As the leader, you must make sure that the game is easy to play. This involves removing or reducing as much resistance as possible. Some of the resistance will be imaginary, and some of the resistance will be very real. Imaginary resistance is to do with people’s mindsets, and often comes in the form of excuses. For example, some people may resist performing sales activity because they don’t have a list of prospects, or insist that they can’t sell a particular product because there are no boundaries.
Real resistance often has to do with factors outside of the salesperson’s direct control, such as inefficient systems, service delivery challenges, internal politics, or volatile market conditions. Regardless of whether it’s real or imaginary, you need to do everything in your power to remove or reduce the resistance. This could involve providing the sales team with prospecting lists, giving them additional training, creating collaterals, improving your CRM, negotiating special deals with suppliers, or getting buy-in from other departments to support your team’s game.