Dealbreakers: The 7 Biggest Threats to Sales Team Effectiveness

Last updated on: February 16, 2024

A eficácia da sua equipa de vendas tem um impacto direto no sucesso global da sua organização.

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.

Apesar disso, os gestores de vendas da linha da frente continuam a ser negligenciados e as organizações que não oferecem formação aos gestores são duas vezes mais comuns do que as que não dão formação aos vendedores comuns.

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.

Relacionadas: "A empatia é um superpoder no marketing e nas vendas": Perguntas e respostas com Brian Carroll da 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

Um local de trabalho mal concebido pode prejudicar gravemente a produtividade, a moral e a motivação, e isto inclui tudo, desde a disposição geral do piso de vendas até às cadeiras em que os vendedores se sentam.

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.

DESCARREGAR

16 modelos de e-mails frios que os especialistas em vendas juram usar

Conheça as tácticas de correio eletrónico que os profissionais de vendas B2B utilizam para cativar os seus clientes.

 

LER MAIS

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

Outro elemento que pode prejudicar significativamente a eficácia da equipa de vendas é uma má relação entre os representantes de vendas e os seus gestores de linha. Este facto pode ter um impacto negativo na motivação, reduzir a produtividade e tornar os vendedores menos propensos a responder positivamente a qualquer formação em vendas que lhes seja oferecida.

Além disso, as más relações no local de trabalho são uma das principais causas de stress, doença, absentismo e rotação de pessoal. [Tweet isto!]

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%.

A expressão "o conteúdo é rei" existe por uma razão e é fundamental que dedique tempo a criar e partilhar conteúdo de alta qualidade, genuinamente útil e único com o seu público-alvo.

Conclusão

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.

Biografia do autor:

Monika Götzmann é a Directora de Marketing EMEA do Grupo Miller Heimanuma empresa global de formação em vendas e experiência do cliente. É especializada na prestação de formação excecional em vendas e ajuda as organizações a desenvolver estratégias empresariais para aumentar eficácia das vendas. Monika gosta de partilhar a sua visão e pensamentos para proporcionar uma melhor formação em vendas e liderança.

NÃO É NECESSÁRIO CARTÃO DE CRÉDITO

Boost your sales team’s effectiveness with an easy-to-use CRM

To see if Nutshell is the right CRM for your sales team, start a 14-day free trial today!

 

VAMOS LÁ!

VOLTAR AO TOPO

Junte-se a mais de 30.000 outros profissionais de vendas e marketing. Subscreva a nossa newsletter Sell to Win!