Vous avez affaire à des membres de l’équipe sous-performants dans les ventes. Comment gardez-vous le reste de votre équipe motivé ?

Dealing with underperforming sales team members in the blockchain industry requires addressing issues directly while keeping the rest motivated. Set clear goals and offer targeted training to improve skills. Recognize and reward success to boost morale. Maintain open communication to understand challenges and provide support. By fostering a culture of continuous improvement and recognition, you can keep your team motivated and focused on achieving sales targets. This approach has proven effective in my experience.

When a team member's performance dips, prompt action is crucial. "If you have decision makers that you haven't got to you are at risk." This holds true internally as well. Addressing issues with empathy and support creates a culture where challenges are met with assistance, not punishment. Private conversations to uncover root causes, whether external factors or role misunderstandings, are key. This approach not only aids the individual but also motivates the entire team, demonstrating our commitment to personal development and collective success. Let's build a high-performing, supportive sales culture.

Addressing an issue is straightforward, but the real challenge lies in proactively helping a rep avoid these issues altogether. Example below... Great sales leaders are proactive in identifying low performance early, and using baseline performance metrics to help coach their team effectively. As a leader, you are accountable for your team’s performance. The best way to preempt issues is to clearly define the sales activities necessary for each member of the team to succeed. - then lead, coach, and manage to it. Often, issues become apparent during pipeline review calls. How is the call managed? Is it consistently done? Does the org (manager and reps) know what is expected of them on the call. Are the questions consistent...etc.

Underperforming in sales happens to every salesperson (at least once), and I can also recall "bad days" that happened to me as well. Here's the approach that I use with my sales teams when someone is underperforming: - Providing support and additional training to those underperforming. They will win more with One-On-One training! - Set clear, achievable goals for the entire team But make sure to celebrate even the smallest success. - Foster a collaborative and positive team culture. It can be done by pairing salespeople, or even changing the sitting arrangements. You maintain high morale and drive overall success by supporting each member individually while developing team efforts and successes.

To maintain a motivated sales team, promptly address performance issues. Identify root causes like skill gaps or external factors through private, empathetic discussions. This approach demonstrates your concern for their success and uncovers potential problems impacting others. Implement a performance improvement plan (PIP) with clear goals to get them back on track. Addressing issues directly fosters a positive and motivated environment.

Clarity in goals is the cornerstone of a motivated sales team. "Strategy is how you set yourself up for the game... what happens during the game is tactics." Ensure each team member understands their targets and how their contributions impact overall success. When goals are clear, measurable, and achievable, it instills purpose and direction. For underperformers, align goals with their abilities to provide realistic challenges, while keeping the rest of the team engaged and striving towards their own targets. This approach fosters a culture of continuous improvement and collective achievement.

Ambiguity in expectations can lead to demotivation. Establish SMART (Specific, Measurable, Achievable, Relevant, Time-bound) goals to ensure everyone understands what's expected and can track progress. Regularly review and adjust goals as needed. Involve the team in goal-setting to increase buy-in and ownership. Clear, aligned goals focused on individual capabilities keep team members motivated and driven, leading to improved performance.

Dealing with underperforming sales team members can be challenging, but keeping the rest of the team motivated is crucial. Setting clear goals is essential. According to Harvard Business Review, teams with well-defined goals are 20% more productive. McKinsey's recent study highlights that 64% of high-performing sales teams attribute their success to clear, achievable objectives. Academically, Locke and Latham's Goal Setting Theory emphasizes that specific goals enhance performance. Regularly communicate expectations, celebrate milestones, and provide feedback. This approach fosters accountability and ensures continuous motivation across the team.

Setting clear goals means helping the team understand the effort expected and the rules and tasks involved. This clarity ensures that team members know what is expected of them and how they can contribute effectively. Clear goals can also motivate team members and increase sales using the SMART criteria: Specific, Measurable, Achievable, Relevant, and Time-bound. Organizations can create a high-performing sales team that consistently meets and exceeds targets by ensuring that each team member understands and is committed to their goals. Clear goals are not just a tool for measuring success; they are a driving force that empowers sales teams to achieve their full potential.

Para complementar, além do treinamento, crie oportunidades de mentoria dentro da equipe. Associe membros de alto desempenho com aqueles que estão lutando, promovendo uma transferência de conhecimento e experiência. Assim como estabelecer metas de curto prazo personalizadas para os membros de baixo desempenho para ajuda-los a alcançar vitórias rápidas que podem aumentar sua confiança e moral. É preciso uma abordagem holística para não apenas melhorar o desempenho individual, mas principalmente para reforçar a cultura de apoio e crescimento, pois é isso que mostra à equipe que cada membro é valorizado e tem potencial para se destacar.

In sales, quality training can turn underperformance around and keep team morale high. Integrating frameworks that uncover opportunities right away makes a real difference. Plus, training sessions actively engage your salespeople, showing them you’re committed to their growth. When the team sees everyone getting a chance to develop and improve, it fosters a culture of continuous learning, keeping motivation high and driving collective success.

Training is the best way to exchange experiences and strategies. Recently, it has become essential to meet with the team every week to listen to them and share feedback. By making training sessions an open and engaging environment, ideas are retained longer compared to traditional methods. This approach enhances the training experience and fosters a culture of continuous improvement and collaboration within the team.

