Why Your Sales Team May Be Underperforming

The sales team is an important part of the company and as such, there is the need to fight complacency which may cause sales and productivity to dip. Sales teams most often than not become complacent in that they become comfortable with the status quo while making too many assumptions and leaving too many opportunities untapped.

In the event your company begins a drastic shift from its highly attentive hunting state to a farming practice, then there is the need to get hold of such problem and address it instantly.

Below are some tips from sales consulting professionals at Pici & Pici, Inc. to help you ensure maximum sales and to re-energize the sales team.

Identify the root cause

The first line of action after you may have identified the shift from active and aggressive hunting to farming is to identify the main cause of the shift. In identifying the cause, there may be the need to interview the sales team to better understand the problem and why they appear less interested in breaking new opportunities.

Most often than not, some of the common issues which may be affecting the decline in sales aggressiveness is:

- Personal Issues –

Most often than not, when the top members of the sales team is faced with personal life crisis such as divorce or financial troubles, their productivity and performance may be affected thus leading to a decline in productivity, in cases such as this, there is the need to sit the sales executive or sales team member for a honest off-the-record conversation.

- Boredom –

The sales team may be bored of the routine act and need more challenging scenarios. This is good for the company in that presenting the sales team with more challenges allows them boost productivity while also keeping them on their toes in terms of the deadlines and goals to achieve.

-  They are overworked –

Overworking your sales team may lead to burnout, a case which may affect their productivity and ultimately lead to a low rate of employee retention ratio. Be sure to keep things under control while avoiding mounting too much pressure especially aimed at achieving unrealistic goals.

- They don’t like current job –

Your sales team or members on the sales team may begin to show signs of complacency when they fail to find the new challenges interesting. Keeping challenges interesting is one of the best ways to boost employee commitment and productivity.

- They are not aware of a problem:

A problem will continue to persist until it is identified as what it is, a problem. Your sales team may be on a decline because they have failed to see the lack of productivity as a problem but as a normal business cycle. Calling the attention of the sales team to this can be a wakeup call to inform them of better work ethics.

When dealing with an underperforming sales team, there is the need to approach the problem holistically. Hiring the services of sales trainers from PiciAndPici.com can also prove to be one of the most effective ways to re-energize and revitalize the sales team.