We can all have a bad streak in sales, it is almost inevitable.
As a sales manager, you must look beyond the financial cost this may bring to your business.
Remember that sales are commission-based. Therefore, poor performance affects your sales executive's livelihood. There is a genuine emotional cost that comes from a losing streak or missed goals.
You don't have to do anything more to put canada whatsapp pressure on your team. In many cases, if you don't sell, you don't eat... this is enough negative reinforcement. Don't you think?
This can lead to feelings of helplessness and an inability to make the right decisions. It can even lead to self-sabotage, where the salesperson is so used to failure that they unconsciously design it in.
Now imagine adding to this the common failure management method. This consists of blaming, isolating and eventually firing the salesperson who hits a slump. In that case, you are not really helping anything.
All you have done is end up with one less member of the sales force. Now you have a recruiting problem and you have demoralized the rest of your team.
Using the punishment method for not meeting objectives does not generate loyalty or trust.
On the other hand, a support, help and recovery plan is what makes goals achieved.
Think of more permanent alternatives. Don't use fear as a motivational tool, as it will only serve you in the short term.
2. Create a supportive environment
Almost always the first person to sense impending disaster is the person who is failing.
Many salespeople do everything they can to hide the fact that they are going through a bad streak of failure.
The fear of losing our jobs makes us lie about our performance. We wait for things to change until we reach a point of no return.
Have you ever been in this kind of situation?
Your job is to create a work environment where your sales executives can be honest. That is, they don't have to constantly fear losing their jobs or being humiliated.
“Let your team know that they can let you know when things start to go wrong without the fear of losing their jobs. This way, they will act as your own warning system.”
They should not have to hide their anxiety and stress level. You should support them in handling the situation in the best way possible.
Sales offices are well known for being a very competitive environment.
If the team knows that a member is going through a problem, they often avoid or ignore them. They do this instead of actively supporting them.
This increases the negativity that already exists and increases the pressure on the seller.
Some basic steps to prevent your team from failing with training are essential. Sales shadowing sessions are a good exercise. There, the salesperson observes the practices of the sales leader in the office for a day. On the other hand, having well-implemented sales processes is key to avoiding failures in your sales team.
Likewise, you should have an alert system. This should help you identify when one of your executives is about to hit a slump.