An ever-evolving sales landscape demands continuous training. Provide ongoing programs to ensure your team stays knowledgeable and adaptable. Tailor training to address specific needs identified through performance reviews, incorporating theory and practical exercises. Investing in their professional growth demonstrates your commitment to their careers, boosting morale and fostering a culture of continuous learning. Regular training sessions also allow for sharing best practices.

When facing underperforming sales team members, keeping the rest of the team motivated is crucial. Offering training is a key strategy. According to Deloitte, companies that invest in continuous training see a 218% higher income per employee. McKinsey's research indicates that 62% of top-performing sales teams provide ongoing development opportunities. Academic studies by the University of Pennsylvania show that trained employees are 50% more productive. Implement tailored training programs, focusing on skills enhancement and industry trends. This not only uplifts performance but also fosters a culture of growth and motivation.

Para complementar, além do treinamento, crie oportunidades de mentoria dentro da equipe. Associe membros de alto desempenho com aqueles que estão lutando, promovendo uma transferência de conhecimento e experiência. Assim como estabelecer metas de curto prazo personalizadas para os membros de baixo desempenho para ajuda-los a alcançar vitórias rápidas que podem aumentar sua confiança e moral. É preciso uma abordagem holística para não apenas melhorar o desempenho individual, mas principalmente para reforçar a cultura de apoio e crescimento, pois é isso que mostra à equipe que cada membro é valorizado e tem potencial para se destacar.

Recognition is a powerful motivator. Celebrate both big and small wins to reinforce positive behaviors and a culture of excellence. Publicly acknowledge achievements during meetings, through internal communication, or with incentive programs. Tailor recognition to individual preferences, acknowledging efforts and improvements alongside outcomes. Consistent recognition creates an environment where team members feel valued and motivated to achieve, knowing their hard work is appreciated.

Especialmente em ciclos de vendas mais longos e complexos, vale comemorar o avanço de cada etapa. Alguns negócios demoram vários meses para serem fechados. Qualquer avanço pode ser comemorado para manter a motivação e o foco necessários para completar o processo. No caso de colaboradores com baixa performance, cada passo rumo ao resultado pode ser reconhecido, principalmente quando temos um problema pessoal envolvido.

Effective communication is key to a motivated and cohesive team. Regular, transparent communication builds trust, clarifies expectations, and ensures everyone is aligned. Hold frequent one-on-one meetings for personalized feedback and open dialogue. Utilize team meetings for collaboration, updates, and celebrating achievements. Leverage communication tools to ensure information is disseminated promptly. Open communication allows for early identification and resolution of issues, preventing them from impacting morale. When team members feel heard and informed, they are more likely to be engaged and motivated.

Implemente reuniões de equipe focadas em brainstorming colaborativo, onde todos possam contribuir com ideias para superar desafios de vendas, e utilize ferramentas de comunicação digital para facilitar o diálogo contínuo. Tudo isso permite que os colaboradores compartilhem sucessos e aprendizados em tempo real. É válido ainda criar um boletim informativo interno que destaque as conquistas da equipe, metas atingidas e histórias de sucesso, reforçando uma cultura de transparência e reconhecimento. Incentive feedback anônimo para que os colaboradores se sintam à vontade para expressar preocupações ou sugestões, garantindo que a voz de todos seja ouvida e considerada na tomada de decisões.

When dealing with underperforming sales team members, keeping the rest motivated is crucial. Encouraging teamwork is key. According to McKinsey, teams that promote collaboration are 50% more likely to achieve higher performance. Harvard Business Review notes that collaborative teams see a 35% increase in productivity. Academic research from MIT shows that teams with strong cooperation outperform individual efforts by 27%. Foster a collaborative environment through team-building activities and joint projects. This approach not only boosts morale but also leverages collective strengths, driving overall team success.

As an experienced Business Development manager with over 12 years of managing multicultural teams across various countries and industries, I've learned that fostering teamwork is essential when dealing with underperforming sales team members. Encourage your team to support each other, share insights, and work collaboratively towards common goals. Including and supporting underperforming members can boost their confidence and performance. Additionally, a strong team dynamic emphasizes collective success over individual shortcomings, preventing the spread of demotivation and keeping the entire team motivated and focused on their objectives.

Considere implementar um sistema de rotatividade de funções dentro da equipe, assim se permite que os membros experimentem diferentes papéis, o que pode proporcionar novas perspectivas e habilidades aumentando a empatia e a compreensão entre colegas. Outra abordagem possível é promover o bem-estar e o equilíbrio entre vida profissional e pessoal oferecendo programas de bem-estar, como aulas de mindfulness, sessões de coaching ou atividades físicas, pois isso melhora o moral e a motivação, e ainda demonstra que a empresa valoriza o bem-estar integral de seus funcionários. Por fim, incentive a inovação, permitindo que a equipe sugira e implemente novas estratégias de vendas, dando-lhes um senso de propriedade e propósito.

Consider how you can shift your investments of time and energy into the members of your team with the greatest potential to grow and contribute more. Send a clear message to those high(er) potential players on your team by investing additional time with them each week. Reward your higher potential players with the gift of your time and attention. There will be great personal payoff for you and for them if you invest in your high-pos first. Don't over-invest in low potential players, especially the ones who are not meeting performance expectations.