“The sales profession moves faster than ever today. In the blink of an eye, new competitors emerge, products similar to yours are released, and before you know it, it’s a race to the bottom,” says John H. Dean on SellingPower.
It is essential to get the most out of your sales team. This is one of the main focus for sales leaders. The better your sales force performs, the more sales, and better the organization will progress. Yet, it is a real challenge to maximize the performance of your sales team. Due to economic instability, varying market factors, as well as more informed buyers and customers, it has never been more challenging to sell. This is why an emphasis is placed on sales performance most of the times.
An under-performing sales team can be highly detrimental to the success of a business. In the world of sales, teamwork is what makes the difference between a failing business and one with growing sales. If you are on the quest of building an efficient, results-oriented sales team that reaches top sales results, consider employing the following strategies:
Assess sales skills
The first question to ask yourself is: does your sales team consists of the right people? Being in a sales role doesn’t mean you are suited for selling. Performing sales people are more likely to be outgoing, go-getting and competitive. Such qualities are difficult to be observed during an interview since applicants may not show their real selves.
Hence, to make good recruitment decisions and to evaluate the skills of current sales people, many companies have turned towards sales skills assessment tools. This leads to unbiased data about sale people’s strengths, skills and specific areas that need improvement. As a result, plans can be made for current sales staff and at the same time set parameters for the skills that are required for new-hires.
Training is Key
It is essential to ensure your sales team has access to training that will help them develop their skills and understand the techniques and attitudes of a good sales person. Training plans with courses should be designed according to the needs of employees as well as areas that need improvement identified in a skills assessment.
For instance, Sales Academy helps you train your global sales team through an internal academy within your organization, set according to your business objectives. Through modern training solutions such as scenario-based video training and simulations, employees are encouraged to complete their courses and be more engaged. Therefore, they are more likely to apply their knowledge and skills actively in their day-to-day jobs. These courses have proven success rates due to their accessibility and flexibility. Nowadays, more and more global organizations are opting for such innovating training solutions to boost productivity as well as retain the best employees.
Clarify your business niche and assess the demand for your product/service
Being sure about your business niche is critical. The question you need to ask is: who do you sell or want to sell to? Find out if there have been any significant changes in operations and purchasing behaviors recently, most likely caused by technology. From there, figure out who needs your product and how do these changes affect that need? You need to know how much your prospects are willing to pay, and where will you find them? In case you find it difficult to answer these questions, then consider re-evaluating the demand for your product as well as your overall strategy before organizing the sales team. This is mainly because little demand for your product means that your salespersons will perform poorly even if they’re the absolute best in the field.
Communicate openly with your sales team
A good sales manager needs to be open and true to their sales team, and encourage sharing experiences. This is what allows employees to learn from one another as well as from the senior management. Letting your sales team know that you’re open to hearing their ideas on how to reach new customers or fix existing problems is more likely to produce results than keeping things the way they are. It is obvious that employees who feel they are being listened to will be more efficient, loyal, and thus more motivated to sell.
Coach and motivate your employees
Having a bad sales management definitely leads to bad sales teams. It is the responsibility of the sales leaders to coach and motivates sellers. Besides, it’s also essential for sales management to understand how sales forces want to be rewarded and recognized for their efforts. This is more likely to result in a strong and motivating company culture that will easily lead to a powerful sales team performance.
Reward good performance
Rewarding a great sale will go a long way. This will certainly motivate your entire team to do better and reach their targets. However, if your sales team has exceeded the monthly goal or someone landed a major account, celebrating together on a larger budget and scale will foster good morale and a positive company culture. You can reward the team for a day out or a retreat that directly tells them even bigger rewards can be in store if they keep up the great work.
No matter how challenging it seems to boost your sales performance, there is always room for improvement if you follow the right strategies. Keeping your sales team engaged and enthusiastic has a lot to do with how leaders manage their teams. From training your employees to rewarding them, the aim is to make the best out of your team.