Why Don’t Sales Teams Practice?

It’s the simplest question in sales… and almost nobody asks it.

Managers spend their days forecasting, reviewing past performance, running one-on-ones, prepping decks, and sitting in meetings. They’ve never been this busy.

And most were promoted because they were great sellers, not because they were great teachers.

So teams get motivation instead of ability.

“Ask better questions.”

“Run a tighter meeting.”

“Dig deeper.”

Good advice… with no practice behind it.

If you want behavior to change, skill has to change first.

And skill only changes through practice.

Reps on agendas.

Reps on discovery.

Reps on double-clicks and follow-ups.

Reps on the moments where calls fall flat.

Managers don’t have time to run real practice.

That’s why so many teams stay stuck at the same level year after year.

Here’s the truth:

Salespeople don’t rise to the level of motivation.

They fall to the level of their ability.

If you want a team to improve their sales skills, work on ability.

Because once people get better at the skill of selling, the numbers follow.