5 Ways to Get Back on Track if You’re Not Going to Hit Target


Insights for ProfessionalsThe latest thought leadership for Management pros

Wednesday, December 6, 2017

All sales teams can drop off in productivity but how do you get them back on track? Use these 5 tips to get your salespeople back on target.

Article 2 Minutes
5 Ways to Get Back on Track if You’re Not Going to

Sales can be a difficult environment, especially if one person in your team loses their mojo. This can soon have a very real impact on those they work with and soon your targets can seem almost impossible to claw back.

However, there's no need to panic. You can get your team back on track by using these effective methods:

Focus on your customers

Poor morale often comes from a lack of progress with leads so it's a good place to start if you want to bring the enthusiasm back to your sales team. Look at which customers have been the most likely to convert and identify any trends that may be there. It's important that every step is supported by data. This will help reinvigorate your salespeople and allow them to get stuck into the next sale.

Rethink your personas

As you invest time looking into what type of leads are the most likely to convert, you need to consider whether anything may have changed in your personas. It may be that your sales team aren't closing many deals because things out of their control have been altered. If you sell B2B you need to look at their business model and understand as much as you can about them. For B2C, user journey analysis and persona profiling can be just as valuable to sales.

What do your team know?

Have you just launched a new product? What discounts can you offer? How can it really address problems? Your sales team need to know your service inside and out, and be prepared to answer questions potential customers may have. Hesitating or sounding unsure in this area can be a massive red flag to consumers.

Listen to leads

Does your team know the difference between someone who has an objection and someone who simply doesn't want what you're offering? Learning the difference between these two is a crucial part of running a successful sales team and should be something you support them on.

Address the pessimists

Every team has one. The person who is never happy or driven and you wonder why they ever applied for this job. Managers' attitudes can often be to ignore them and try to keep them quiet, but this just means they're saying negative things behind your back. Instead of this, engage them in conversation and address any problems they may have. Use meetings to check-in with them and really get down to the nitty gritty of what's causing them grief.

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