Spot It.
You hired salespeople to grow revenue, but targets are missed month after month. The explanations sound reasonable: the market is slow, prices are too high, the leads are weak. You are honestly not sure whether the problem is the people, the targets or something else entirely.
Sight It.
Missed targets usually have more than one cause. Targets may have been set without a clear link to activity or to market reality. Salespeople may not have enough good leads, training or support. Roles may be blurry, with sellers spending much of their week on service or paperwork. And without tracking activity, it is hard to tell whether the effort is there.
Solve It.
Look under the numbers before making changes:
- Review each salesperson's activity: calls, meetings, proposals and wins.
- Compare your strongest and weakest performers to see what the best ones do differently.
- Check how much of each week goes to actual selling versus other tasks.
- Set activity goals alongside revenue goals.
- Hold regular one-on-one coaching conversations focused on specific deals.
Clear expectations, real support and honest coaching will show you whether it is a fixable gap or the wrong fit.
Fixed it yourself? Great. Want help making it stick? Talk to a Troubleshooter.