How to get back to business?

1. I agree with Nikola, track your efforts. Implement a goal-setting framework like OKR which put the agenda upfront. Let the data speak why sales numbers are not getting achieved if they are really not getting achieved.

2. Define proper roles. I am assuming all the sales guys are doing all the things which you have mentioned market analysis, new opportunities, shipping, credit/debit notes, markdown provisions

3. Suggest hiring the Sales enablement officer(a.k.a Sales Strategy Head), if management has a budget, who can look at sales function horizontality and can suggest the optimization required. Or pormote someone internally to that role.

Hi Gergana,

you have to make sure all your efforts are tracked. Best will be to introduce a request base system for your organization. If not possible you can at least make a common mail box and then convert each mail to a tasks. The more the obvious. 

Hi Gergana:

Ask the salespeople what were they good at, and where were the natural separations we could make in their job roles?

End up dividing your “sales” team into three distinct roles, putting them into teams, and focusing them on what they were good at. You can now have a new business development team that falls under our Sales and Marketing department and have moved our Account Management team and our Dispatch team into a newly-created Operations department.

I hope thishelps you.