My sales team aren’t selling. Is it me?

Dear Aunty B,

Can you help? I have been running a medium-sized business and have a team of salespeople out selling our software product.

The problem is the sales meetings go much better when I am selling. But I want to focus on expanding the business into the US. I will be spending a lot of time away from the Australian business and am concerned the team is not in top shape.

I suggested going on a sales call with them to see how they could improve, but they took that as an affront.

Do I change the structure and hire a big boss salesman to kick them into shape?

Trevor,
Rosehill NSW

Dear Trevor,

Sounds like you have more money than sense.

Why hire a big boss salesman when you have not got the team working? And don’t be a wimp. What are you asking them; if you can trail along?

You’re the boss. Just set a date and tell them you’re coming! You might be surprised what you find out.

If they are new, they might not understand the product and need more training.

Maybe they are arrogant. Or are selling the product and not the relationship. Maybe they talk too much and don’t listen.

You know the answer Trev.

And for more advice read our resident bloggists, or better still attend a SmartCompany webinar

Good luck,

Your Aunty B.