A question to all sales managers: What is the problem with my sales team? (a) not knowing what to do. (b) not doing what they already know.

Dear, Sales team always work under the direction of marketing plan,It is therefore marketing  strategy should be on current market research based. 

Train Them Sincerely In Customer Handling Skills , Product Knowledge And Should Make A Reinforcement Plan For Excellent Customer Service And Implementing An Employee Incentive Scheme And Appreciation And Rewarding Methods For Employee Who Go Extra Mile For The Service And Make An Excellent Sales Model Out Of Him/Her For Other To Follow And  Be Motivated . 

This Formula Will Work . 

Employees Needs Constant Appreciation To Perform Well And They Have To Know There Performance Is Rewarded . 

I believe leader plays a major role in sales team.

If the individuals don't have the necessary mindset, the leader has to install it. If the sales force doesn’t have the necessary skills, the leader has to provide them with the training, development, and coaching necessary to obtaining them. If the sales force doesn't have the tools, then the leader needs to provide them. If the individuals are unwilling to do what is necessary the leader needs to replace them.