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If you’ve hired correctly, then you should have a sales team that’s full of Grade A winners, people who always want to improve and be the best employee they can be. But of course, that doesn’t mean that you get to just sit back and hope that they’re able to get on with it. Oh no! As the leader, it’s up to you to do your part, and make sure that you’re giving your sales team everything they need to get your company as much business as possible. We take a look at a few things below.
There’s an element of “go-getter” about sales staff, but that doesn’t mean that they’re going to be self-starters when it comes to every aspect of their job. They’ve got specific skills and talents, but they don’t know everything! And this is especially true when they first start working for you. Furthermore, you may not have given them the correct tools to thrive in their role, such as a sales enablement platform for them to use. You’ll have brought them on board because they have all the ingredients to do well for your business — but you still need to nurture their growth. Make sure that you give them all the training, resources, and support they need to do their job well.
You have a sales team, but it’s made up of individuals. Get to know them on a personal level, and understand what they’re reaching for, what they’re good at, where they need to improve, and what they want from you.
Your sales team is there to do one thing: to sell. But all too often, they spend a big chunk of their time doing things other than selling — they’re entering data, or trying to figure out where they’re up to with all their prospects, or any of the other essential yet time-consuming tasks that are part of the sales process. To make their life easier, and to allow them to focus on selling, look at integrating a sales CRM into your business. Thousands of sales teams love using Spiro, which helps employees to reach more prospects and boost their sales. You hired them because they’re excellent at selling, not because they’re great at entering data. Let them get on with what they were hired to do.
Everyone in sales knows that it’s an unpredictable game. Lean times come, boom times come, and in between, you hope things tick along nicely. This is just the name of the game! If you’ve been directly involved in sales yourself, this will be clear to you, but if you haven’t, then it’s important that you at least understand it, and stay calm. Everyone wishes they had a boss who was emotionally stable — it creates a better working environment, and takes the pressure off. Learn the art of staying calm, and you’ll find that your employees — all of them, not just your sales team — enjoy coming to work more often.
Having said that, it’s important that you don’t get too lax. You can be calm and still have high standards! A salesperson who’s allowed to operate in third gear isn’t going to stay in the business very long — they might coast along in your business, but they’ll flounder everywhere else. They work this job because they enjoy the process of being challenged and reaching targets, so make sure you’re giving them something to aim for.
It’s obvious when a person has done well. They’ve crushed the sales target, they’ve got more in the pipeline, they’re clearly enjoying their work, and you expect more good things to come. They’re doing well for you — what are you doing for them? Work is about more than just a paycheck. You want recognition for having done a job well. If someone in your clan does a good job, then make sure it’s recognized. You can give out a monthly award for the best salesperson, for instance. If someone does especially well, then ask them to name their own prize (within reason). Nothing motivates a team like knowing that a week off, or dinner at the finest restaurant in town, or whatever it is they want is possible.
If you put all the pieces in place, your sales team will be motivated, happy at their work, and able to deliver their best for your business. These are, arguably, the most important people in your organisation, so make sure you’re devoting that extra little bit of attention and energy to ensure that their needs are met.