Emily Clarke

Guide to Finding Your Sales Team's Strengths and Weaknesses

Everyone has strengths and weaknesses, and in business, it usually pays to do everything possible to promote strengths and minimize weaknesses. The challenge in doing this at work comes when you have to manage a team of people.

Each individual on a team has their strengths and weaknesses, and the team itself may have strengths and weaknesses as a collective. How do you go about finding and capitalizing on the strengths while zeroing in on and zeroing out the weaknesses?

Below are some helpful tips if you're interested in identifying your sales team's strengths and weaknesses:

Perform a Data Analysis

While you might have plenty of anecdotal evidence to support your view of a team's strengths and weaknesses, it's often better to rely on hard data. This is where performing a sales win loss analysis comes in handy.

A sales win loss analysis can give you a detailed breakdown of the number of deals a team has closed, along with other vital data that can help to identify where things are working out and where things may need some improvement. While this data is helpful, it should be viewed in conjunction with other measurements of a team's performance.

Engage in Team Peer Reviews

You can also consider using peer reviews to study strengths and weaknesses. When doing this, you have to be very careful about maintaining anonymity so that no one is aware of which team they are reviewing.

A peer review can help you to get a better sense of how team members feel about the performance of different teams. When presenting data for teams to review, remove all identifying information. You can also ask teams to review themselves and then compare this data against the peer reviews you receive.

Practice Active Listening

You can glean a lot of information about a team by practicing active listening in the workplace. Is one team asking for help on a particular topic often? Does one team seem to take the lead when faced with a specific challenge? By paying attention and focusing on what's going on and what's being said, you'll have an easier time identifying the strengths and weaknesses of your teams.

Author Resource:-

Emily Clarke writes about sales management, engagement and team motivation service. You can find her thoughts at sales motivation ideas blog.