Having a well-chosen, fully trained, sales team with the right attitude is essential if your organization is trying to increase sales. The sales team is the last line of defense. After all the investment your company has made toward developing, testing, and perfecting the product, branding, and promotional campaigns, it is the sales team who will ultimately make or break efforts to increase sales because they are the ones who will have direct contact with the customers. At Cydcor, a leader in outsourced sales, we’ve had more than 25 years’ experience building and growing great sales teams fully prepared to increase sales and achieve clients’ revenue growth goals.After all the investment your company has made toward developing, testing, and perfecting the product, branding, and promotional campaigns, it is the sales team who will ultimately make or break efforts to increase sales... Click To Tweet
Here are some of the most important things to consider while building your sales team:
Take the time to hire the right people. Be sure everyone on the team has clear expectations of what’s expected of them, simple goals, and ambitious but achievable targets – both for the team as a whole and for each individual salesperson. It’s okay (even great!) to have high standards, just make sure both sides are clear on those standards, nobody likes that kind of surprise.
Don’t be a stranger. Building a sales team positioned to increase sales is not a set it and forget it process. Hiring well is just the first step. Get to know your people. Talk to them. See them as individuals who bring their own individual strengths to the overall team. This will allow you to use them most effectively.Building a sales team positioned to increase sales is not a set it and forget it process. Hiring well is just the first step. Click To Tweet
Get Everyone Trained Up to Speed
Once you have the right team in place, it’s important that they’re well trained and up-to-date on all sales strategies. Keep it simple, train your team only on what’s necessary to improve sales without added fluff, twists or turns. Since turnover is inevitable, make sure you have frequent trainings that are easily repeatable.
Also, remember that not everyone learns the same way. Some people learn better through presentations, others through reading materials. Some people have no problem just learning things conceptually and can then repeat them, but others may need to take a more hands-on approach with training. Have the most successful reps train the others and pay attention to make sure they’re getting it. You may even ask your team how they prefer to be taught. By involving them in the process you will get more buy in and participation.
Keep the Team Motivated
A team that’s eager to succeed is a must if you want to optimize your sales program. By keeping goals simple, clear and refreshed, you can always make sure your sales team knows what’s expected of them. Talk about goals daily. Reward and recognize those who increase sales and meet goals frequently. Healthy competition is good, but a collaborative environment where people are willing to help each other serves everyone, and that comes if everyone feels like their hard work is being rewarded.
Much like with training, different individual sales people will respond to different things. Everyone has their own carrot. Some are looking for recognition and respect, a star on the wall with their name on it. For others, bonuses and financial incentives may be the way for them to meet their full potential. Again, ask your team their preference. Get them involved in the process!
Ensure They’ve Got the Right Stuff
You’ll want to be sure to review your strategies to increase sales with the team to make sure all essential steps and needed communications are present in the sales process. Does the customer understand the product and service? Do they understand when they will receive the product or service? Will they need to do any follow-up? Don’t walk out the door until all of the customer’s questions are answered or, at least, until there’s a plan in place to get them answered.
Make sure your sales teams have the right tools, they need to be efficient. Making sure they have the right product information including pricing, a snapshot of the product or service benefits, pricing, and offer information is essential to help them improve sales and succeed.
There’s no one way to improve sales, but these strategies to build and maintain a great sales team should set you up for success. Hire the right people, train them well and keep them motivated, learn your customer and your product backwards and forward, and you should be well on your way to increase sales and achieve your business goals.
We are Cydcor, the recognized leader in outsourced sales and marketing services located in Agoura Hills, California. From our humble beginnings as an independent sales company to garnering a reputation for consistently exceeding client expectations and driving outstanding revenue growth, Cydcor has been helping Fortune 500 and emerging companies achieve their customer acquisition, retention, and business goals since 1994. Cydcor takes pride in the unique combination of in-person sales, call center, and digital marketing services we offer to provide our clients with proven sales and marketing strategies that get results.