Eliminating Dysfunction from the Team

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Activity should be almost frenetic at this point—your team should be on the phones and selling.

If reps are taking 90-minute lunches or doing a lot of chatting at the water cooler when hitting their targets is on the line, you’ve got a problem within the team.

Your Sales Room is a High School Cafeteria
Of course, dysfunction comes in the most obvious of forms as well. Much like high school, gossip and rumors on the sales team can lead to nothing but trouble and means that the team is unfocused.

Playing the blame game is a problem as well: when your team is blaming shipping, support or finance for their losses, you need to rule out why they’re not accountable.

Sometimes dysfunction isn’t really a harmful thing benin telegram data for your team—and the only way to know this is by measuring your results.

If your team is hitting its targets and acting legally, morally, and ethically, does it necessarily matter if someone’s a bit quirky or has some strange work habits?

Perhaps not. But in all other cases, it’s important to rule out the source of the problem so your team can focus on its purpose: selling and results.

Once you’ve identified the signs of dysfunction on your sales team and determined that it’s a problem that’s inhibiting your ability to generate revenue, it’s important to take action to turn the situation around.

This could range from simple steps like clearer communication or the tweaking of goals, to more drastic measures like eliminating problem staff members or making changes to your compensation plan.

The following are steps you can take to mitigate dysfunction on the team.