Sales is the core of the business and the team behind it drives the company’s growth and success. They are responsible for the 2 most important things in a business: customers and revenue.
Every business owner or executive should acknowledge the critical role of the sales team in the organization. They should be always motivated, developed, and inspired for them to consistently perform.
Here are proven strategies to make your sales team successful:
1. Establish trust
Trust is a fundamental core value of every organization. The business can’t run effectively without it. Teams can’t work together without trusting each other. That’s why it’s important for a leader to establish full trust across the organization.
Offering full trust to your sales team goes two ways:
- You will need to win their trust completely
- You will need to give them your trust 100%
Establishing full trust with your sales team starts with setting the correct and honest expectations. You need to be clear about the following:
- What’s their objective/purpose in the business?
- What do you expect them to deliver and in what time schedule?
- What are their targets?
- How will you measure their success?
- How are you going to reward them?
The second step is to let them do their job as salespeople. Lastly, you’ll have to deliver your part of the bargain, which is to consistently work with them to achieve their targets, review their performance and give them their due rewards.
2. Give them visibility to the strategy
Part of what drives the sales team to deliver their optimum performance is to give them visibility of the company’s strategy. It is important that they know where the company is heading and what’s their part in it.
Moreover, enable your sales team to be equipped as they help steer the company’s strategy. You will need to provide them access to metrics, statistics, analytics and every piece of data about the company. This information will help them forecast their output in a timely manner aligned with the company strategy.
3. Establish SMART goals
SMART stands for:
- Realistic and
This is a basic methodology for goal setting. It is critical to establish smart goals with your sales team in order for them to know what are you expecting from them.
Work with your sales team to agree on a defined daily, weekly, monthly and/or annual sales objectives. The key is to have a limited number of objectives or goals that are aligned with the company strategy. Then, enable with them tools that will help them track their goals against their performance.
4. Put in place an effective reward system
Sales teams are driven by rewards. They perform more when they know what they’re getting in return. That said, it is highly critical to put an effective reward system to keep your sales team inspired. For example, come up with an enticing commission agreement and/or sales incentives.
Some of the key elements of an effective reward system are the following:
- A specific result or quota that will let them earn the rewards
- A clear process of how the reward will be earned
- Timeline of when they can earn and/or when the reward will be given
- Ability for the individual to choose the type of reward they want to receive
Enabling your sales team to choose the type of reward they want will keep them excited. Start by sending out a survey to every individual so you’ll know what their expected reward is.
5. Make your sales team fall in love with the company
This is rather difficult but once successfully pulled off, you’ll have the best succession plan in the company. Moving your sales team away from the employee mindset and offering them the idea of being ‘company owners’ is critical.
Get them involved in building the company’s mission, vision and core values. Steer them away from being stimulated by their paycheck and let them become passionate about their contribution to the company. This may or may not work with all the individuals in your sales team but at least you’ll know who among them is truly involved.
6. Allow them to be flexible and proactive
Your sales team doesn’t become sales rock stars overnight. That said, allow them to be flexible enough in achieving their targets. It will require you to provide consistent guidance and follow through with their output.
On top of that, encourage your sales team to be proactive in all areas. Let them explore new angles and come up with out-of-the-box ideas. Moreover, encourage them to freely present these ideas and implement them.
7. Provide them with opportunities and growth
It is critical to provide your sales team with enough opportunities for growth. This will keep them stimulated knowing the fact that they know where they’re going if they become successful in the company. Keep in mind that a salesperson wouldn’t want to be a salesperson forever.
Putting a clear development and growth plan for the sales individuals is one of the required duties of a leader. There should be a clear and defined path for a salesperson to go to the next level in the organizational structure.
Motivating your sales team is a top priority. It requires diligent thought process and involvement with the team. Moreover, upgrading their performance will require time, consistency and commitment. These effective and tested strategies can help you build a successful sales team that’s always inspired and motivated. These should be an integral part of the core priorities of the company.
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