In this episode, we discuss the challenges that sales managers and salespeople face in hitting their targets and achieving their goals. Despite being qualified on paper, many sales teams fail. This is due to a lack of defined roles, which makes it difficult for businesses to specify their expectations and identify the necessary skills for success. By defining the role of the sales team, we can provide targeted training and coaching, helping salespeople to maximize their potential.

To coach a sales team effectively, it's important to establish their role and ensure that training aligns with that role. Salespeople tend to learn through observation, but this can lead to mimicry of less successful behaviors.

A sales manager needs to utilize negative thinking to identify potential problems, such as ineffective messaging, lacking sales strategy, poor prospecting, ineffective selling and negotiation, and missed sales opportunities. By focusing on these aspects, a sales team can ensure they are maximizing their potential and covering the necessary aspects of their role.

It's important to clarify the role of the sales team. By doing so, we can provide appropriate training and coaching and ensure that the team is meeting their sales goals. Messaging needs to be specific, providing a clear framework for the sales team to work within.

A special meeting can be called to communicate expectations and outline the goals for the team. The overall message should be focused on constant improvement and teamwork. Failure to define the role of the sales team will lead to missed opportunities.

Episode 17 - Sales Roles are Misunderstood | Sales Virtual