If Your Sales Reps Keep Missing Targets, This Might Be Why

When your sales team keeps falling short of their targets, it’s easy to point fingers. Maybe you think they’re not trying hard enough, or perhaps you’ve blamed market conditions for making things tough.

But what if the real issue started long before they even joined your team?

Missed sales targets can often be traced back to one critical factor: the hiring process. If you’re bringing in the wrong people or failing to set them up for success, no amount of effort or motivation will bridge the gap.

Let’s break down why this happens—and how you can fix it.

The Chain Reaction Behind Missed Sales Targets

Sales targets don’t get missed in isolation. They’re usually the result of deeper issues in your hiring and onboarding processes. Here’s how things can go wrong:

1. Hiring the Wrong People

Sales is a high-pressure, performance-driven field. Not everyone can thrive in this environment, yet many businesses settle for candidates who “seem good enough.”

Without a robust recruitment process to identify top-tier talent, you risk hiring individuals who don’t have the drive, skills, or resilience to hit their numbers consistently.

2. Poor Onboarding

Even the most talented sales professionals need guidance when they join a new company. If your onboarding process is rushed or unclear, it can leave new hires feeling unprepared and disconnected.

The result? It takes longer for them to contribute, and they may never fully integrate into your team.

3. Lack of Cultural Fit

Sales isn’t just about closing deals—it’s also about working collaboratively with your team and aligning with your company’s values.

When new hires clash with your company culture, their performance suffers, and they’re unlikely to stick around for the long haul.

The Long-Term Impact of Missed Sales Targets

Missed sales targets don’t just affect this quarter’s numbers. They can have a lasting impact on your business:

• Revenue Loss: Fewer closed deals mean less cash flow, which can limit your ability to invest in growth.
• Team Morale: When targets aren’t met, it affects the entire team’s confidence and motivation.
• Increased Turnover: Underperforming sales reps often leave—or are let go—leading to costly recruitment cycles.
• Damaged Reputation: Consistently missing targets can harm your credibility with clients and stakeholders.

If you’re experiencing any of these issues, it’s time to take a hard look at how you’re recruiting and onboarding your sales team.

What Happens When You Get Recruitment Right?

Now, imagine the opposite scenario. Picture a sales team filled with motivated, high-performing reps who consistently hit (or exceed) their targets.

These are the things you’ll notice when your recruitment process is firing on all cylinders:

• Higher Revenue: With the right people in place, your sales pipeline stays active, and deals close faster.
• Stronger Team Dynamics: A team that works well together is more productive and resilient under pressure.
• Long-Term Success: Employees who are a great match for your company tend to stay longer, reducing turnover and its associated costs.
• Enhanced Reputation: Consistently hitting targets builds confidence among clients and stakeholders.

But how do you make this vision a reality? That’s where we come in.

Coburg Banks: Your Partner in Sales Recruitment

At Coburg Banks, we understand that hiring great salespeople is both an art and a science. Our Sales Recruitment division specialises in finding high-performing sales professionals who can drive revenue and growth for your business.

Here’s how we help you avoid the pitfalls of hiring mistakes and missed sales targets:

• Tailored Recruitment: We take the time to understand your business, sales strategy, and goals to ensure we find candidates who fit perfectly.
• Proven Screening Methods: Our rigorous assessment process identifies candidates with the skills, resilience, and drive needed for sales success.
• Focus on Cultural Fit: We don’t just look at CVs—we evaluate how well candidates align with your team and company values.
• Extensive Network: Our access to top-tier sales talent means we deliver results quickly, even for niche or senior roles.

With Coburg Banks, you’re not just filling roles—you’re building a high-performing sales team that delivers consistent results.

What’s Next for Your Sales Team?

If your sales reps keep missing targets, it’s time to stop blaming the team and start looking at your recruitment process. With the right approach, you can turn things around and create a salesforce that’s unstoppable.

Learn more about how Coburg Banks can help you find the sales talent your business needs. Or, if you’ve got a role in mind that needs filling, book a call with us today.

Let’s build a team that doesn’t just meet targets—they smash them.