Boosting sales performance is not easy and at its core, it's all about setting the right culture and leadership.
People who feel better in their work will perform better in their work. So, building and maintaining a positive company culture is the foundation for boosting sales team performance. All other aspects of a business depend on a well-managed sales team that performs well, so getting this culture right is crucial for long-term business success.
Almost half of the sales leaders responding to a Salessound 2023 survey felt they had received little or no training for their leadership role. In the businesses of those leaders, almost 70% of the responses to questions about company culture were negative or neutral. The prevalence of poor workplace culture was clear in other survey responses. When asked to describe their company culture in a single word, roughly half of the responses included words such as inclusive, open, and collaborative. In contrast, the other half used words such as inconsistent, abrupt, and chaotic. Salespeople are interested in the same things which motivate everyone else in a modern workplace. Achieving targets, earnings, and results is essential, but feeling engaged, valued, and listened to is also increasingly important. Often more important than a relentless focus on targets alone. Managing a team well is not only about pursuing metrics. It’s about broader engagement, communication and knowledge sharing. Salespeople who are not well-managed and motivated will leave businesses, and replacing them will be costly. Businesses which don’t gather and share salespeople's valuable knowledge will also lose opportunities to create new benefits for customers.
What are the main challenges and barriers organisations face when setting the foundations for improved sales team performance?
Overcoming performance obstacles is not simple, and takes determination, leadership commitment, leading by example, continuous improvement, and a long-term view. But all businesses can take some simple and achievable key steps:
Salessound provides the tools leaders need to lay the foundations for better sales performance:
With these tools sales leaders can:
Getting the right culture, leadership and tools in place are essential steps for any leader hoping to boost sales performance. Salessound is one of the best places to start.