What to Do When No One in Your Sales Team Seems Aligned, Happy, and Your Culture Feels Uncomfortable

As a leader, one of the most challenging moments is when you sense a disconnect within your sales team. When your team isn’t aligned, morale starts to dip, and the overall culture begins to feel uncomfortable, it’s hard to pinpoint where things went wrong. But recognising these signs early is key to getting things back on track. The important question becomes: Where do you start?

Sales teams can’t succeed without alignment, and leadership can’t thrive without trust. The key is to take proactive steps to rebuild alignment and restore a culture where your team feels engaged, valued, and motivated.

1. Acknowledge the Discomfort: Recognise When Things Aren’t Working

The first step in resolving any issue is acknowledging it. If you’ve noticed a drop in performance, morale, or team dynamics, it's essential to address the discomfort rather than ignore it. Leadership requires courage, and sometimes that means facing difficult truths about the team and culture you’ve created.

This isn't about blaming anyone, but rather identifying what's going wrong. As leadership expert Andy Stanley puts it, “Leadership is not about being in charge. It’s about taking care of those in your charge.” If your team isn’t aligned, it’s often a reflection of how well (or poorly) leadership has facilitated communication, trust, and understanding within the group.

2. Conduct Open Conversations to Understand the ‘Why’

If there’s tension or disengagement within the team, you need to create space for open, honest conversations. Start by asking questions, not making assumptions. What’s causing the misalignment? Why do certain team members seem unhappy? These conversations shouldn’t be about pointing fingers but about gaining clarity on the underlying issues.

By engaging in these types of conversations, you foster a culture of transparency. As Peter Drucker said, “The most important thing in communication is hearing what isn't said.” You may discover that there are gaps in expectations, a lack of clarity on roles, or even personal challenges that are affecting performance.

Gallup research shows that when employees feel their voices are heard, engagement improves by 4.6 times. By encouraging this openness, you also demonstrate that you care about the well-being of your team members, which helps to rebuild trust.

3. Revisit and Realign Team Values and Goals

Once you’ve understood the root cause of the issues, it’s time to refocus. Revisit the values and goals that the team stands for and make sure they are clear, motivating, and aligned with the broader company vision. A strong sense of purpose and direction is essential to a high-performing sales team.

Sometimes, misalignment comes from a lack of clarity about what the team is working toward. It’s critical that every team member knows exactly what they’re expected to achieve and why it matters. This aligns with Marie Forleo’s insight: “Clarity is the counterbalance of mindfulness.” Clear goals allow everyone to move in the same direction.

This may involve having a team meeting to revisit key targets, discuss progress, and ensure that everyone’s individual objectives are aligned with team success. It’s a great opportunity to reframe challenges and motivate your team with a renewed sense of purpose.

4. Foster a Culture of Accountability and Growth

Once alignment is back in place, it’s crucial to foster a culture of accountability. This doesn’t mean micromanaging, but ensuring that each team member knows they are responsible for their part in the collective success. By holding each other accountable, the team remains engaged and motivated to perform.

A strong culture of accountability goes hand-in-hand with a growth mindset. Encourage your team to see challenges as opportunities for development. As Carol Dweck highlights in her book Mindset: The New Psychology of Success, “The view you adopt for yourself profoundly affects the way you lead your life.” When the team embraces the idea that growth comes from learning, it can transform their approach to both challenges and successes.

5. Reinforce Trust and Connection

Rebuilding trust within your team is not a quick fix; it requires consistent effort. Make time to celebrate wins, both big and small. Acknowledge individual contributions, but also highlight how these contributions are part of a greater team effort. Acknowledging progress reinforces the idea that success is a collective effort, and that everyone’s role is valuable.

Gallup’s 2021 report shows that 70% of engagement is driven by the manager, so your actions will play a significant role in shaping the culture. Trust isn’t built overnight, but by being intentional about nurturing relationships, you can rebuild the foundation that holds your team together.

Final Thoughts

When your sales team feels misaligned or disconnected, the key is to take immediate, thoughtful action. Through open conversations, realigning goals and values, fostering accountability, and reinforcing trust, you can rebuild a high-performing team. Leadership isn’t about being perfect—it’s about recognising when things aren’t working and taking the steps necessary to make things right.

At Summit Sales Solutions, we understand that a misaligned sales team can be a major obstacle to growth. If you’re struggling with alignment or a lack of engagement within your team, we’re here to help. Let’s have a conversation about how we can work together to put systems in place that drive both alignment and results, ensuring that your team is engaged, motivated, and ready for success.