Why Your Sales Team Isn’t Hitting Targets (And What to Do About It)
Hiring a strong sales team is one thing, but ensuring they consistently hit targets is another. Working closely with sales leaders, we see them struggle with teams that underperform and can’t evolve with their business.
More often than not, the issue isn’t just about individual effort. Sure, hiring people who can persevere and be coached is important. But, the training and support coming from leadership is vital to your success.
There are as many different causes as there are ways to underperform in sales – and this can be tough to navigate as a leader. But, don’t worry – we’ve put together a problem-solving guide to help you optimise your team for success.
You’re Hiring the Wrong Salespeople
Too many businesses pass on amazing salespeople because they hire for past experience rather than future potential. Yes, a CV with years of sales experience may look great on paper. But, it doesn’t mean they’ll be the right fit for your culture, product or sales cycle.
So, the next time you need to expand your sales team, go beyond the CV. It takes longer, but getting to truly understand your candidates and know their personality and ambitions leads to a more confident hire. During your conversations, ensure you prioritise key competencies like resilience, coachability and communication.
Your Onboarding Drops Them in at The Deep End
Even the best hires will struggle without a solid onboarding process. Striking the balance between throwing them in at the deep end and coddling them is tough, but it is the key to making an ROI as well as building their skill set & confidence.
Any structured onboarding process should include induction & finding out about the company & product. But it should also be the start of continuous learning and development as they progress. Think: shadowing top performers, call listening and coaching sessions.
Here at Prime, we know that every new salesperson needs a structured path to success. That’s why we developed our Prime Sales Academy. It takes SDRs through everything that they need to know to succeed, without all of the irrelevant fluff, so they can ramp up faster.
Your Leadership Lacks Accountability
Ultimately, a team’s success is down to its leadership. Management must proactively support, motivate and direct their team if they want to meet their KPIs. It’s also vital that leaders set the expectations for the team and lead from the front.
Great sales leaders don’t just talk about the standard; they set it themselves. This might mean creating a direct line of communication for support and feedback, keeping a close eye on KPIs and targets & holding everyone accountable whilst showing you trust your staff.
You’re Not Managing Your Pipeline Effectively
In sales, your pipeline is everything. It is a direct result of the work you and your team put in, and can even be a useful tool for forecasting your future success. When it’s not managed properly, though, it can lead to directionless effort from your team and, ultimately, underperformance.
The most important thing to consider is your pipeline process. It should be absolutely airtight, yet simple for your team to navigate and not allow valuable leads to slip through the cracks. Another aspect to consider is updating your sales training. If they have a toolkit of approaches & techniques, they can tackle every lead effectively.
Your Training Plan Needs Work
Sales is evolving. What worked five years ago may not work today. If your team is still relying on outdated scripts, ignoring new sales tech, or resisting modern prospecting techniques, they’ll struggle to close deals.
To turn the tides on poor training, first look at your existing strategy. Is it serving the needs of your industry, your team and your prospective customers? If it isn’t, you may need to look for a new provider. This is where the Prime Sales Academy (PSA), or one of our bespoke training schemes, can help. To learn more about the PSA, as well as our other training offerings, click here.
Final Thoughts
If your sales team isn’t hitting targets, don’t just blame the individuals – look at the bigger picture. The right hiring, training and leadership make all the difference.
Sometimes, that means consulting the experts. At This is Prime, we specialise in finding high-potential salespeople who are built for success. We also provide award-winning sales training both pre- and post-placement.
So, whether you need fresh talent or support in developing your existing team, get in touch with Team Prime today.
