To improve sales performance, sales professionals need access to the right strategies and tools. When your reps feel empowered and prepared, they’re more productive, motivated, and better at closing deals.
But, as a sales manager, how do you achieve this?
By focusing on strategies that address skill-building, access to data, and smarter workflows, you can create an environment that fosters success. Whether it’s data-backed insights or sales psychology techniques, every improvement adds value to your sales organization.
Let’s take a closer look at some challenges that tend to hinder sales representatives. And what sales managers can do to help improve sales performance.
7 areas sales reps commonly struggle with (and why)
Here are seven key areas where sales reps typically struggle.
1. Lack of product knowledge
Sales reps who don’t fully understand the products or services they’re selling can struggle to build credibility with customers. When reps are unsure about features, benefits, or how the product stands out from the competition, they often hesitate to close deals. This can lead to missed sales targets and a lack of trust from customers.
Without in-depth product knowledge, your sales team can’t effectively address customer pain points or tailor pitches to their audiences.
Luckily, product knowledge training can help sales professionals achieve their sales goals.
2. Difficulty with lead generation
Generating quality leads is an ongoing struggle for many sales reps. In fact, 61% of sales and marketing teams say generating leads is their biggest challenge.
Even with a clear sales funnel, attracting and identifying the right prospects is time-consuming.
When faced with insufficient or unqualified leads, sales reps feel overwhelmed. The stress alone can demotivate them and impact your sales team’s performance. This often stems from poor data, ineffective prospecting methods, or simply trying to cast too wide a net.
It’s so important to make sure your team has access to promising leads to encourage better sales performance. More on this in a bit.
3. Time management
Sales reps often juggle multiple tasks. From cold calling and following up with leads — to conducting meetings and completing administrative work. With so many responsibilities, time management can become a significant hurdle.
Without a structured approach, reps can find themselves spending too much time on low-priority activities. As a result, high-value tasks like engaging with hot leads or closing deals might get neglected.
What’s more, multiple studies (just give this a quick Google search!) found that sales reps spend very little time actively selling. Addressing the “why” behind this is crucial in helping your sales team focus on the right tasks. For instance, admin work may take up too much time. If this is the case, you might offload some admin duties onto a bot, virtual assistant, or automated sales tool.
4. Handling rejection
Rejection is a part of sales. But it can be difficult for some reps to handle. Constantly facing “no” can lead to burnout and a decline in sales team morale.
This emotional toll can be particularly tough when reps don’t have a strategy to bounce back from rejections.
5. Inadequate sales training and development
Ongoing training is essential for maintaining high sales performance.
Yet many sales teams don’t receive enough regular, relevant training. This leaves sales reps feeling like they don’t have the proper knowledge and tools to handle evolving customer expectations, new technologies, or shifts in the market.
The hard truth: Sales reps without continuous development fall behind. (Luckily, we’re covering several must-have trainings for improving sales performance in this article. So stick around ‘til the end!)
6. Struggling with follow-ups
Sales is a numbers game — and persistence is key. However, your sales team may struggle to follow up consistently. They may fear being perceived as pushy or invasive, and as a result, they delay or avoid follow-up calls altogether.
Using automated tools and follow-up reminders can improve this process, but many teams still struggle to implement them efficiently.
7. Poor relationship building
True sales success is about building long-term relationships. Reps who focus solely on sales targets may overlook the importance of nurturing relationships with prospects and clients. Unfortunately, a transactional approach can limit the potential for repeat business, referrals, and customer loyalty.
But baking long-term relationship building into the sales process isn’t always straightforward. It takes suitable sales activities and communication approaches to build stronger, more lucrative customer relationships.
Let’s take a closer look at some strategies you can use to help your reps build better relationships and inspire customer satisfaction.
Top strategies sales managers can use to help improve sales reps’ performance
To influence sales performance, audit your sales processes and take a hard look at key performance indicators. Where are your reps falling short? Where is your training falling short?
Customize your sales learning and development approach to help set the reps (at your specific organization) up for success.
Here’s how to improve sales rep performance:
Give reps access to customer and sales data insights
Sales reps have a better chance at good sales performance when they have the right information at their fingertips. Sales leaders should do their best to equip them with customer data like:
- Data collected from the buying process that resulted in sales
- Data pulled from a sales enablement platform
- Data collected from lost sales
- Average sales cycle length
- Average sales revenue
- Customer preferences
- Customer pain points
- Website behaviors
- Buying patterns
- Sales metrics
Insights from first-party data — collected through surveys, quizzes, or meetings — can help them personalize their approach.
Consider providing tools that aggregate and analyze this data for quick, actionable insights. For example, imagine a sales professional preparing to send a cold email. Knowing the buyer’s typical sales cycle, preferred messaging style, and recent website activity helps them craft an email that resonates.
