Stages to Sales Team Failure
I had an interesting Skype conversation with a friend of mine in California last night who has just taken over a new sales team after the departure of the previous Sales Manager.
First stage
I asked him about the indicators that told people that things were “going wrong” before the departure of his predecessor. The process began, he said, with the Sales Team saying things like “It’s just not working” but being unable to agree on exactly what “It” was.
The second stage
was people outside the team saying things such as, “The sales team’s sucking in loads of our time”, “the restructure’s not working” and “We’re not going to meet target”
Third stage
Was when senior management started to get involved. This was about four months after stage one. It then took another six months for the sales manager to be dismissed. Total time when opportunities were lost amounted to ten months and further delay is likely to occur before the new manager gets a grip on the situation.
Result and main reason
Estimated lost income is hundreds of thousands of dollars!
One of the main reasons for the failure, and one that is so common, was that The Sales Director felt unsupported by the senior management and the sales Director was not willing to say that he “was struggling”.