Sales Coaching Tip – When the Team Fails …

Sales Coaching Tip – When the Team Fails to Meet Their Targets …

When the team fails to meet their targets, don’t just give a pep talk.

When the team fails to meet their targets, don’t just increase their incentives.

When the team fails to meet their targets, turn it into an opportunity to investigate.

Failure to reach sales targets is feedback. Use it to discover what is going on behind the sale. We’re often surprised by what we discover when we treat the team’s failure to reach their targets as an opportunity to investigate.

For example, in one company when the sales numbers of a new product were less than half of what was projected, we discovered team members were telling clients their product was expensive. As it turns out, no one had provided the team with any training about how their new product was the best on the market at the best price … and how it actually saved clients money. Because of the lack of training, the sales team actually reduced the sales of the new product.

Take another look at your team’s failure to reach their targets and position it as an opportunity to investigate. You just might surprise yourself with what you discover and get better sales results in the long run.

What product is not selling as well as has been projected?

What kind of sales training has your team members received around that product?

When are you going to get a chance to coach them on how to sell that product?

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