{"id":6934,"date":"2011-12-13T10:28:07","date_gmt":"2011-12-13T10:28:07","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/rebuilding-a-non-performing-sales-team-peak-sales\/"},"modified":"2018-01-25T12:54:10","modified_gmt":"2018-01-25T12:54:10","slug":"tough-decisions-rebuilding-the-sales-team","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/tough-decisions-rebuilding-the-sales-team\/","title":{"rendered":"Tough Decisions \u2013 Rebuilding the Sales Team"},"content":{"rendered":"<p>This morning I had breakfast with friend and President and CEO of Stratford Managers, Jim Roche. They are a progressive group, helping companies achieve growth and profitability through a mix of consulting and acting executive engagements. They are a sales savvy bunch as well.<\/p>\n<p>In a recent blog post, <strong>When It\u2019s Time To Rebuild Your Sales Team<\/strong>, they discuss one of the tough decisions facing CEO\u2019s today: whether to tear apart and reconstruct a non-performing sales team. The article argues that when the picture is bleak and all other actions, such strategy, training and new tools have failed to deliver results, it is time for rebuilding and offer the following advice to CEO\u2019S:<\/p>\n<ul>\n<li>Ensure you recruit the very best new sales staff you can afford.<\/li>\n<li>Simultaneously rebuild and document your sales processes.<\/li>\n<li>Take a clinical approach to Customer Relationship Management.<\/li>\n<li>Cultivate adaptability to change as a core competency within the Sales organization<\/li>\n<li>Lead with inspiration and motivation not through fear.<\/li>\n<li>Empower your VP of Sales and your highly experienced Sales staff.<\/li>\n<\/ul>\n<p>Read the full version of this post here on Stratford\u2019s blog : <a href=\"http:\/\/stratfordmanagers.com\/blog\/?p=868\" rel=\"noopener\" target=\"_blank\" title=\"When It&#039;s Time to Rebuild Your Sales Team\">When It\u2019s Time To Rebuild Your Sales Team<\/a><\/p>\n<p> relpost-thumb-wrapper <\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both\"><\/div>\n<div style=\"clear: both\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\"><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/4-reasons-top-sales-recruitment-process\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"Stop Loosing Your Best Sales Candidates\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2016\/07\/Stop-Loosing-Your-Best-Sales-Candidates-150x150.jpg) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">4 Reasons Top Salespeople Aren&#8217;t in Your Recruitment Process<\/div>\n<\/div>\n<p><\/a><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/attract-top-sales-talent\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-label=\"What it Really Takes to Attract Top Sales Talent\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2016\/03\/What-it-Really-Takes-to-Attract-Top-Sales-Talent-150x150.jpg) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">What it Takes to Really Attract Top Sales Talent<\/div>\n<\/div>\n<p><\/a><a class=\"relpost-block-single\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/peak-sales-recruits-for-fetch-ai-securing-its-1st-u-s-sales-team\/\"><\/p>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div aria-hidden=\"true\" class=\"relpost-block-single-image\" role=\"img\" style=\"background: transparent url(https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2022\/03\/PSR-150x150.png) no-repeat scroll 0% 0%; width: 150px; height: 150px;\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif;;  font-size: 15px;  color: #6eba57;\">Peak Sales Secures U.S. Sales Team for Fetch.ai<\/div>\n<\/div>\n<p><\/a><\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/div>\n<p> close relpost-thumb-wrapper <\/p>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display:block\">\n<div class=\"abh_image\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\" title=\"Eliot Burdett\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" data-src=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png\" data-srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" height=\"80\" src=\"data:image\/svg+xml,%3Csvg%20xmlns='http:\/\/www.w3.org\/2000\/svg'%20viewBox='0%200%2080%2080'%3E%3C\/svg%3E\" width=\"80\"\/><noscript><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" width=\"80\"\/><\/noscript><\/a><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size:12px; font-weight:normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<p><a class=\"abh_twitter\" href=\"http:\/\/twitter.com\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Twitter\"><\/a><a class=\"abh_google\" href=\"http:\/\/plus.google.com\/+EliotBurdettPeakSalesRecruiting?rel=author\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Google Plus\"><\/a><a class=\"abh_linkedin\" href=\"http:\/\/www.linkedin.com\/in\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"LinkedIn\"><\/a><\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><span class=\"title\">CEO<\/span> at <span class=\"org\">Peak Sales Recruiting<\/span><\/div>\n<div class=\"description note abh_description\">Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.<\/p>\n<p>Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.<\/p>\n<p>He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.<\/p><\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\" title=\"Eliot Burdett\"><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" data-src=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png\" data-srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" height=\"80\" src=\"data:image\/svg+xml,%3Csvg%20xmlns='http:\/\/www.w3.org\/2000\/svg'%20viewBox='0%200%2080%2080'%3E%3C\/svg%3E\" width=\"80\"\/><noscript><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png?strip=all\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" width=\"80\"\/><\/noscript><\/a><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size:12px; font-weight:normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<p><a class=\"abh_twitter\" href=\"http:\/\/twitter.com\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Twitter\"><\/a><a class=\"abh_google\" href=\"http:\/\/plus.google.com\/+EliotBurdettPeakSalesRecruiting?rel=author\" rel=\"nofollow noopener\" target=\"_blank\" title=\"Google Plus\"><\/a><a class=\"abh_linkedin\" href=\"http:\/\/www.linkedin.com\/in\/eliotburdett\" rel=\"nofollow noopener\" target=\"_blank\" title=\"LinkedIn\"><\/a><\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/books-about-sales-management-and-sales-leadership\/\">20 Of Our Favorite Books About Sales Management and Sales Leadership<\/a><span> &#8211; October 20, 2023<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-make-progress-on-your-sales-goal-without-a-sales-leader\/\">How To Make Progress On Your Sales Goal Without A Sales Leader<\/a><span> &#8211; September 15, 2021<\/span> <\/li>\n<li> <a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-cmos-can-retain-talent-during-the-great-resignation\/\">Augment Your Recruiting Strategy During \u201cThe Great Resignation\u201d<\/a><span> &#8211; July 26, 2021<\/span> <\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div><\/div>\n<p><span class=\"et_social_bottom_trigger\"><\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>This morning I had breakfast with friend and President and CEO of Stratford Managers, Jim Roche. They are a progressive group, helping companies achieve growth and profitability through a mix of consulting and acting executive engagements. They are a sales savvy bunch as well. In a recent blog post, When It\u2019s Time To Rebuild Your<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/tough-decisions-rebuilding-the-sales-team\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;Tough Decisions \u2013 Rebuilding the Sales Team&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"","last_modified_date":"","cybocfi_hide_featured_image":"","footnotes":""},"categories":[15,14],"tags":[],"class_list":["post-6934","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-sales-hiring-recruiting"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/6934"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=6934"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/6934\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=6934"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=6934"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=6934"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}