Have you given your team a Sales Plan?  Have you created the Sales Plan with them?  It’s a common blunder for Sales Manager’s as often this is not done.  Regular planning and reviewing is needed to achieve the desired targets.  A good plan will include the following:

Combined Effort: Sure, you are a manager and if your team fails then you will be partly responsible however the plan is not yours.  It’s your Sales Representative’s or you Business Development Manager, so involve them in its construction.  Be a guide and mentor and have them feel as though they have had equal time in the preparation of the plan.

Strict Reporting Structures: Depending on your product or service the sales cycle is flexible so there needs to be a defined reporting structure.  The plan should be devised and updated weekly and the review should be dependant on the sales cycle; bi-weekly, monthly, bi-monthly, etc.  Excellence is achieved through reviewing results against the plan to determine missed opportunities and ways to improve.

Metrics: For the plan to be successful it needs to focus on results and activities.  Examples of metrics include number of client phone calls, number of contacts, appointments, sales closed.  The key is not to overwhelm.  A few Key Performance Indicators that pertain to your business are all that are needed.