Tools like Microsoft Dynamics 365 simplify this process by streamlining customer data across sales, marketing, and customer service teams. You can take a quick look at Dynamics 365 pricing here.
Personalized outreach builds trust and shortens the sales cycle by addressing customer needs early in the conversation.
Provide access to leads and lead scoring tools
Not every lead is worth chasing. Help your reps prioritize their efforts and optimize sales strategies by giving them access to prospect lists and lead scoring tools.
Lead scoring tools help rank leads based on their likelihood to convert so reps can save time and increase productivity.
For instance, if a lead frequently interacts with your website, downloads resources, or engages with emails, the tool might flag them as “high potential.” Or “high quality.” Reps can then focus on nurturing these leads instead of wasting time on cold prospects. This creates a more targeted sales approach which helps with increasing sales productivity.
Train them on handling objections and hesitations
Rejection is part of sales. But that doesn’t mean your reps should be caught off guard. Regular training sessions that simulate common objections (like pricing concerns or product fit) prepare your team for real-life scenarios.
Roleplay is especially effective. Pair your reps up and have one play the hesitant customer while the other practices handling objections. Use scripts with proven phrases that steer conversations back on track. You can also bring in external trainers or use e-learning platforms to diversify these exercises.
This builds confidence and helps your reps prepare to handle pushback. It can also help sales reps maintain customer trust, even in challenging situations.
*Pro-Tip: Record sales leader calls to use in team training. Top agents’ sales calls are usually jam-packed with examples of how to overcome sales objections — along with other helpful strategies to improve sales. Review their sales productivity metrics with your sales and marketing team for a full scope of their performance.
Train them on sales psychology best practices
Understanding buyer psychology can help agents tap into their selling superpowers.
Teach your team techniques like the scarcity principle and using social proof to influence buying decisions. For example, emphasizing that a product is in limited supply or that a sale is ending by midnight can create urgency.
Reps should also learn to mirror a buyer’s tone and pace during conversations. This helps create rapport and makes interactions feel more natural. (A simple shift in approach can make the difference between a lost sale and a closed deal.) Dive deeper by providing resources, such as workshops or books, that explain how psychological triggers impact decision-making.
Create and frequently update their sales playbooks
A clear sales playbook serves as a roadmap for your team. Include everything from cold email templates to call scripts and step-by-step guides for following up with leads.
Here’s a step-by-step overview of how to create a sales playbook (that closes more deals) by HubSpot:
But don’t stop there — update the playbook regularly with feedback from the field. For instance, if a new sales tactic is working well, document it so the rest of the team can replicate the success.
Remember: Your sales playbook is a dynamic resource for sales performance management — it shouldn’t be a static document. It should evolve with market trends, customer behavior, and feedback from your team. An effective playbook offers reps a step-by-step guide for different stages of the sales funnel.
Here are some more details sales managers should include in a sales playbook:
- Sales pipeline tracking strategies to avoid missed follow-ups
- Cold email templates with customizable sections
- FAQ sheets for addressing common objections
- Sales scripts that align with company culture
- Call scripts for initial discovery calls
- Ideal sales performance metrics
Teach communication best practices
Strong communication builds trust and closes deals.
Encourage your reps to focus on clarity, empathy, and active listening. Whether it’s an email, video call, or phone conversation, these skills foster meaningful connections that lead to sales success.
Storytelling is also compelling. StudioSuits, for example, trains its reps to share stories instead of simply pitching products. They highlight customer experiences, like how a groom feels wearing a StudioSuits piece on his wedding day or when celebrating Father’s Day, to create emotional connections.
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To take it further, provide templates for email writing, storytelling frameworks, and feedback on live interactions to help your team refine their approach.
Pro-Tip: Use automation tools to set up follow-up reminders and automated prospect check-ins so no hot lead falls through the cracks.
Provide a solid sales structure and sales tools for success
Without structure, sales efforts can feel scattered. Equip your team with tools like Blink, which centralizes updates, training, and performance stats in one place. Reps can message for sales coaching, track their goals, and access sales resources in real time — all without switching platforms.
Microsoft Dynamics 365 is another powerful tool. It combines ERP and CRM systems, offering real-time data, customizable dashboards, and automation to streamline your sales process. Tools like FlyMSG also save time by helping reps craft faster messages, social posts, and follow-ups.
Providing these tools minimizes downtime and helps your reps focus on sales activities that generate revenue.
Give access to high-converting sales deck and proposal templates
Time spent creating presentations is time not spent selling.
Provide your team with pre-approved sales deck templates and proposal formats they can tailor when implementing a sales strategy. Templates help promote consistency across pitches and free your reps to focus on connecting with potential buyers.
