Ways of solving non-obvious (psychological) problems in sales

the presented generalisation study considers the main problems faced by sales departments in modern companies. It emphasises the importance of psychological climate and relationship culture, on which the motivation and efficiency of employees largely depend. The factors that lead to low sales are analysed: lack of faith in the product and company, toxic atmosphere, destructive criticism, non-transparent career development criteria and negative financial attitudes. Special attention is paid to unconscious barriers – fear of more money, guilt about the profession, low self-esteem and lack of confidence in one's own abilities. Working with these barriers requires a comprehensive approach, including a mentoring system, introduction of clear regulations, raising the status of the sales profession within the company and continuous training of employees. Author's studies (O.A. Kolsanova, N.V. Katkova, E.V. Pertseva, etc.) confirm the importance of constructive criticism, transparent motivation and healthy working environment for increasing conversion and preventing staff burnout. It is emphasised that salespeople who are confident in the product and the company are more productive and able to build trusting relationships with customers. Thus, the conclusions of this article will be useful to business owners, heads of sales departments, HR-managers and everyone who seeks to form a strong team in their company, focused on long-term results.

staff motivation, toxic atmosphere, corporate culture, internal barriers, objection handling, salesperson self-esteem, employee loyalty, fear of big money, sales funnel conversion, transparent regulations, career development, mentoring and training, product confidence