How to Turn Around an Underperforming Sales Team: Insights from Top Sales Leaders on the Salesman on Fire Podcast

On this episode of the Salesman on Fire podcast, Aaron Cullip and Carson Heady discuss how to turn around an underperforming sales team or organization. Cullip suggests starting with a SWOT analysis to identify strengths, weaknesses, opportunities, and threats. This will provide a good starting point for analyzing the sales organization and coming up with a game plan. He also stresses the importance of spending time with people to understand what’s working and what’s not. He recommends interviewing leaders and reps to get a sense of their experience and identify barriers to success.

Heady shares his own experience of turning around an underperforming call center. He spent time with the team to understand why they were struggling and what was working. He worked with them to make changes together and set new rules. He emphasizes the importance of understanding the team’s why and making concessions. He says that drastic changes can be harmful, but that changes are necessary for the team to survive.

In summary, turning around an underperforming sales team requires an initial assessment of the organization through a SWOT analysis. Spending time with people to understand their experience and identify barriers to success is critical. Changes should be made collaboratively with the team, and concessions may need to be made. It’s essential to understand the team’s why and to avoid making drastic changes without first understanding the situation.