Examine Individual Behavior

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The following are steps you can take to mitigate dysfunction on the team.

How To Prevent And Reverse Dysfunction In Your Sales Team
Focus on the Pipeline
Highly functional sales teams focus on the pipeline, build camaraderie and surge forward at month and quarter end.

They’re extremely results-oriented and they focus their office work and activities on obtaining those results.

If your sales team isn’t getting results, the first step you should take is to manage by walking around the floor.

Make sure the room isn’t quiet and listen to the conversations going on to help you determine why your reps are not hitting their targets.

Is it because the pipeline isn’t filled, or do they have poor closing skills?

Dig deep: if the pipeline’s not full, decide what the root of the issue is.

Consider whether the problem is willingness oman telegram data or ability. Are your reps being lazy or ineffective, or are they working with a bad product or problematic sales process?

Whatever is preventing your reps from working with a full pipeline and closing deals, identify and eliminate it.

It’s a cliché, but it’s true: one bad apple can spoil the whole bunch.

In many cases, this issue can be one you inherit from a previous sales leader, but a problem employee still needs to be dealt with.

Take a look at the individual members of your team and how they’re behaving in professional situations.

Are the reps taking their jobs seriously, or are they playing games or enjoying themselves, possibly at the expense of the company’s reputation or relationship with the client?