If your business can’t reel in a steady stream of sales and customers, it will quickly crash and burn. Statistics compiled by Lean B2B show that first-time business owners only have an 18% chance of succeeding. With odds that low, it’s critical to build a strong sales team that can weather the challenges so you can come out on top.
Here are some tips for growing a solid sales team that can scale your business.
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Clearly define your customer
If your team is running after every potential customer that walks into their path, they will likely keep chasing dead ends. In the end, they’ll get frustrated and burnt out with nothing to show for it.
So, the best sales team training experts say it’s critical to be transparent about who your customers are from the get-go. Focusing on a specific type of customer will likely lead to more conversions.
The first step in defining your customer is to ask yourself questions such as:
- Who is your target market?
- What needs does your product or service meet?
- What are the demographics of your ideal customer?
Hire the right people
Getting the right talent is a critical step in building your team. Poor hires will cost you more in the long run and will likely dampen the team dynamic. You might have to wade through a sea of resumes to sift out those with substance from the clutter. So, have a watertight plan to screen new hires effectively.
Avoid picking a rep based only on a glowing resume. It helps if your hiring process involves interviews and role-play situations to assess skills. Also, consider soft skills such as problem-solving, cultural fit, and creativity.
Set effective goals
An easy target seldom motivates or inspires brilliance. Similarly, if the goal is far-fetched, it could demotivate your reps and throw engagement out the window. That’s why the best sales training experts say to choose goals that are demanding but achievable.
It helps to set both individual and group-level goals to promote independent performance and teamwork.
Measure and track performance
Once you lay out the goals, it’s critical to measure and track performance. Start by identifying key performance indicators (KPIs) to keep tabs on the major drivers of success.
Some key metrics you can watch include:
- Sales activity including the number of leads created as well as how many calls and emails were made.
- Lead generation such as the average response time and percentage of qualified leads.
- Sales completion rates such as sales velocity and channel ROI.
Choose the right training programs
Consider investing in the best sales courses to fine-tune your team’s abilities. While there are several training options available, most off-the-shelf courses won’t work for your sales team.
Choose programs that are most aligned with your needs. Also, opt for vibrant interactive courses that offer a range of learning styles to invigorate and keep your reps engaged.
Quickly address problems
Selling is demanding and requires people who can quickly bounce back from rejection. A salesperson who fails to adjust and develops a miserable attitude can poison the entire team.
So, it’s important to quickly spot disillusioned employees before the rot sets in. Once you notice toxicity seeping into your team, address the problem quickly by letting go of the employee.
Offer regular sales training
Even the most brilliant of sales professionals require polishing now and again. Techniques change and fatigue often sets in, slowing down your reps’ performance. So, consider making training a regular part of your processes to keep your team firing on all cylinders.
Training will also show your reps that your business takes a keen interest in their development. Studies by the National Center on the Educational Quality of the Workforce found that training can increase productivity even more than providing better tools.
Recognition often brings out the best in people. So, it helps to shine a spotlight on the brightest stars in your team. Celebrating performance can help instill a competitive atmosphere that can spur the entire team. That said, avoid heaping praise on the same top performers, as this may demotivate the rest. Instead, it also helps to recognize improvement and effort.
All in all, by using these steps, you can build a noteworthy sales team that can help you score big.