Do you feel that? It’s the feeling of time flying by. We’re already in mid-July. We’re past the halfway point and the fourth quarter is in sight. If your sales team is behind on their goals or your expectations, you running very short on time to correct by the end of the year.
Whether you’re a sales manager, a VP-level executive, or even in the C-suite, you probably feel the pressure if sales aren’t where they need to be. You understand the urgency better than anyone.
The challenge is understanding why your team isn’t performing. You honestly believe you have the right people in place and that they’re giving it their best effort. Your product or service is attractive, well-priced, and meets a need in the market place. So what’s the problem?
I’ve served as a sales leader, coach, and consultant for more than 30 years. What I’ve seen time and again is that when an organization has a widespread sales problem, the issue usually runs much deeper than just the sales department. If a team – rather than a handful of individuals – is struggling, the problem usually lies in the culture, structure or processes of the organization. Things the sales team can’t control but impacts their ability to be successful. You may even have a ‘sales prevention’ department or process!
Unfortunately, it can be hard to diagnose these problems from the inside. You’re in too deep. You don’t have the objectivity or outside perspective to clearly diagnose the organizational issues and if you think you know what they are, you may not know what to do to fix them. [Read more…]