If it’s the problem for your organisation, then have you ever thought why this type of problem is occurring & what’s the reasons behind the performance lag of Technical Sales Team?
Now you may ask, why Technical Sales Team only? Why are you just pointing out a specific team?
Because it’s from my own experience of once from my professional career. So here is what happend or generally happens.
Your companies senior management has put some skilled persons who are sound enough technically & in other areas for Technical Sales in the team.
Despite of all the efforts, the team as a whole is not performing well, there is no conversion but individually they are all talented.
Then? Why the Technical Sales Team is failing & what could be the probable solution of it?
Sacking employees is not a solution of any problem when you know they are all good resources. So may be there are some problems in their front, which has remained unattended.
Some of those probable reasons I am discussing in this post to give you some food for thought before taking any abrupt decision (sacking/ terminating) for performance reasons.
I am not an HR person and not even a guy specialised with human psychology but there are some issues which are very close to our daily life.
We see it, face it & sometimes go through it. So from that perspective I want to analyse the matter.
Now what are the 10 probable reasons?
#1. Is there any lack of motivation?
It is the foremost thing which is required to keep your organisation thriving. If the employees aren’t motivated, it will directly affect your company’s productivity.
They will not be able to give their best, so output will get hamper & ultimately it will jeopardise your organisation’s future. So try to keep the employees motivated.
#2. May be they lack adequate Technical backbone
There is a clear difference between a Normal Sales person & a highly Skilled Technical Sales person?
The later one needs more thorough & in-depth technical understanding to clear each & every doubt of the client. Only interpersonal skills don’t make a Sales Engineer.
#3. May be you have mixed up wrong ingredients into the recipe!
Yup! As your sales team comprised of several persons so each one of them add different values into the table.
So if the team is considered as a recipe, then each individuals are different ingredients.
Just like if you pick wrong ingredients the recipe will become uneatable, in the same way if you pick wrong persons for a team then entire team will suffer.
#4. Have you analysed their internal terms before forming the team?
You may have form the technical sales team by mixing some new recruits with some hand-picked in-house resources.
But in both the cases have you studied/ noticed thoroughly whether the selected resources have proper knowledge/ knack or not? Because somethings you can’t just inject, it has to come from inside of a person.
#5. Have you talked to the individuals about their likes & dislikes?
Before recruiting a resource in the team for both the cases (new/ in-house), have you ever wanted to know whether they really want to come in this vertical no not?
Because sometimes what happen that when you are picking some best resources internally you look for some specific traits. Based on that you judge, yes that resource will be great for our Technical Sales Team.
But have you ever asked/ talked to them one by one what their likes & dislikes are?
#6. Are you guys give more preference to other factors except performance?
Don’t take me wrong but it is the fact for which many good resources can’t continue to their workplace due to not having transparent work culture.
Where many things take high importance apart from someones performance. If that’s the scenario (I hope not) then try to remove all the impurities which are destroying the culture of the company.
#7. Let them explore their own abilities. Don’t impose
Don’t just give immense pressure to get the output because everyone has certain qualities so give them a task & tell them all the conditions.
Then set them free to work in their own way, don’t just give unnecessary pressure in the name of looking after.
#8. Does your organisation lack proper hierarchy
This can be a big setback for retaining good employees. Every organisation needs a proper hierarchy to get the work done properly, otherwise a very chaotic situation will happen.
Which will never let anyone work with the peace of mind.
#9. May be you have hired an inappropriate resource
Inappropriate in the sense, the specific vertical sales knowledge a person needs overlooking that if you hire someone with a different skill set then the problem is bound to happen.
#10. You should analyse your products loop holes too
Don’t always give blame to the Technical Sales Team, when there is a long-term problem in the conversion. It’s not always any one team’s fault.
So stop the blame game and start auditing & inspecting the product too from inside out. May be there are some serious flaws or need some added features, lacking of which the road blocks are coming.
So when product is not selling that doesn’t necessarily always mean the technical sales guys are incapable.
I know these are very common reasons & many times you have already thought about it.
Now please try to look after these seriously.