We can fall victim to the “quantity myth” when leading a sales team. We wonder why our sales team isn’t consistently hitting targets. Here comes the “quantity myth”. We believe we could help our sales team by providing more leads, more interns, or more incentives for high sales.
Here are four signs that your sales team needs help with their sales strategy plan. If you see any of these red flags, it’s time to develop a new sales strategy that will help your team achieve quarterly goals.
- Your team is constantly prospecting
- You lack prospect knowledge
- Not talking to decision-makers
- You can’t seem to break into a niche market
Your team is constantly prospecting
Prospecting is the most vita; step in sales. As you build a client database, you’re also setting market fit goals for your sales team.
The problem is that sales teams can get caught up in the prospecting trap and never sell. This can happen if you don’t reach out to the right people or if your sales team lacks the tools.
You lack prospect knowledge
Even if you have a lot of leads and your team is not prospecting, sales data can be difficult to manage. This problem arises when a team has too much data but not enough quality.
This can happen when you buy incomplete AI-verified sales data. If your team is unfamiliar with their prospects, they will spend too much time learning about them and not enough time selling. They will frequently run into misinformation and unsuitable prospects.
Not talking to decision-makers
Insufficient information about the company structure can also slow down your sales team. When your salespeople don’t know the company’s structure, they waste time selling to non-decision-makers.
Check with your team to see how often they reach decision-makers at the companies they call. Finding a decision-maker takes time. A lot of time is wasted talking to the wrong people.
You can’t seem to break into a niche market
Your company’s founders likely thought sales would be easy because they catered to a small niche market. Sadly, capturing a niche market isn’t always a reality.
Sales teams working in a niche market can struggle to persuade prospects to buy. Why? There are several reasons. If another company has been servicing a niche market for years, competition can be fierce. It’s also difficult to break into a niche market because companies are reluctant to try new products or services.
If your team is having trouble breaking into a market, review and revise your sales strategy. What issues are causing negative reviews? What are the major space needs? How well-known are you in the market?