A Big Picture Diagnostic: 5 Reasons Your Sales Team May Not Be Developing More New Business
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Nov 25, 2024
Discover the 'Buckets of Blame' framework to uncover obstacles hindering sales teams from generating new business. Explore the alarming fact that 86% of sales managers lack formal training, and learn why it’s vital to address this gap. Delve into cultural and management factors affecting performance, along with the importance of tailored training. Gain insights on proactive recruitment strategies to attract top talent, ensuring your team is set for success. Plus, hear about the power of individual business plans for salespeople.
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insights INSIGHT
Buckets of Blame
Sales teams often struggle with bringing in new business due to multiple factors.
These factors can range from individual sales skills to broader management and structural issues.
volunteer_activism ADVICE
Sales Focus vs. Skill
Evaluate sales shortfalls by considering two key areas: focus and skill.
Determine how much blame to assign to each to pinpoint areas needing improvement.
insights INSIGHT
Key Sales Activities
Sales productivity is driven by focusing on key sales activities: creating, advancing, and closing opportunities.
Other tasks, like onboarding or customer service, can distract from revenue generation.
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This book provides a proven formula for prospecting, developing, and closing deals. It covers strategies such as identifying genuine prospects, drafting a compelling sales story, using email, voicemail, and social media effectively, and structuring winning sales calls. With a no-nonsense approach and practical advice, the book helps sales professionals overcome common mistakes and build a successful business development strategy.
Sales Management. Simplified.
Mike Weinberg
L.J. Ganser
Mike Weinberg's "Sales Management Simplified" is a comprehensive guide for sales managers seeking to improve their team's performance and create a high-performing sales culture. The book delves into various aspects of sales management, including accountability, coaching, compensation, and recruiting. It offers practical strategies and frameworks to address common challenges faced by sales leaders. Weinberg's insights are based on his extensive experience working with sales teams and his understanding of the dynamics of sales organizations. The book is known for its straightforward approach and actionable advice, making it a valuable resource for sales managers at all levels.
Episode 84 was inspired by a recent discovery meeting between Mike and a smaller company looking for his help to take their new business development game to a new level.
During the conversation, Mike shared his simple “Buckets of Blame” framework to help these executives get a big picture 30,000-foot view of five potential obstacles that may be preventing their sales team from bringing in new business at the desired rate – and to estimate the percentage of “blame” to attribute to each of the five buckets.
Take a listen to see which of these buckets might be preventing you (or your team) from winning MORE NEW SALES.
Mike wraps up the episode with a reminder to sales leaders about the power and value from having salespeople draft individual business plans for the coming year and points you to several valuable resources to help with that initiative.
The Sales Management. Simplified. Podcast with Mike Weinberg 
