Possible Reasons Why Your Sales Team Isn’t Performing

June 24, 2014 by Christine

You could have the greatest business model you've ever had, but if your sales team isn't performing well, then it's all for naught. There are certain qualities that great salespeople have, and if you don't see these qualities in your salespeople, then it's either time to make some staffing changes or time to make changes to your training processes.

Here are some of the biggest reasons why your sales team might not be performing:

• They lack curiosity. The best salespeople are able to naturally engage with the customers they talk to. Engaged customers are much more likely to make purchases, and come back to make further purchases. Your sales people should understand how to make personal and natural conversation that doesn't seem forced or scripted. They should ask questions of their customers to learn more about them and how your products can help them in their lives. If your salespeople lack curiosity, they won't ask these important questions and are therefore less likely to create the engagement with your customers that your business needs to drive sales.

• They are unable to focus on the details. The stereotype of a salesperson is that he or she is loud, puts on a show and makes big promises that they may or may not be able to deliver on. However, these types of salespeople are extremely easy to see through and likely will wind up being more of a hindrance than a help to your business. Instead, your salespeople should be meticulous. They must focus on the reasons why the potential customer in question would need a product, and pay attention only to the customer's needs and what the customer asks for. They understand that they should only make promises that they can deliver on. Most of all, they take detailed notes on conversations they have with their customers so they understand how to continue to deliver on these expectations in the future.

• They do not have a generous spirit. The best salespeople are generous in their approach. They look to solve problems rather than sell products. If your salespeople are focused on sales and the bottom line instead of actually solving your customers' problems, they are much more likely to come off as pushy, which will scare away a potential customer. People who are generous in their approach to sales seem much more genuine, which is always appreciated by customers.

Do you see any of these faults in your sales team? If so, it's not too late to rectify the situation. Encourage generosity, curiosity and a detail-oriented approach to sales, and your team will become much more effective.

Watch out elephants! This slayer of business challenges comes with 30 years of record breaking sales, marketing, operations, training and leadership experience . He has worked face-to-face with 100’s of small business owners as well as large firms. His love of creating, communicating, developing and executing results for clients shines with each project, publication and training event. His entrepreneurial spirit, passion, industry experience, education, problem-solving prowess, charismatic personality and been-there-done that attitude leads his client focused approach.

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