Your sales staff is underperforming, but you can’t figure out why. You’re pretty sure that you’ve hired the best possible talents, but some days it seems like your sales management is lagging behind.
According to a recent study cited by HBR, 69% of salespeople who exceeded their annual quota rated their sales manager as excellent or above average. Hence, do your sales managers really know how to guide and motivate your sales folks?
Where did you go wrong?
Poor sales performance can be the result of a number of factors:
- Lack of necessary skills & knowledge
- Inefficient pipeline & process design
- Poor use of CRM & other tools
- Inadequate compensation & incentives
Your sales team is only as good as the manager who shows the path. Without proper guidance and direction, achieving your revenue goal can be really difficult.
Here are 3 Very Common Mistakes to Avoid