How to Determine Where Your Sales Team is Struggling
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Poor sales metrics typically materialize when there are inefficiencies in the four areas of sales effectiveness. Determine the areas where your sales team is struggling and more importantly, where you can make the most impact.
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How to Determine Where Your Sales Team is Struggling
- 1. How to Identify Where Your Sales Team is Struggling 1
- 2. Find the Root of the Problem If your sales organization is struggling with margins, deal size, and overall sales productivity, you, as a sales leader, are likely trying anything to stop the bleeding. Your first step is to assess the root of the problem. Then, determine what you can change to drive the biggest impact. Where are you seeing the worst of it? Poor sales metrics typically materialize when there are inefficiencies in one of these four areas of sales effectiveness. Use these four categories to identify where your sales team is struggling.
- 3. 1. Sales Messaging Does your sales organization have a consistent message to engage your buyers, or are your salespeople just winging it?
- 4. 1. Sales Messaging Ask your salespeople the following questions: • What problems do we solve for our customers? • Specifically, how do we solve those problems? • How do we solve those differently or better than everyone else? • Where have we done it before?
- 5. 1. Sales Messaging Every one of your salespeople should be able to answer these questions in the same way. If not, you have a sales messaging problem.
- 6. 2. Sales Process If your sales cycles are too long and your win rates are less than stellar, it’s likely the way you sell isn’t aligned with the way your customers buy.
- 7. 2. Sales Process Consider these questions: • How aligned are the selling and buying processes? • How do we ensure opportunities are qualified? • How do we ensure reps don’t skip sales steps? • What are the customer outcomes that move an opportunity to the next sales process stage?
- 8. 2. Sales Process If you aren’t confident your sales teams have clear answers to these questions, retool your sales process. Make it easy for your sales teams to execute.
- 9. 3. Sales Planning Your problems stem from sales planning if: • Reps are frequently missing quota • Forecast is consistently inaccurate • Every quarter is a fire drill to make the number
- 10. 3. Sales Planning Consider these questions: • How do reps build pipeline? • How accurately do we forecast revenue? • How do we ensure quota attainment?
- 11. 3. Sales Planning Create a sales planning process that enables accurate revenue forecasts. Enable a disciplined approach to develop territory, account and opportunity plans.
- 12. 4. Sales Talent Sales talent is an often overlooked problem that could cripple your bottom line. Bad hires are often costly mistakes.
- 13. 4. Sales Talent Questions to Guide Future Improvements: • What does success look like in a role? • Why have we hired the wrong people in the past? • Why do we lose key talent to the competition? • How do we hold people accountable for results?
- 14. 4. Sales Talent Develop a talent management process that fuels hiring, onboarding and retaining top sales talent. It’s a critical component to lower turnover rates and a improved bench strength.
- 15. Implement the Right Solutions to Your Sales Challenges Ready for Results? Find the right fit for your sales organization How to get started on a sales initiative How to pick the right transformation partner How Force Management can help
Editor's Notes
- Considering the rise of the connected buyer and the shift in market dynamics – it isn’t surprising that sales people are trying new inventive ways to reach that buyer.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.
- Why does social help connect you to the buyer? It delivers on customer expectations. Remember what we have been talking about today. What does the customer expect? a. The customer expects you to be connected. They want to reach you when and where they want to reach you. Are they able to? If your customer wants to find a salesperson on LinkedIn and your profile comes up – what do they see? Part of our connected world means that a potential buyer can also see your connections and who you may have done business with in the past. The customer expects to see references and referrals, even proof points. Studies have shown that you’re more likely to do business with someone that has been recommended to you or someone you share mutual connections with. If you build up that network of connections you also deliver on the customer expectations. It builds you an unfair advantage – in a number of different ways. Think about all the companies that have sellers who aren’t using social to enter into the buying process earlier. Those who are – build an unfair advantage over the competition. Also, we are at the early stages of the social media shift, which typically means that a lot of people who are trying social selling are doing it poorly (e.g., blanket inmail requests, “buy my product” tweets). So what does that mean? If you do it well, you also have an unfair advantage. Social also gives you the opportunity to meet your buyer where he/she is at any given time. It allows you to stay top of mind – consistently.