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The Sales Management. Simplified. Podcast with Mike Weinberg
The #1 Reason Your Sales Team Is Not Bringing In More New Business
Aug 23, 2023
The podcast explores the #1 reason why sales teams struggle to bring in new business. It discusses the common challenges faced by sales teams and emphasizes the need to prioritize high-payoff activities. The chapter highlights the struggle salespeople face in developing new business and suggests that leaders should reevaluate their priorities and hold sales teams accountable.
31:10
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Quick takeaways
- Salespeople often prioritize non-sales activities over creating new business opportunities, hindering overall sales results.
- Sales leaders need to prioritize accountability and refocus sales teams on their primary job of generating new business.
Deep dives
Salespeople prioritizing non-sales activities
Many salespeople are spending their time on non-sales activities like customer service, delivery, and administrative tasks, instead of focusing on creating new business opportunities. They view these tasks as excuses not to do the heavy lifting required for selling, such as reaching out to difficult customers or prospecting for new leads. This behavior is pervasive, particularly among relational salespeople who derive satisfaction from over-serving their customers. However, this neglect of sales responsibilities is detrimental to overall sales results, as salespeople fail to devote sufficient time to high-payoff activities that generate new sales.
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Discover
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Listen to the best highlights from the podcasts you love and dive into the full episode