Dealbreakers: The 7 Biggest Threats to Sales Team Effectiveness

Last updated on: February 16, 2024

Salgsteamets effektivitet har direkte innvirkning på organisasjonens samlede suksess.

Unfortunately, according to a recent study, only 24.3% of salespeople exceed their quotas. Why does sales team effectiveness sometimes fail to live up to expectations, and what can you do about it?

In this blog post, we’ll look at the top seven elements that damage sales team effectiveness and explore practical sales enablement strategies that you can use to improve your win rates.

1. No formal coaching

One of the biggest obstacles to sales team effectiveness is a lack of formal coaching. CSO Insights’ 2019 Sales Enablement Optimization Study found that only 37% of businesses have a formal sales coaching process. [Tweet this!]

This is problematic because coaching is where new information is reinforced so that it is put into action. Indeed, that same study found that a dynamic coaching process led a win rate that was 19% higher than the average.

2. No sales management training

Similarly, the presence of sales management training was also identified by CSO Insights as a factor in sales team effectiveness. Sales managers have a profound impact on productivity, execution, and sales development, and the CSO Insights study found that when companies invested more in sales management training, they saw significant improvements in revenue attainment.

Til tross for dette blir salgsledere i førstelinjen fortsatt neglisjert, og det er dobbelt så vanlig at organisasjoner ikke tilbyr lederopplæring som at de ikke gir opplæring til vanlige selgere.

3. Unskilled salespeople

While much can be achieved by implementing high-level training and coaching programs, some skills required for sales are difficult to teach. Sales requires a wide range of skills, including soft skills like empathy and resilience.

Relatert: "Empati er en superkraft innen markedsføring og salg": Spørsmål og svar med Brian Carroll fra Markempa

For this reason, you need to develop a hiring strategy that quickly and accurately identifies whether or not a candidate has the necessary mindset and traits for the job, regardless of previous experience.

4. An uncomfortable workplace

En dårlig utformet arbeidsplass kan være til stor skade for produktiviteten, moralen og motivasjonen, og det gjelder alt fra utformingen av salgsavdelingen til stolene selgerne sitter på.

In particular, when it comes to sales, a certain level of sound privacy is essential for maximizing effectiveness. Uncomfortable working spaces, a lack of natural light, and excessive noise have also all been associated with increased staff turnover, meaning investment in training and coaching could potentially be wasted.

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5. Lack of customer journey alignment

In their sales enablement study, CSO Insights also established the importance of sales alignment, with dynamic customer journey alignment boosting win rates by nearly 18% above the average.

Nevertheless, approximately 48% of organizations do not actively align their sales processes to their customers’ journey or have only an informal alignment process, hurting their own sales performance as a consequence.

6. Poor staff relationships

Et annet element som kan være til betydelig hinder for salgsteamets effektivitet, er et dårlig forhold mellom selgere og linjelederne deres. Dette kan påvirke motivasjonen negativt, redusere produktiviteten og gjøre selgerne mindre tilbøyelige til å respondere positivt på salgscoaching.

I tillegg er dårlige relasjoner på arbeidsplassen en viktig årsak til stress, sykdom, fravær og turnover. [Tweet dette!]

7. Unhelpful sales content

Finally, the quality of the content your business puts out can have a major impact on social selling effectiveness. Indeed, CSO Insights’ Sales Enablement Optimization Study found that companies with a formal content strategy increased their win rates by around 27%.

Det er en grunn til at uttrykket "content is king" eksisterer, og det er viktig at du tar deg tid til å skape og dele nyttig og unikt innhold av høy kvalitet med målgruppen din.

Konklusjon

Research shows that well over a third of all salespeople are currently under-performing, and while some lack the necessary skills, others have their effectiveness limited by poor business practices. In particular, companies need to pay attention to training, coaching, and customer journey alignment.

Forfatterens biografi:

Monika Götzmann er markedsdirektør for EMEA i Miller Heiman Group. Miller Heiman Groupsom er et globalt selskap innen salgstrening og kundeopplevelse. Selskapet spesialiserer seg på å tilby eksepsjonell salgstrening og hjelper organisasjoner med å utvikle forretningsstrategier for å øke salgseffektivitet. Monika liker å dele sin innsikt og sine tanker for å gi bedre salgs- og ledertrening.

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