For any organization, employees are the most valuable asset. Employees increase revenue and help the organization to grow. But, there are some organizations whose employees don’t perform as well as they should. For such organizations, learning the ways to make employees productive is extremely important. Whether you’re a service provider or a manufacturing company, a key part of your organization is the sales team. If you want your organization to be successful then building a winning sales team is crucial. How can you build a successful sales team? Following are 4 steps to build a killer sales team.
Mold your sales team into positive, confident people
It is a scientifically proven fact that people with a positive attitude make better decisions and achieve more than negative minded individuals. By affecting their ability to make decisions, negative thinking makes people prone to mistakes. On the other hand, people with a positive attitude make sound decisions and are confident in their interactions with other people.
Confidence and the ability to make sound decisions are two qualities of successful sales people. So, by molding your sales team into positive people, you’ll improve their performance which in turn will allow you build a successful sales team.
Diagnose the sales situation
The most basic quality of good doctors is that they prescribe medication/treatment to patients only after they’ve carried out a diagnosis. As a business owner or sales manager, it is important for you to treat your sales team as your patient. Before anything else, you must determine what training and motivation your sales team requires to perform to the best of their abilities. Also, it is important for you to evaluate how much work your sales team can handle. Once you’ve done that, see how much improvement your sales team requires to meet the sales objectives you’ve set for them. In case your sales team requires massive improvement to meet the set objectives, you can do one of two things: lower your expectations or hire new people who can perform to the required level.
Keep an eye on progress and success
As a business owner /sales manager, you must define what it means to win if you want to build a killer sales team. So how can you measure the progress and success of your sales team? It is important that you don’t focus solely on activity. When determining the success of your sales team, you must consider both results and behavior. You won’t encourage closing if you focus only on the results. Keeping this in mind is particularly important during a sales slump.
Offer monetary benefits
Let’s be honest, we all work for the money. After all, we have to pay for mortgage, utilities and so much more. Also, the basic salary isn’t enough for most people to buy luxuries for themselves. This is especially true for sales reps. A great way to motivate your sales team and drive them towards success is offering monetary benefits for exceeding targets.
For most sales managers, building a successful sales team is a challenge. If you’re one of them then follow the aforementioned steps to build a killer sales team.
April Salsbury, MBA is a strategist, an analyst, an operational guru, a recognized leader and C-suite global healthcare executive with drive and focus for competitive markets. Co-host of The Business Forum Show and regular contributor to various business journals, she possess multi-functional and multi-national competencies with more than 15 years experience in business and healthcare. Her expertise is in invigorating revenue growth and infusing value of lean practices in growing companies through improvements to cash flow and operations management.
Fueling revenue, growth and profit, Salsbury & Co. is a consultancy firm focused on helping businesses and healthcare organizations achieve excellency. Our specialists have executive experience combined with deep functional expertise to provide our clients with services that drive real impact and results.
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