The Sales Gap Isn't Your Team's Fault—It's a Leadership Opportunity
In my work with entrepreneurs and
managers, a common frustration echoes through our conversations: "My sales
team isn't meeting expectations." They cite a lack of foundational skills,
a lack of drive to engage with customers, and a performance gap that hinders
growth. I understand this concern deeply. But let's pause and ask a more
profound question: Where did we learn that sales excellence happens by
accident?
Consider this: We hire accountants for
their degrees and certifications. We recruit IT professionals for their
technical education. Yet, when we hire salespeople, we often look for
"personality" or "experience," with no universal standard
for education. How many universities offer dedicated undergraduate or
postgraduate degrees in Professional Selling? Is sales, for many, even seen as an
actual career path from the start, or merely a job one stumbles into?
This is our collective blind spot. We
invest in every asset in our business—except the one that generates revenue. We
expect mastery without providing the manual.
But here lies our most incredible
opportunity. The solution isn't to blame the team; it's to build them.
The cycle of disappointment ends only
when we choose to invest in structured, continuous sales training. This isn't
an expense; it's the fundamental capital investment for growth. For small and
medium-sized businesses, this may seem daunting, but innovation thrives in
constraint—partner with fellow entrepreneurs to share the costs of foundational
training. Then, craft a customised program that mirrors your unique market,
values, and customer journey.
True sales empowerment requires ongoing
development in four pillars:
· Process:
The roadmap from prospect to partner.
· Skill:
The art of communication, negotiation, and value creation.
· Customer
Care: The mindset of building advocates, not just
closing deals.
· Motivation:
Fueling the intrinsic fire to learn, compete, and win.
Yes, this requires commitment. It
demands time, energy, and resources. But it is the only path to transforming
your sales team from a cost centre into your most powerful engine of growth.
So, let's shift our energy. Move from
worry to action, from frustration to mentorship. The potential in your team is
immense—it’s simply waiting for the right tools, training, and belief to unlock
it.
The future of your sales isn't about
finding better people. It's about building the incredible people you already
have. Start that journey today.
M.L. Narendra Kumar
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