in the areas of Learning and Organizational Development. From Strategic Planning to Presentation Skills and Management Training, they continue to provide excellent value and extremely high quality solutions – not just one time events. I recommend them to anyone looking to drive true business results.

Michelle A. Mitchell
Vice President, Worldwide Human Resources

I highly recommend LSA Global to anyone who is looking to improve individual or organizational effectiveness through their top quality programs and broad range of expertise.

Greg Pappas
VP of Human Resources

Avon’s success is dependent on strong relationships among our Customers, Representatives, Associates, and outside resources we hire to help us meet our business objectives. We were very pleased with the results from working with LSA Global to design and facilitate a custom program for our events management team. LSA demonstrated responsiveness, flexibility, and an innovative approach to working with us.

Deanna Rudnitsky
Senior Manager, HR Destiny Sales Region

Evaluate your Performance

Toolkits

Toolkits

Download key published insights and tools from industry experts highlighting best practices in the areas of talent, strategy and culture.

More

Health Checks

Health Checks

Want to know how you stack up against leading organizations?  Receive a complimentary benchmarking analysis courtesy of an LSA Expert.

More

Whitepapers

Whitepapers

Get up to speed on timely solutions critical to your business. Published by LSA Experts based upon client feedback and key industry trends.

More

Methodology

Methodologies

First we identify the key metrics you want to improve. Then we assemble a dedicated team of elite experts who have successfully solved similar problems with similar clients.

More

Blogs

Stay up to do date with the latest information on how we help high growth companies align their culture and talent with strategy.

More

Case Studies

Client Case Studies

Real world consulting and training approaches from LSA projects, providing insights on how your company can outperform the competition.

More