There is a language that unsuccessful sales people have. They use it to diffuse the scent, and ask management to suspend judgement about their performance. And for some reason Sales Managers fall for it, “better the devil we know, cost of finding someone else, upsetting the apple cart….” whatever it is
Here are the signs your sales team are doormats that your prospects walk all over.
- “They will buy next month…”
- “It was price, we were too expensive”
- “We lost on functionality”
- “We are just waiting for one more signature”
- “We need a better website” (I actually heard this in a sales meeting).
- Conduct a review of one opportunity. Ask them to tell you about any prospect. See how long they speak for. Rough rule, the longer they speak, the more they know, the better they are
- Go on a sales call with them (coaching call), see how much they talk vs listen (As a guide, listening and questioning – 70%, speaking – 30%)
- Prepare a Performance Improvement Plan – a plan to help them improve the situation.
- Buddy them up with a high performer.
- Get sales training, or organise a coach for them.