Knowing how to run your own business takes both skill and experience. One aspect of the operation that’s hard to get right, though, is sales. It’s important to help your sales team members succeed by providing them with the information they need, teaching them as much as you can, and encouraging them every step of the way.
For example, here are seven ways to boost your sales team’s performance.
Hire The Right People
The first step to having a high-performing sales team is hiring the right people. Look for individuals who are not only knowledgeable about your product or service but who also have the right personality and drive to sell it.
Once you’ve found some good candidates, thoroughly train them on your product or service and your sales process. Check-in with their performance regularly by asking them questions such as How many leads did you generate this week? or What were your goals for today? It will take time for new hires to get up to speed and be fully trained, so make sure they understand how important regular check-ins are.
When new hires don’t perform up to par, do everything you can to support them before letting them go. Remember that even if someone doesn’t seem like a perfect fit from the start, they may grow into their role over time.
Offer training programs that help team members hone skills and keep learning. Support them when they face challenges and celebrate successes together. Most importantly, encourage positive attitudes and give positive feedback – both at work and outside of work!
Communicate the Target
As a manager, it’s your job to ensure that your team is clear on the company’s sales goals. This means regularly communicating the target, as well as any changes or updates. Doing so will help keep everyone on the same page and focused on the task at hand.
At the end of each day, take some time to debrief your staff about what went well and what didn’t go so well. Use this opportunity to provide feedback for improvement.
By keeping an open dialogue between yourself and your team members, you’ll be able to foster a positive working environment in which everyone can grow professionally.
Create an Action Plan
- Define what success looks like for your team and each individual member. This will help you create measurable goals to work towards.
- Take a close look at your team’s strengths and weaknesses and come up with strategies to address any areas that need improvement.
- Make sure you are providing adequate training and resources for your team members. They should have the knowledge and tools they need to be successful.
- 4. Motivate them! Try creating incentives, such as contests or bonuses, to keep them engaged and performing at their best. If you’re really struggling to motivate your team, find out why. Are they underpaid? Do they not believe in the company’s mission? There may be an underlying reason that is impacting their performance and causing them to lose interest in the job. Once you’ve determined the root of the problem, take steps to fix it. For example, if it turns out that your sales team is underpaid, then make some changes so that salaries are more competitive.
Focus on Key Tasks
- Make sure your sales team is focusing on the right tasks. This means identifying the key activities that will lead to more sales and making sure your team is devoting the majority of their time to these activities.
- 2. Take a close look at your sales process and make sure it is as efficient as possible. Are there any steps that can be eliminated or streamlined? What about inefficient handoffs between departments? How are you measuring success for each activity in your process? Do you have clear accountability for each step? Do you know what should happen if an activity doesn’t go well? If not, take some time to think through these areas.
In the end, you’ll likely find that your company has wasted a lot of time and money on needless tasks or processes. Once you identify which ones are draining your resources without adding value, eliminate them immediately.
You may also want to give all the members of your team a fresh perspective by occasionally rotating roles so they can learn new skills and experience different aspects of your business. Finally, set clear expectations around targets, performance measurements, and deadlines so everyone knows what they need to do to achieve desired results.
Define Success Metrics
Before you can improve your sales team’s performance, you need to identify what success looks like. This will vary depending on your business goals, but some common metrics include things like closing rate, win rate, average deal size, and customer satisfaction. Once you have a good understanding of what you’re trying to achieve, you can start putting together a plan to help your team get there.
It may be as simple as giving them more training or resources, or it might involve making changes to their commission structure. The key is that the goal should be clear so that everyone knows what they are working towards.
You also want to make sure that employees know when they’ve hit their target for each metric, so you’ll want to measure regularly.
If one employee isn’t meeting expectations for a particular metric, consider if you can adjust something in their work environment (e.g., more focused training) or make some type of change in how they are compensated (e.g., fewer commissions).
It may take time to see the effects of these interventions, but eventually, this person should be able to reach their targets. In order to sustain these results, you may want to continue measuring and providing feedback until he reaches his goals.
For example, an annual review with your employee could go over the progress made during the year against their annual goal for that metric, provide feedback about why he didn’t meet his target (perhaps due to outside factors) and lay out the next steps for hitting those targets in future years.
Prepare Your Team
The first step to improving your sales team’s performance is to ensure that they are properly prepared. This means giving them the right tools, training, and support. By doing this, you set them up for success and give them the best chance to succeed.
