- Gert Scholts
Sales team failure and strategies to fix it

This sales strategy idea is aimed at business leaders whose sales teams are not performing at the required level.
Companies hire sales people to open doors, develop relationships and retain them.
In my experience when sales teams under perform, the most likely causes are:
Direction. Lack of sales management
Activity. Lack of relevant sales activity
Skills. The team is not equipped well enough to win business
Here are straightforward strategies to start addressing these causes and get the team to perform once again:
1. Sales management
Communicate clear measurable sales targets and conversion ratios to the team and individuals
Share clear expectations of sales people's behaviours
Motivate and manage the team to success
2. Activity management
Agree measurable prospecting and other lead generation activity
Agree number of new sales meetings per week/month
Agree Number/value of quotations per week/month
Number of new/existing customer meetings
Review activity and progress through 1-2-1 meetings and use a CRM application to capture all opportunities
3. Sales skills
Observe how others sell
Do structured roles plays
Hold joint sales visits with feedback
Conduct Training during team meetings
Encourage the right behaviours
Discourage the wrong behaviours
If your sales strategy is lacking elements of the above feel free to get in touch I would be delighted to assist. Learn more