Paratus Consulting
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Business Owners often think that their struggle with having low sales is that they are hiring the wrong people or they think that they can keep the sales team motivated by offering cheesy prizes. The sales team is then blamed for the lack of sales when the real problem is the lack of support and training which then keeps the sales team from taking ownership of their goals. This then directly circles back to the small business owner and they have low sales, a dilapidated sales force and frustrations from everyone. That monthly board meeting can get stressful, especially when you have shareholders that aren't happy with the last month's sales revenue. What I have found is that by have a positive team approach to meet the company sales goal is a must. Having clear communication from who sets the sales goals to the support staff. Some companies have their executive staff hold members of the sales team accountable each, this just isn't the type of solution that can work. This adds another item on the executives plate that they didn't "sign up for" and they lack the training to give the rep the support and attention that they need. Sitting on those monthly meetings with your peers is stressful, having an executive team that runs the company and have never actually sold anything - to train and hold the sales reps accountable is just as stressful and will help keep the revolving door moving. Using two things can help solve this... give the sales team the support that they need (individually and as a team) and have clear communication from the executive team to the support staff. Our methodology teaches small business owners what they need to tweak from their onboarding process to full continuous support for the sales team as well as individually.
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