Sales Blog for Sales and Sales Management

I just delivered a session on sales management actions to drive sales revenue. The venue was Business Expert Webinars.  The primary message of the webinar is the topic of this post:  The 5 Dysfunctions of a Sales Team.

1. Poor performance management
2. Poor recruiting practices
3. Coaching instead of coaching for success
4. Lack of mentoring
5. Motivational strategies that don't work

It would be easy as a sales professional to ignore these five and deny that they either apply to you or say that you don't have these problems. But answer this question:  How are your new business sales?  If you are not up over last year or if you are not on track to hit your target goal this year, then you do have a problem.  I would like to help, but it has to start with you.

1. Performance management - Are you managing your sales activity to be extraordinary this year or to a level just to maintain the status quo to keep you job?  Your answer determines your success. Those that are exceeding goals this year have chosen to ignore the economic conditions and focus on being extraordinary. They are managing their sales activity to that level. You can do this.
   
2. Recruiting for a manager is the same as prospecting for a sales person.  Are you diligent in your prospecting or have you slacked off?  Now is a great time to prospect because most of your competitors are sitting in their office licking their wounds. Those that are succeeding this year have found that most everyone is willing to talk.  You can do this.
   
3. Coaching yourself or seeking the right coaching is critical.  Yes, the times have changed; yes, they are difficult; and yes, the buyers are thinking differently than they did 24 months ago. So, what have you changed? Those that are having success that I've talked to have adjusted. They have reached out to their managers for help and they continue to reach out to my staff and me for one-on-one coaching. Our SDE, Walt Gerano, is busier than ever with his one-on-one coaching practice.  You can do this.
   
4. Lack of mentoring is a problem that only you can decide to fix.  Find people that are getting it done.  Pick their brain.  Find out what they are doing and ask them if they would allow you to copy what they are doing. Ask if you can buy them lunch once a month to be mentored.  You can do this.
   
5. Motivation is an inside-out job. I learned that from Mark Victor Hansen years ago.  You have to re-establish your personal goals, develop a goal accomplishment plan and then go back to step #1 - manage your performance.  In the words of Napoleon Hill:  "If it is to be, it is up to me."  You can do this.