Resistance and Complaints

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Signs that you’re going to have issues with a particular team member include a resistance to forecasts or measurements—often, they’ll claim they don’t have time to measure because they’re “too busy selling.”

If a rep has a heavy reliance on a small number of accounts or they complain about changes to marketing, product, or process, they may be part of the issue on your team.

In some cases, these issues may be inherent to someone’s personality (as opposed to something you can solve by training and mentoring), and that may mean they’re not going to be a good fit for your team.

Look at the Environment You’ve Developed
In large part, you can create your own dysfunction peru telegram data by putting the wrong compensation plan in place, fostering extreme competition, or leading by the stick, punishing or penalizing without ever rewarding.

When it’s time to assess the health of your team, don’t forget to look inward to see what you could do better.

In sales, compensation is king. As much as it can motivate employees, it can also create an extremely hostile environment when done poorly.

Changing your compensation plan partway through the year or changing rules or territories unexpectedly can create this type of negative environment.

It encourages your reps to fight, hoard deals, hide deals or game the system.

In the end, your sales team will most likely behave the way you pay them to behave, so pay attention to your compensation plan and ensure you’re paying your employees for the habits and achievements you want to see.

Hire The Right People
Hiring can make a difference to your team’s environment as well.

Hire the right people for the type of sales your company makes.

A rep who’s excellent at closing multimillion dollar deals with a long sales cycle may fail on a team that needs monthly results with smaller revenues.