How To Know You're Failing Your Sales Team Video Lecture | B2B Sales: Tips and Strategies

hey this is all you today I want to do a
quick video for all the sales leaders
and sales managers out there I don't
want to talk a little bit about how to
know when you're failing your to your
team when you're failing your sales team
now I know that as a sales manager you
obviously have your team's best
interests in mind I mean I know that as
a manager the future the success the the
performance of your team is important
and I know that you genuinely care about
everybody on the team but in spite of
your best intentions things don't always
plan or things don't always work out the
way that you would like them to right so
here's a couple of ways to spot early on
some early warning signs that you may be
failing your sales team number one they
don't take your advice seriously I can
tell you how often I come across
situations sales management calls me
episodes I go I got a question whatever
I speak with my guys whenever I try to
give them a piece of advice on maybe how
to do something better or differently
they just don't seem to listen this is
an early warning sign it means that
you've not yet established a credibility
and the rapport that you need in order
to successfully coach your people my
recommendation there is to try and
isolate why that's not the case why it's
not working yet and in try on building
try building the relationship first a
little bit before you start coaching
your people number two another way to
tell that you're failing in your sales
team is you're just laying the pig now I
did say weighing the pig I know it's
funny to talk about pigs in a sales
video like this so let me explain a
while ago I was talking to a delightful
English gentleman and he told me when I
told him about some of our research he
said I go that's like weighing the pig
and I said well what do you mean
apparently it turns out there's this
expression in English in the UK weighing
the pig doesn't make it fatter and what
it means is that by just observing
metrics you're not gonna get anywhere so
if you're at the beginning of the week
you're looking at your dashboard and
you're looking at your usual suspect
right conversion rates lead cycle times
close rates win rates number of
proposals number of sales calls and
meetings that your people are having and
then at the end of the week you're doing
the same and if if everything goes up
you're happy and if it doesn't you're
not that's not sales management I'm
sorry that I'm sorry
to give you a hard trace here but that
is not sales management what you need to
be doing is you really need to be
coaching your people mentoring your
people your role should be as much
mentoring and coaching as possible in
fact the research that we've done a
regular upon this has clearly shown that
top performing sales organization have a
coaching culture a sales management and
leadership spends vastly more time
coaching and managing their people than
in you know sort of mid-level or even
poor performing organizations number
three a telltale sign that you're
failing your sales team is when you
spend more time meeting than actually
managing when you spent or more timing
meetings and conference calls and
actually managing your people that's not
good
now I realize that for many of you when
I say that you might say hey but I go
I'm expected to be in those meetings
well let me push back on that a little
bit
are you really do you really have to be
in all of those meetings I would argue
that chances are you're probably not
required on all of them I would
encourage you to push back whenever
someone sends you a meeting request
especially for one of these three hour
marathon meetings that you sometimes get
push back and say you know is my
presence absolutely required what am I
going to do there what's my added value
for being a part of this so three quick
signs that you may be failing your sales
team in spite of your best intentions
number one they don't take your advice
seriously you tell them something they
don't seem to implement and even though
you repeatedly tell them they still
don't probably an early warning sign
number two you're weighing the page
you're just looking at metrics and
dashboards beginning of the week end of
the week and number three you spend more
time in meetings and actually managing
if you liked that video subscribe to my
youtube channel there's a lot of
concrete tangible practical tips and
advice here for you I look forward to
seeing you on the next video