HTSS205 - Why your sales team is failing (part 2) - Scott Sylvan Bell

<p>The reasons why your sales team is failing </p> <p>This may be a tough conversation for some Executives, Business Owners as well as Managers. It's not always the sales team's problem that creates a lack of sales. For this reason, we are not going to talk about salespeople. We will exclude salespeople from this conversation just for a moment. For a moment we will imagine that they are perfect. This is the only way we can examine this side of the conversation. </p> <p>The problems internally in your business</p> <p>When you look at the people inside your business running they show, are they the right people? You could have the right team inside the sales department with a great manager and great team.   You could have a wrong culture outside of the sales team. Your support staff may be the problem. There is no common goal to take care of the client. There is the idea “I need to get my job done and the client will work around me”. This is where the office makes it difficult to do business:</p> <ul><li>They reschedule</li> <li>They don’t call back / email</li> <li>They don’t care about the outcome of the client</li> <li>The process is more important than anything else</li> <li>They talk trash on salespeople</li> <li>They say persnickety things to salespeople</li> </ul> <p>The office created problems for salespeople </p> <p>When the office staff doesn't want to help clients or help salespeople in their roles it creates chaos. Salespeople can hit downturns in sales for the sole reason they get caught up in all of the office issues. These feelings can make salespeople question, their role as well as if the buyer is going to be happy with the product, service, install or delivery. This is a tough feeling for salespeople as they can think internally:</p> <ul><li>You want me to close the deal but you don't want to give me the help I need</li> <li>You want me to get the “gross profit” but the office can hinder the process </li> <li>You want me to keep clients “happy” after they have had probl