The Sales Management. Simplified. Podcast with Mike Weinberg 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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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.
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.
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.
