6 Dysfunctions Of A Sales Team And How To Correct Them

A dysfunctional sales team is perhaps worse than no team at all. A dysfunctional sales team lowers morale throughout the entire organization, and affects company performance negatively. However, sometimes its not obvious that all is not well with your sales team. Sometimes the signs are subtle, and you need to be able to read them if you are to nip any growing problems in the bud. Here are the six most common signs of a dysfunctional sales team and how you can deal with them.

1. Your team members walk in late: One or two incidents, or a few individual members being late is something that exists in every organization; its not symptomatic of a bigger problem. However, if most of your sales team walks in late, it reflects a general lack of interest in their mission. In such situations, you need to enforce discipline and set yourself up as an example by being on time every day, but you also need to rally the troops and make them feel excited about opportunities lying ahead.

2. Internal politics: Cliques are extremely harmful for team development. If you see signs of internal rivalry, like team members constantly trying to gloss over the mistakes of certain other members while trying to magnify those of others, you need to take steps. One effective way to do that is to create smaller teams with members of differing factions working together and assign them tasks with short-term goals.

3. No contribution from team members: Sometimes during a meeting you will realize that only you are sleeping, with the sales team members hardly contributing to the flow. Now this could be the sign of a rapt audience, but more likely, it’s the sign of a disinterested audience. Or perhaps they are intimidated? The solution here is to approach team members individually and ask them for ideas, and give due consideration to every idea instead of dismissing them off-hand.

4. Your team doesn’t socialize with each other: For a sales team, or any team to have understanding and trust, they need to interact with each other not just as professionals but also people. If your team does not socialize beyond work hours, you need to take the initiative. Throw a party, take them out for drinks, and make sure they become more than just colleagues.

5. Team members try to “pass the buck”: When there is a crisis, team members, instead of trying to solve it, are too busy pointing fingers. This scenario is a sure indicator of a dysfunctional team. To discourage this sort of behavior, you need to make it clear that assigning blame will not be tolerated. The team will have to face the crisis as one, and only then measures will be put in place to prevent such incidents in the future.

6. A dip in performance: This is obviously the most telling sign, especially during a period of market stability. While there is not clear-cut solution to this problem, this should be enough to make you sit down and think about what is going wrong.


Resource Box

Not you know about the most common 6 dysfunctions of a sales team. However, there is more to sales than just the above points, Learn about the ins and outs of sales at the Sales Coaching Institute, and take advantage of their extensive productivity training.


About admin

Doug Dvorak is a certified sales trainer, management consultant and corporate humorist. Doug holds a Bachelor of Arts degree in Business Administration and a Master of Business Administration in Marketing Management. But Doug’s sense of humor is no less refined, as he is a graduate of the Player’s Workshop of the Second City, one of the oldest and most prestigious improvisational comedy schools in the world.
This entry was posted in Sales Articles and tagged , , , , , , , , , . Bookmark the permalink.

One Response to 6 Dysfunctions Of A Sales Team And How To Correct Them

  1. Appreciated the share!

Leave a Reply

Your email address will not be published. Required fields are marked *


You may use these HTML tags and attributes: <a href="" title=""> <abbr title=""> <acronym title=""> <b> <blockquote cite=""> <cite> <code> <del datetime=""> <em> <i> <q cite=""> <strike> <strong>