Not putting in the time and effort into building a successful sales team will affect all areas of your business, more so when it comes to realizing your business’ overall goals. You want to boost sales productivity, and it is best done when working with the right people.
Unfortunately, not many people understand how to go about this. If this sounds like you, then you’ve definitely come to the right place. In this blog post, we examine what it takes to build a superior sale team.
Clearly Define Your Sales Strategy
The kind of sales reps you onboard largely depends upon your business model the nature of products or services, target audience, and growth trajectory. In this regard, you should take it upon yourself to decide if you need outbound sales reps, inbound sales representatives or both. First, be sure to define your sales strategy, after which you should decide on the different tools and processes that will support your overall business growth.
Build a Culture of Engagement
Building a successful, high-growth sales team starts with a culture that supports empathy, curiosity, and the persistence of growth. A sales culture of engagement is so much more than ping-pong tables, or an endless number of SPIFs. Employee engagement simply refers to how employees think and feel about the team they’re on, and how they act based on those thoughts and feelings.
At no time should you mistake satisfaction for engagement, though, as they are not the same thing. As a sales leader, the most important thing is engaging in your teams. Strive to do your best to maximize each team member’s performance and motivate them every other day.
The aim is to have teams lead forward and think like owners, so they can drive business. How do you get them there? Well, identify the skills that matter most, and hire for them. Moreover, you should always set clear expectations, give your teams everything they need to succeed and monitor critical sales metrics. In so doing, you certainly stand a better chance of improving sales productivity.