For example, a proposal template might include customizable sections that address specific client needs or challenges. Add fields for important data or personalized suggestions to make each pitch feel personalized and easy to prepare.
Tips for great templates:
- Include sections for customization (for instance, a section to adjust pain points)
- Add a call-to-action that aligns with the next step in your funnel
- Use clear visuals like charts or infographics
Use employee monitoring tools to spot inefficiencies
Employee monitoring tools help you identify gaps in sales team performance. For example, if data shows reps spend too much time on unqualified leads, you can help them adjust their sales strategy. (For instance, by providing lead scoring tools.)
Once you’ve pinpointed inefficiencies, provide resources to help your team improve. This might include additional training, updated tools, or a shift in priorities. Implementing the best content filtering software can also help eliminate distractions, ensuring your team stays focused on high-value tasks. Remember, the goal is to empower each sales rep — not micromanage them. Use the data as a roadmap to better performance, not to punish.
Employee monitoring can help:
- Identify which tools are used most (or least) during the sales process to optimize resources
- Identify bottlenecks, like excessive time spent on CRM updates
- Highlight underperforming reps who may need a sales coach
- With tracking sales performance
Regular team meetings can help keep your marketing and sales team motivated and get on the same page. But make sure not to waste anyone’s time.
Use these sessions to celebrate wins, address challenges, and discuss what’s working. The right meeting topics can help you get underperforming sales reps back on track.
Topics could include:
- How to increase sales productivity and customer retention
- New sales goals and sales manager expectations
- Reviewing the latest customer acquisition costs
- Your team’s sales performance breakdown
- Inspiring motivational quotes to lean on
- Product overview handouts
- Sales pipeline updates
- Sales process updates
- Sales incentives
Here’s an example of how you could structure your weekly sales meetings:
Also — don’t forget to give praise. Recognizing individual sales reps’ achievements builds confidence and encourages reps to stay on track. Open communication during meetings also fosters collaboration and helps sales reps learn from one another’s experiences.
*Pro-Tip: Include time for sales rep brainstorming and problem-solving to make these meetings more engaging and actionable.
How to audit your sales processes and address the issues
Every team has its own issues to address. A sales audit can help you uncover areas where your team might be falling short. And identify strategies for improving sales performance.
Here’s how to audit your sales processes step by step. (Stick around or scroll down for handy checklists you can use!)
Step 1: Assess your sales pipeline
What to do
Review your sales pipeline from start to finish. Are you seeing consistent movement from one stage to the next, or are there bottlenecks?
Why it matters
An unbalanced pipeline may indicate inefficiencies in your sales strategy and affect sales performance.
What to fix
If prospects are dropping off at certain stages, analyze why. Is it due to poor lead qualification? Lack of follow-up? Or an unclear value proposition? Consider implementing lead scoring or improving training at each stage.
Step 2: Analyze your lead generation strategy
What to do
Review how you’re generating leads. Are your lead sources diverse and aligned with your target audience?
Why it matters
Relying on a single source for leads can limit your growth. A robust, multi-channel approach promotes a steady stream of high-quality prospects.
What to fix
If your lead generation is underperforming, try adding new tactics like social media outreach, content marketing, or partnering with influencers. Test and compare various channels to see which ones help you reach your sales goals best.
Be sure to also reevaluate the quality of your lead magnets and calls to action. These are great elements to test and refine.
Step 3: Evaluate your sales team’s activity
What to do
Track the activities your sales reps are engaging in. How much time do they spend on prospecting, follow-ups, meetings, and closing deals? Highlight areas where a lot of time is being spent with little to no results. And where time is being spent with good or impressive results.
Why it matters
Misalignment between sales activities and revenue-generating actions can be a major issue. If too much time is spent on low-value tasks, your sales rep’s performance may suffer.
What to fix
If sales reps are bogged down by administrative tasks, consider using automation tools. Or hiring support staff to streamline these efforts. You can also hire online virtual assistants on an as-needed basis. They can step in when your team is overwhelmed so reps can focus on optimizing high-value activities.
Step 4: Review your sales training programs
What to do
Evaluate your training programs for gaps.
Are your sales reps equipped with the knowledge and skills to succeed? Review individual sales performance — including deals won versus target sales and other key metrics.
Why it matters
Inadequate training can leave your team feeling unprepared to handle objections, navigate complex sales scenarios, or use tools effectively. Never underestimate the power of support.
What to fix
If training is lacking, consider rolling out regular workshops or using e-learning platforms. Focus on key areas like product knowledge, handling objections, and effective communication. Schedule these out in advance and commit to seeing them through.
Step 5: Check your sales metrics and KPIs
What to do
Examine the key metrics you’re tracking. (Such as conversion rates, average deal size, and sales cycle length.) Get a feel for your team’s most common patterns.
