Across industries, one question has echoed through boardrooms for as long as anyone can remember, resurfacing repeatedly: \u201cWhy isn\u2019t our sales team closing more?\u201d<\/p>\n
And the usual responses proposed?<\/strong><\/p>\n Often assumed to be the standard fix for sales struggles, are they addressing the core problem? \u201cAfter decades in the sales game, here\u2019s what I\u2019ve learnt,\u201d says Jacqueline van Rooijen, Founder of Ycagel and creator of the Elite Edge.<\/p>\n Sales teams don\u2019t scale because of effort. They scale because of leadership clarity, strategic systems, and real execution support. According to van Rooijen, whether you\u2019re a CEO, Sales Director, or the person funding both, if your team\u2019s performance is unpredictable, your structure is what needs attention.<\/p>\n She shares five pain points that keep sales teams \u2018stuck\u2019 and what to do about them:<\/strong><\/p>\n \u201cThe reason most sales teams stall isn\u2019t a lack of drive. It\u2019s a lack of design,\u201d asserts van Rooijen. \u201cSo, you don\u2019t need more reps, you need a system that activates the ones you already have.<\/p>\n She provides some sage advice on how leaders can effect real change in their teams:<\/strong><\/p>\n 1. Coach Your Managers, Not Just Your Reps<\/p>\n Managers are your multiplier. 2. Create Clarity with a Weekly Scorecard<\/p>\n Track three leading metrics consistently: activity, conversion, and pipeline. 3. Standardise Coaching Across Teams<\/p>\n Random coaching creates random results. 4. Run Monthly Velocity Strat Sessions<\/p>\n Stop managing in emergencies. 5. Close the Culture Gap with Communication Anchors<\/p>\n Make culture a daily practice. \u201cThe teams that scale consistently are led by people who step back to structure, coach with purpose, and hardwire performance into their culture,\u201d concludes van Rooijen. \u201cIf you\u2019re ready to build that, start at the top. Because when leaders shift, everything shifts!\u201d<\/p>\n\n
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\nHold monthly leadership check-ins focused on how they coach, not just what they report.<\/p>\n
\nMake it visible. Review it weekly. Let the numbers lead the narrative.<\/p>\n
\nDesign a shared structure for 1:1s, call reviews, and sales drills \u2013 and make it a leadership non-negotiable.<\/p>\n
\nUse structured monthly interventions to spot trends, remove roadblocks, and align leaders around key sales objectives.<\/p>\n
\nUse rituals like \u201cWin of the Week,\u201d public shoutouts, and structured reflections to embed high-performance habits in your team DNA.<\/p>\n