The Company Doesn’t Focus on Sales

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But what happens when the word dysfunction applies to your sales team?

In particular, when a dysfunctional sales team is preventing you from getting the results your company needs to move forward, how do you identify the root cause of the problem, eliminate it, and transition from dysfunctional to high-impact?

Dysfunction on your team may be inherited or may be something you’ve created inadvertently, but the important thing to understand is that it can be identified and fixed.

Signs of Dysfunction
As we always hear, the first step to a solution is admitting you have a problem.

Keep an eye out for some tell-tale signs within mexico telegram data your sales team and your company at large that indicate you may be facing a problem.

If product management, development and engineering are the main focus at your company, and the CEO or head of sales has a background in finance, product management, or development—not sales and marketing—the company as a whole may not be sales-focused and that may trickle down to your team.

The Team Isn’t Focused on Numbers with Visible Reminders
Take a minute to look around. Are sales targets written on the walls, on whiteboards, tacked to cubicles?

If not, there’s a lack of focus on those numbers for your team, and that’s a problem.

The Sales Group Doesn’t Know Its Funnel or Projections
Ask your sales team and managers to define their funnel—ask them what they’re working on and what’s closing soon. Question them on their revenue forecasts and margins.

If they can’t give you simple, concise answers, they’re not functioning smoothly.

In fact, the topic of hitting targets, bonuses, and commissions should be frequently discussed within the team.