Almost invariably, the first person to spot looming disaster is the one who is doing the failing.
Many salespeople will do their utmost to hide the fact they are struggling in fear of losing their jobs. They will keep telling themselves that things can still be turned around, even if things get past the point of no return.
If you’ve ever been in this situation you know the anxiety involved, as well as the downward spiral failure can generate.
“If your team knows they are able to alert you when things start going wrong without fear of losing their jobs or being taken to task, they will often act as their own early warning systems. Make sure that they know they can come to you for help rather than punishment.”
This needs to carry over into your team culture
Sales offices can be highly competitive environments. If the bosnia and herzegovina telegram data entire team know a member is struggling, they are often avoided or ignored rather than actively supported. This compounds the negativity they already carry and adds to the pressure.
Training and clear process are hugely important.
What are the warning signs in your sales cycle?
What defines a healthy sales pipeline in your company.
Can you develop triggers within your CRM to flag the potential for missed targets before the failure?
Make sure these things are clear in the minds of your sales team. Teach them how to see the trouble before it becomes irreparable.
How to Develop and Train Your Sales Team
2.) Understand where and why the failing is happening
Before you even speak to the struggling salesperson, look at the environment you’ve created for your team.
Is the expected sales process clear?
Has he or she received enough training?
If the problems aren’t isolated – dive into their sales pipeline and search for where the breakdown is happening so you can pinpoint the problem.
This is where a visual CRM pipeline is so valuable. You may spot a pattern that is easily corrected. Maybe they are not so good on the phone or their presentation skills could use some work. Only once you’ve clearly defined a problem, you can lower the anxiety level by allowing them to focus on improving a specific area of their performance. You can find real, practical solutions instead of leaving your team member with the generic and confusing ‘try harder next time’.
“The Bridge Group report shows new salespeople take on average 4.5 months to get fully up to speed, so training existing staff and improving their skills in specific areas is almost always quicker and more cost effective than firing and rehiring.”
Helping someone with specific skills will motivate them by communicating that you’re also invested in their personal success, not just your own KPIs and the company’s bottom line.
Here’s a few other specific options you can consider to help a struggling team member:
- Look at shifting their focus for a period of time. Are fixed call to the phone number on the website position there other tasks they could do for a couple of days to take the pressure off?
- Sometimes it may be as simple as suggesting they take a few days leave to clear their minds and make a fresh start on their return.
- What about considering a dedicated Sales Trainer role? This person can work directly with team members on specific skill development so you still have time to focus on strategy.
Smashing Stress to Achieve Your Sales Goals
3.) Get back to basics
Once the deals start drying up, the expectation of failure can become an unhealthy obsession that looms over everything your salesperson does.
Help your struggling rep by focusing on an activity based sales strategy.
Shift their focus to successfully completing the component tasks of your sales process.
You’ll can give them back a sense of accomplishment. This has been proven to be an effective way of overcoming. A the pressure of closing of deals and getting back to successful sales.
The strongest negative emotion triggered by failure is the feeling of china data a loss of control. Activity based selling is designed to. Rebound From Poor Results Quickly give back that sense of control and prevent. A people from obsessing about the outcome of the deal. Because in sales the only thing you can control are your actions!
Help them understand what elements of the deal are actually under their control and that, by. A doing these as well as possible, they stand a much better chance of improving their results.