How to develop sales teams
How to Develop Sales Teams
What is a Sales Team?
The department that is responsible for achieving the company’s sales goals is called a sales team. This department is led by a sales manager and consists of customer service representatives, sales specialists and sales reps who work together to achieve daily, monthly, quarterly and annual sales goals. This department focuses on customer acquisition, retention, and sales growth. Depending on the company’s size, a sales team may have dozens to hundreds of members.
What are the roles of a sales team?
Sales manager – This is the person who oversees and directs the sales team. They are responsible for hiring and training new members, driving sales, budget management, setting sales goals, evaluating the performance of their team, and dealing with performance-related issues.
Assisting sales managers are sometimes added to larger organisations to help with team management and sales. This role acts as a liaison between sales managers and sales teams.
Account executives – These account executives are also known as sales representatives. They speak directly to clients to make sales. Sales reps are able to work remotely, door-to-door, at shows and conventions, or with a combination of both.
Customer Success Representative – This is a common role in a sales team. This position is focused on customer retention. Customers are contacted by customer service representatives to renew their sales and to follow up on transactions. This position gives priority to existing customers and allows sales reps the freedom to concentrate on new sales.
Sales Specialist – A lot of sales teams have sales specialists who are experts in all aspects of the product and service. A salesperson can refer a customer to a specialist if they have a complicated question or need help with a product.
How do you build a sales team?
A strong sales team will help your company increase revenue, attract new customers and retain existing customers. You must improve your critical skills to ensure that your sales team covers all sales territories effectively.
Sales Development Strategies to Help Your Sales Team Be Successful
1. One-on-One Coaching
It is difficult to keep up with everything, so it is often that one-on-one coaching slips through the cracks. Your team will become more productive, confident, and skilled in sales if they receive regular coaching.
Your sales team will be more prepared for difficult situations if they are properly trained through customer interactions. This will allow them to close more sales. Your reps will feel more confident about their sales approach when they have the support of an expert.
2. Encourage Continued Learning
Comprehensive sales training will help you avoid common problems in the sales industry. Get your sales training set up and your middle performers will be top performers that can bring in more revenue for your business. To keep your employees’ minds sharp, it is vital to train them regularly.
This is a great strategy for sales management. Create a strategic plan for next year, and ensure your team follows it. The training should reinforce the lessons they have already learned and add new strategies to help them continue their learning.
3. Make use of technology
It is important to integrate technology with existing tools and systems in order to bring technology into the sales team’s work. It is important to keep your eyes open for new developments in order to keep your team as productive as possible.
This can be extended by asking your team for their feedback to find out what tools they believe would make their job easier.
4. Streamline your sales process
Although sales is not always a one-size-fits all process, it is important to have a sales process that gives your team the information and tools they need to achieve their sales goals. Playbooks are a great way to help your team develop a sales process that is efficient and productive. Playbooks can help you create a consistent, efficient, and productive sales process for your entire team.
5. Establish a positive company culture
Although a strong culture within the company has been an important aspect of employee satisfaction for many years, it has recently become more important.
Flexibility. Flexibility can include flexibility in their work hours, the place they work from, or how their office is set-up.
Professional development. Millennials want to grow their careers and are seeking out positions that will allow them to develop.
Reputation. Reputation is crucial in your industry and when it comes down to being a socially responsible business. Your company should be donating, volunteering, or practicing sustainability.
6. Inspire Your Team
Highly successful sales managers understand the importance and value of motivating their teams. They use inspiration as one their most effective sales team management strategies. They help each salesperson to see their potential and motivate them to achieve it. Inspiring Sales Managers can often be described as:
You are energetic. Positive, positive attitude that is infectious
Appreciative. Truly showing gratitude for the hard work of the sales team and recognising/rewarding them accordingly
Servant-hearted. More concerned about the success and well-being of the sales team than your own personal gain
Accountable. Accepting personal responsibility for what happens even if the consequences are not pleasant
Honest. Honesty is key.
7. Create a winning sales team
You are not able to guarantee sales by being a sales manager. You must trust your sales team to complete the job. Building a winning team starts with trusting your team. You must have strong salespeople who are driven if you want to build a strong team.
8. Cultivate a Winning Sales Team
You must nurture your sales team to ensure its continued success. Your team should be given the opportunity to reach their goals.
Even the most driven salespeople need support tools to maximise their potential. Your team needs the right tools to be successful, whether it’s a presentation software program, administrative support, or other resources.
9. Recognise individual and team wins
Recognising and celebrating wins within your sales team can have major benefits. This includes increased job satisfaction, productivity and motivation.
Sales can be stressful. You want to make sure that you keep the atmosphere positive and joyful. Stretch goals can be a great tool to use with your sales team as long as they are given the direction they need.