How Your Sales Team Can Be More Effective
Every business wants – and needs – its sales team to be as effective as possible. Sales are the lifeblood of your business, and the more effective your team can be, the more profits you’ll make. The more profits you make, the bigger and better your business will become.
It’s important, therefore, to give your sales team the tools and equipment they need to be more efficient and effective. The problem is, not every business owner knows what it is the sales team really needs. Read on to find out what will help you (and them) the most so you can implement it and make the next 12 months the best yet.
If you want your sales team to be the most effective it can be, you’ll need every member to be entirely focused on what they are doing. You’ll want them to be working on sales and nothing more. Therefore, you won’t want them to be distracted by other tasks.
In small businesses it can be tempting to have your employees serve several different functions; this saves you money and ensures that everyone is occupied at all times. Yet for your sales team to do what they need to do and to be out there making contacts and closing sales, it’s best not to allow this to happen. If you can afford it, hire more staff to take up the jobs that your sales team would otherwise be doing, or outsource various jobs to give them more time to work. You can outsource many different work tasks such as accounts, marketing, and even bring in managed IT systems with fidelisnw.com.
Offer Regular Training
Sales techniques change as your clients and audience change, and no matter how good a salesperson might be initially, if they aren’t given regular training then their productivity can fall and their sales numbers can drop.
Regular training means that they are always at the top of their game, giving you the best value for money and selling more than they would if they were left to fend for themselves.
Training can be done in-house if there is someone available with the required knowledge and skills, or it can be brought in. This can often be a better idea since learning from someone unknown who has a lot of knowledge to impart can often feel more ‘real’ than learning from someone the team works with every day.
It’s also a good idea to encourage your sales team to seek out training opportunities for themselves. They can come to you with the information and you can determine whether or not the course or training module is worth their time and your money.
Salespeople are, by their very nature, competitive. They will want to be the best, always increasing their figures, smashing their targets, and coming out on top. You can put this personality trait to good use, giving incentives and rewards to the best performing salespeople on your team.
If the team knows there are rewards available (and if those rewards are worthwhile – that will be down to you to determine) then they will work even harder, not only trying to make as many sales as possible but trying to beat their colleagues’ sales figures too.