Leading a sales team that isn’t delivering is a tough spot to be in, I’ve been there.
You push harder. You chase progress and numbers. You hold more meetings. Yet the results don’t improve. Sound familiar?
Many sales leaders fall into these common pitfalls. Recognizing them is the first step to fixing them.
There are countless reasons for underperformance, both internal and external. But let’s focus on what you can control: your sales team.
Here’s what holding you back:
1.You have a group of people, not a team
Your reps operate in silos. It’s your job to create a strong team culture that drives collaboration and results.
2. you compensate for bad CRM practices by chasing numbers
If you don’t leverage everything your CRM can offer, you’ll drown in manual work instead of focusing on coaching, strategy, and execution.
3. Your meetings are focused on reviewing numbers
Instead, use meetings to solve problems, share best practices, and refine your business approach.
4. You, the sales leader, are the best sales rep on your team
If you’re the top seller, you’re not leading, you’re competing. Your job is to build a team of top sales performers, not to be one. Sales reps and sales leaders have different jobs and require different skill sets.
5. You’re drowning in tactics, spending no time on strategy
The daily pressure drives your activity, leaving no time to challenge your strategy, improve processes, or develop long-term plans. If you’re working on strategy only on weekends, it’s time to rethink your focus.
What to do instead:
1. Build a true team
Create a culture of trust and shared success. Your role is to turn a group of individuals into a high-performing team.
2. Make the CRM work for you
Once data quality is in place, use CRM insights to guide strategic decisions, not just to track target completion.
3. Make each meeting count
Every sales meeting should add value: coaching, sharing best practices, solving problems. Numbers are the outcome, not the agenda.
4. Be a leader, not an extra sales rep
Invest in your leadership skills as much as you develop your team’s sales capabilities and resilience.
5. Create space for strategy
Delegate. Empower your team to contribute to and help finetune your strategy. Your job is to lead, not to micromanage.
Do these challenges sound familiar? You’re not alone.
Let’s chat about how to overcome them.