You also allow them to focus on what they do best: selling. For example, if a potential customer wants more information about an upcoming promotion, have an expert in each department available to provide it so that reps can spend their time making deals instead of answering questions.
If possible, try to break down tasks into bite-sized pieces so that everyone has a part in helping the company. Make sure that your team understands exactly what their job entails.
After all, you want them to be able to confidently say yes when someone asks Do you know anything about? And don’t forget coaching!
Have regular meetings with your reps and regularly check in with them during follow-up calls and emails. Be present in every meeting and make sure that they understand what needs to happen next. Praise them publicly when they do well and talk with them privately if they need some help. Remember, the goal isn’t just to make money; it’s also to keep people happy.
Delegate Some Work
As the saying goes, If you want something done right, delegate it. When you’re running a business, there are a million things that need your attention.
You can’t (and shouldn’t) do it all yourself. Delegate some of the work to your sales team. This will free up your time so you can focus on other aspects of the business, and it will give your team a sense of ownership and responsibility.
It’ll also provide an opportunity for them to hone their skills. What kind of tasks should they be in charge of? Why not have them handle incoming emails or cold calls from potential customers? Or maybe they could compile data and reports about past clients. The possibilities are endless!
Provide Positive Reinforcement
It’s important to let your sales team know when they’re doing a good job. Positive reinforcement can come in the form of verbal praise, public recognition, or even small bonuses.
Whatever form it takes, make sure that your team knows that you appreciate their hard work. When people feel appreciated and valued, they’re more likely to give back to the company that invested in them. You might have higher retention rates and higher production rates on an ongoing basis.
Moreover, making sure your team feels appreciated will increase morale which will help motivate workers to do their best every day.
For example, say one of your employees receives customer feedback about how great he was at closing a sale. Tell him how happy his boss is with his performance and provide some way for him to continue this type of high-quality performance moving forward.
Maybe you’ll offer up some advice on what made him so successful, or maybe you’ll ask him to teach others how he did it. Be creative!
But whatever you do, make sure that your staff members know that their efforts are being noticed and praised by management. Research has shown that feedback loops have a direct correlation to increased performance. The cycle works like this: workers perform well -> receive praise from managers -> feel better about themselves and then perform better again -> receive more praise -> repeat.
Invest in sales enablement
If you want your sales team to be more successful, one of the best investments you can make is in sales enablement. By definition, sales enablement is the technology, processes, and content that equip a company’s sales force to sell more effectively. In other words, it’s everything that will help your team close more deals.
Investing in sales enablement doesn’t mean putting all your eggs into the hiring basket, though. Investing in sales enablement means looking at what’s already on hand and identifying opportunities for improvement.
For example, many companies have large backlogs of unsold inventory sitting on their shelves–if they could use these products more strategically as a way to gain market share or even just break even on them, they would be better off than if they continued to just stockpile these items indefinitely. And don’t forget about customers!
Make decisions with data
In order to make the best decisions for your sales team, you need to be data-driven. Look at your sales numbers and analyze what’s working and what isn’t.
Then, make changes accordingly. Additionally, keep an eye on industry trends and see how you can adapt your sales strategy to stay ahead of the curve.
For example, if there is a new product coming out in a few months that you could profit from by selling it now, put together a marketing plan to introduce it to potential customers. Or, perhaps some external events are impacting your market share?
Maybe this is the time to reevaluate and restructure your entire organization. The key here is that as soon as you notice something going wrong or even just not optimal, take action immediately before it snowballs into something much worse.
Find a methodology that works
When it comes to sales, there is no one-size-fits-all solution. The best way to improve your team’s performance is to find a methodology that works for them. This may involve trial and error, but it will be worth it in the end. Here are seven methods you can try:
- Set clear goals and expectations.
- Provide adequate training.
- Offer incentives and rewards.
- Encourage collaboration: Make sure everyone knows what their role is and feels supported by their colleagues.
- Be present during all sales meetings and interactions with customers to get a first-hand look at how they’re performing, see if they’re exhibiting any habits or behaviours that need attention, and offer feedback accordingly.
- Hire strong performers who have the same core values as your company.
- Keep things fresh by giving employees autonomy to come up with new ways of getting prospects interested in what they have to offer without compromising quality or credibility.
If you want your sales team to sell more, you need to take a close look at their performance and identify areas that need improvement.
By following the tips in this blog post, you can make sure your sales team is operating at peak efficiency and bringing in the most revenue possible.