Why it matters
Without tracking the right sales performance metrics, it’s hard to pinpoint your sales team’s performance gaps or identify opportunities for improvement.
What to fix
If your metrics aren’t aligning with your goals, you may need to adjust your tracking. Implement KPIs that are more in line with what truly drives your sales team’s success. More on this in our checklist below.
Step 6: Review your technology stack
What to do
Audit the tools and technology your team uses. Are your CRM, sales automation, and communication platforms fully integrated?
Why it matters
Outdated or siloed technology can hinder your sales team’s productivity and reduce collaboration between teams.
What to fix
If you’re using outdated systems, explore new tools like Microsoft Dynamics 365 or Blink to streamline operations. Make sure all systems are working together to provide real-time, actionable insights.
Step 7: Gather feedback from your sales team
What to do
Conduct one-on-one interviews and send out surveys to your reps to understand their challenges.
Why it matters
Your sales team is closest to the action. They have valuable insights about what’s working and what’s holding them back. Feedback can help you measure sales performance and improve processes.
What to fix
If your team feels unsupported or unclear about expectations, work with them to create solutions.
Regular feedback loops can help address issues before they become major problems.
Checklist: Sales audit
Use this checklist to guide your sales audit process:
- Sales pipeline: Are prospects moving through your pipeline smoothly, or are there bottlenecks? List all of your concerns. And your wins.
- Lead generation: Are you generating enough qualified leads from diverse sources?
- Sales activities: Are your reps focusing on high-value tasks that drive sales?
- Training: Does your training program cover key skills like objection handling and product knowledge?
- Sales metrics: Are you tracking the right KPIs to gauge performance?
- Technology: Are your sales tools integrated and up-to-date?
- Team feedback: Are you regularly gathering feedback from your sales reps to identify challenges?
- Process alignment: Do your sales processes align with your goals and customer needs?
- Communication: Do you have clear communication among sales, marketing, and leadership teams?
Checklist: How to fix the problems you find in your audit
Once you’ve identified the problems through your sales audit, here’s how to fix them:
- Streamline sales pipeline processes: Use tools like lead scoring, CRM automation, and sales playbooks to improve efficiency. Standardize your sales processes and create clear playbooks for each stage of the sales cycle to promote uniformity.
- Refine lead qualification: Improve your qualification criteria. Align marketing and sales teams to make sure only high-quality leads move through the pipeline.
- Foster communication: Regular check-ins with your sales team can help address concerns and boost morale.
- Fill training gaps: Have sales managers host regular training sessions. Use e-learning platforms to provide continuous development.
- Select more relevant sales metrics: Focus on KPIs that truly reflect sales success. (Like lead conversion rates, customer acquisition cost, and sales cycle length.)
- Upgrade technology: Invest in new tools or integrate your current tech stack to reduce inefficiencies.
- Implement feedback: Regularly collect feedback through surveys or meetings. Act on the insights to address challenges and improve processes.
- Align processes: Adjust sales processes to match your business goals and customer needs. Make sure all teams are aligned on the updated approach.
- Promote open communication: Schedule regular cross-team meetings. Use collaboration tools to promote clear, real-time communication between sales, marketing, and leadership.
Checklist: Bonus fixes for common sales problems
Finally, here are three additional fixes you can implement if needed.
- Enhance data access: Make sure reps have real-time access to relevant data to personalize their approach.
- Improve follow-up systems: Set up automated reminders for timely follow-ups. Create systems to verify that your sales team is disciplined in maintaining engagement.
- Refine your sales pitch and messaging: Refine your pitch to clearly highlight how your product or service solves prospects’ specific pain points. Make sure all team members are aligned on messaging.
Regularly auditing and refining your sales processes helps you support your sales team to remain agile, productive, and aligned with your goals.
A note about supporting sales reps for success
Your team plays a key role in driving your sales success. The more you invest in their growth and well-being, the stronger your entire team becomes.
Offer consistent coaching, make sure they have the right tools, and create an environment where they feel heard. Regular feedback and clear communication can empower them to excel. When you show support, you inspire confidence and drive — both of which are contagious and will reflect in their results.
Remember, a well-supported sales rep is a motivated one.
Wrap up
Improving your sales reps’ performance starts with giving them the right tools, skill-building opportunities, and support they need to succeed.
From leveraging customer data — to creating solid playbooks and hosting productive team meetings — every step you take helps your team close deals faster and build stronger relationships with customers.
Ready to transform your team’s potential? Implement the tips in this guide to set your reps up for long-term success. And if your team needs an AI writing assistant to craft faster sales messages, social media posts, and comments, try FlyMSG. It’s free!
