Top 5 Reasons Why Your Sales Team Is Unproductive

Sales are a challenging task for any company, and running and managing and effective sales team is vital for your company's bottom line. Sales are the lifeblood of any company or organization. You need sales to drive revenue and keep a steady cash flow into the company. By finding solutions for the following you

Can improve your sales team performance and increase your sales.

5. Not Asking For The Business

This is key point in any sales cycle. Great sales people know how and when to ask for the business. They need to show your company's commitment to earning the business and be prepared to know what it takes to close the sale. By just being direct, straightforward and asking the prospect for the business can make the difference between winning and loosing a sale.

4. Inaccurate Sales Forecasting

Nothing is more frustrating for management than to have an inaccurate sales forecast. Most of the time sales people with over estimate what they will be able to close that month for a couple of reasons. Sometimes it is due to the sales rep wanting their sales pipeline to appear bigger than it really is, or because they want to look like they are doing a better job than they actually are. In order to get a better and more accurate forecast the sales rep really has to understand where they are in the sales cycle and just come and out ask the prospect when they can expect the sales to close. Sales Reps tend to guess instead of asking the prospect. Sometimes it helps if the prospect can have someone from management call or even another sales rep in order to effectively gage the sales forecast.

3. Poor Follow Up

Constant follow up with prospects will keep them engaged in the sales cycle. Even if the sale isn't going exactly where the rep would like, it is key to keep in contact with prospect at all time. Sometimes Reps know that they might not be getting a great lead and they will tend to treat that lead as second class and not give the attention to it that it deserves. By maintaining a strict follow up policy a company can get more out of the sales pipeline. Even if a prospect isn't buying right away, by maintaining close contact the business can often return at a latter time.

2. Not Enough Qualified Leads

This is truly a killer for any sales organization. Having a good qualified leads can keep the sales rep motivated and increase the chances of closing new business. Sales representatives often get discouraged when all they have to work with are poor qualified leads and too much time is wasted going after lower end accounts. By giving them more to work with, allows them to truly focus on those prospects that are qualified and are willing to spend the money to make the purchase. Every organization should evaluate how they are getting their leads. Often companies will attempt to give something free away such as an Ipod to increase leads. These leads are very poor and will take too much time and effort to shift through that is actually interested in the product or service versus who just wanted to win a free Ipod.

1. Unmotivated Sales Representatives

The bottom line is that sales people are lazy. Most organizations rely to heavily on the sales reps to go out do the hard work of prospecting to find new business. Sales reps are more interested in selling and feel that is what you hired them to do. When they have to spend 70% of their time looking for leads and knocking on doors, they can't do the follow up and truly focus on the sales cycle to close the new business that is needed to drive revenue. If they are already on a salary they tend it get too comfortable and rely just on that salary as an income. At this point most of the time they care very little if a deal is going to close because they have a guaranteed income anyways. It is important to find out what truly motivates your sales team and keep them motivated.

James Vinall- A B2B sales professional that specializes in Contract Sales and Lead Generation [http://www.theleadshark.com]

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