Let’s cut to the chase: your team isn’t hitting targets, motivation is patchy at best, and results just aren’t where they need to be. Sound familiar?
If you’re a sales manager, business owner, or team leader, you’ve probably been here before. You’ve got a team full of potential—smart people, good intentions, maybe even past success—but something’s just not clicking.
So… what’s really going on? And more importantly, how do you turn things around? Let’s break it down.
They Don’t Know What to Aim For
You’d be surprised how often underperformance comes down to one simple thing: a lack of clarity.
If your team isn’t 100% clear on what success looks like—daily, weekly, monthly—then how can they be expected to deliver?
Vague goals like “increase sales” or “follow up with more leads” don’t cut it. People need specific, measurable targets. They need to know what’s expected and how to track their progress. Without that, they’re just shooting in the dark.
How to fix it: Set crystal-clear goals. Break them down into actionable steps. Then make those goals visible and regularly reviewed.
They Haven’t Been Properly Trained
You might assume your team should know how to sell. But if they’ve never been trained in effective sales techniques, buyer psychology, objection handling, or relationship building… how can they possibly perform at their best?
Throwing someone into the deep end without coaching is a fast way to breed frustration and inconsistency.
And here’s the kicker: even experienced salespeople need regular upskilling. The market evolves. Buyers evolve. Sales skills should evolve too.
The fix: Stop relying on outdated methods and start investing in real sales training. Tailored, practical, and ongoing—not a one-off seminar they forget in a week.
They Don’t Feel Motivated
Lack of motivation isn’t always about money. In fact, more often than not, it’s about meaning, recognition, and growth.
If your team feels like they’re just another cog in the machine—ignored, undervalued, and stuck in place—they’re not going to bring their best every day.
Motivation is built through strong leadership, a clear sense of purpose, regular feedback, and a culture that recognises effort—not just results.
How to fix it: Celebrate wins (big and small). Check in with people regularly. Show them how their role contributes to the bigger picture. And give them opportunities to grow.
The Strategy Is Broken
Sometimes the problem isn’t the people—it’s the process.
If your sales strategy is outdated, overly complex, or simply not aligned with your market, no amount of hustle from your team will fix it.
Are you chasing the wrong leads? Are your tools clunky or misused? Is your messaging missing the mark?
If your team is working hard but getting poor results, it might be time to take a hard look at the system they’re stuck inside.
To fix it: Review your sales process from start to finish. Involve the team in identifying bottlenecks and inconsistencies. Then rebuild the strategy around what actually works today.
There’s No Accountability
This one’s big. If no one is held accountable for performance—or lack of it—things will start to slide, fast.
Accountability doesn’t mean micromanaging or scolding people. It means creating a culture where expectations are clear, follow-through is standard, and feedback is normal.
When people know they’ll be supported and challenged, they’re far more likely to rise to the occasion.
How to fix it: Implement regular check-ins, clear KPIs, and transparent performance reviews. Make accountability part of the culture, not a punishment.
So, What Now?
If your team isn’t performing, don’t jump straight to blame. Look at the environment, the strategy, and the support they’re getting.
Because underperformance is rarely about laziness or lack of care. More often, it’s a signal—telling you that something deeper needs attention. And that’s where we come in.
Ready to Turn Your Team Around?
At Healthy Business Builder, we work with businesses just like yours to unlock team performance through tailored, practical, and empowering Sales Training.
Whether your team is brand new, experienced but stuck, or just missing that spark—they don’t need to stay in a slump. Let’s rebuild confidence, sharpen skills, and create a sales culture that actually performs.
Contact Healthy Business Builder today to find out how we can tailor a sales training program that drives results and energises your team from the inside out.
Call 1300 833 574 or Email info@hbbausgroup.com.au
Author – Garret Norris – https://www.linkedin.com/in/garretnorris/
