Is Your Sales Team Leaving Money on the Table?
As a CEO, founder, or executive leader, you’ve invested heavily in building a strong product, a talented team, and a well-oiled business operation. But when it comes to driving revenue, even the most promising sales teams can unknowingly miss the mark—and leave serious money on the table.
At The Novak Group, we’ve helped organizations across industries uncover hidden revenue, fix broken sales processes, and unlock their team’s full potential. In this post, we’ll break down the most common (and costly) areas where money slips through the cracks—and how to address them with precision and purpose.
1. Chasing the Wrong Leads
Too many sales teams fall into the trap of trying to be everything to everyone. When reps lack a clear ideal client profile or qualification strategy, they burn time and energy pursuing leads that will never convert.
The Result? Bloated pipelines filled with poor-fit prospects, low close rates, and frustrated sales reps.
The Fix:
- Define your Ideal Customer Profile (ICP)—who they are, what they value, and how your solution fits their world.
- Encourage reps to disqualify early. Walking away from the wrong opportunity is a win.
2. Poor Communication = Missed Conversions
It’s one thing to know your product. It’s another to know how to sell it.
The best salespeople don’t “pitch”—they communicate, connect, and consult. But without training, many reps fall back on feature-dumping, robotic scripts, or generic presentations that don’t resonate with modern buyers.
The Fix:
- Train your team in communication. Sales is about human connection first.
- Help reps shift from “selling” to diagnosing problems and offering tailored solutions.
- Practice active listening, storytelling, and trust-building as core sales skills.
At The Novak Group, we coach teams on behavioral sales techniques that boost authenticity, confidence, and close rates.
3. Weak Follow-Up Strategy
If your team lacks a structured follow-up system, you’re almost certainly losing deals that are close to the finish line.The Fix:80% of sales require 5 or more follow-ups—yet 44% of sales reps give up after just one.
80% of sales require 5 or more follow-ups—yet 44% of sales reps give up after just one.- Create automated reminders in your CRM for consistent follow-up sequences.
- Equip reps with templates and call scripts that keep conversations warm.
- Train for persistent follow-up with value, not spammy check-ins.
4. No Coaching or Accountability Structure
- Conduct regular 1:1 coaching focused on specific behaviors and deal progression.
- Review calls, role-play objections, and celebrate wins as a team.
- Set clear KPIs and dashboards that show what success looks like (and how to get there).
5. Underutilizing Your CRM & Data
- Audit your CRM use. Is it tracking key touchpoints, conversion rates, and buying signals?
- Create reports that highlight top sources of revenue leakage.
- Use data to make proactive changes in targeting, messaging, and lead follow-up.
Conclusion: The Cost of “Good Enough”
Even a high-performing sales team can fall short without the right strategy and coaching. The difference between meeting your quota and exceeding your revenue goals often lies in the details—the conversations being had, the follow-up that’s (not) happening, the training that’s missing.
If you suspect your sales team could be performing better, it’s time for a deeper look.
Ready to Improve Your Sales Results?
At The Novak Group, we specialize in sales coaching, communication training, and custom strategies that help companies drive more revenue—without needing more leads.
Contact us to schedule a free discovery call or visit www.thenovakgroup.com to learn more.
