But, while talent decides whether or not a sales rep becomes a superstar, anyone can become a successful rep with the right environment, training, and tools. If your team is consistently failing to hit their numbers, or if you want to make sure they are performing at their best, you’ll want to review what they might be lacking.
Your team is likely being stopped mexico reverse phone lookup from hitting their numbers by a lack of open conversation, lack of initial investment, or lack of a buyer perspective. Let’s see how you understand and address each concern.
1. Lack of Open Conversation
A key theme we find repeatedly is that everyone defaults to taking shortcuts when they can. It’s not a character flaw. It’s rational to try and accomplish as much as possible with as little effort.
For sales leadership, there is a tendency to want open and honest conversation but to skip the effort needed to make it possible. You’re busy, so you throw a weekly stand-up on the calendar and tell the team your door (or inbox) is always open. Then you get back to work.
But you haven’t taken the time to make sure your sales team trusts you, understands you, and can work through difficult conversations with you. When your sales team feels they can’t talk to you, they don’t let you know their real concerns, they aren’t motivated, and they become disconnected from work. All leading to missed sales opportunities.
Build Trust Virtually
Before remote work, sales teams and leaders regularly had downtime together, naturally building trust and a sense of community. By having communal space, you could talk with people while making coffee, maybe play a game of ping-pong, or eat lunch together. As a manager, you could confidently know your team’s personalities, work ethic, and challenges.