Three Questions To Diagnose The Cause Of Sales Performance Issues
Published in
3 min readAug 23, 2022
“At the potter’s house, water is served in a broken jug” — Arabic proverb.
B2B sales professionals are skilled in recognizing gaps between a client’s desired versus current state.
Why is it that when it comes to diagnosing sales team performance issues, sales leaders often skip the diagnosing part and instead focus solely on what the results versus quota show at the end of the year?
Easy enough, right? If a person doesn’t make their number for the year, or x number of consecutive quarters, then it must be their fault.
You can diagnose sales performance issues with the following three questions:
Question 1: Can the proper sales performance metrics be tracked, visible, and managed?
If all you have is results, you only have lagging metrics. Lagging metrics are like looking at the scoreboard for the entire game while your team manages the game themselves.
It would help if you also had leading and leaning metrics to provide insight far in advance of results. Sample metrics could include the…
