Why Your Sales Team Is Stuck (And How To Fix It)

Stop losing deals when your sales teams hit a plateau. Learn how to diagnose why your high-effort staff are missing targets. In this episode of Confessions of the Revenue Team, we sit down with Holly Laboda, Chief Growth Officer at Formula L, and Cara Brown, CEO of League Coverage. We discuss the friction points that prevent hardworking sales teams from hitting their goals and why activity alone does not equal revenue. This conversation is for leaders struggling to align effort with outcomes. We break down the specific challenges that cause sales performance to stall, even when the team is working hard, and identify the management shifts required to correct the course. Implementing better sales strategies starts with identifying where the disconnect happens between your team's output and your actual growth objectives. Subscribe for weekly sales efficiency breakdowns, and let us know in the comments: what is the most common reason you see talented sales teams fail to meet their targets? 0:00 Unmasking the Revenue Team 1:52 The Service Trap 5:20 Shifting to Growth Conversations 10:49 Insight-Led Sales Strategies 19:12 The AI Reality Check 22:46 Defining Measurable Value Kara Brown was one of the first employees at Echo Global Logistics. Echo grew quickly in three years and her name is on the company’s 2009 IPO press release [NYSE: ECHO]. At a Nashville-based supply chain management company Kara weathered a major communications crisis with almost no market exposure before moving to Atlanta in 2016. Brown is also an active force in cultivating Atlanta’s female economy, being a Co-Founder of CloseHer, a community for women in sales. Connect with Kara:   / karasmithbrown   Holly LaBoda helps logistics companies of all shapes and sizes get, keep, and grow larger customers. As a Partner and Co-Founder of Luminaries Consulting, she loves working with clients to help them achieve their growth goals. A pragmatic business success partner, she takes a holistic view of an organization’s, or individual’s, current state and future goals and helps them design practical ways to bridge the gap. From go-to-market strategy to sales talent development, and everything in between, she helps clients get real results, fast. Connect with Holly:   / hollylaboda   💻 👉 Claim your free 30-minute conversation: https://meetings.hubspot.com/jeff1380... #LeadCoverage #KaraSmithBrown