For any business to survive, having a successful sales team is critical. They are the voice of your brand and they hold the relationships that drive current and future revenues. Ensuring that your sales team is properly trained and motivated is critical to the success of that team.
Equip your team with great collateral.
You have built a great brand – you want to make sure that it is represented properly when your sales team goes to pitch. Having the right templates for presentations, as well as the right online and offline collateral, will show that as a business you are organised and have your act together.
Consistent branding and messaging is important in the leave-behinds and other brand interactions that prospective customers have with your business. Consider even small things like your email signature – this is something that your customer will see with every communication, so it should be high quality and consistent with your overall brand.
Equip your team with the proper data.
If your salespeople cannot prove that your offering is solid, how can they sell it? Ensure that they are equipped with case studies and any data or statistics that will help to promote what you are offering. Your most successful salespeople should be writing up case studies on their best customers and how well your offering is working for those customers.
Train your team.
Whether it’s a product or service you are offering, make sure your sales team is properly trained on how to sell what you offer but also in how to answer the micro-level questions that will inevitably arise in the sales process. Additionally, one initial training session will never be enough. Try to engage your sales team regularly with case studies
Sales incentives are important.
Whether it’s with a year-end bonus or a commission on sales made, incentivise your sales force to achieve. Picking up the phone and making cold calls is difficult and never enjoyable. Add some extra motivation by creating incentives to achieve.
You not only need to reward the success of your sales team through incentives but you should also celebrate that success with some regularity. Name a ‘Salesperson of the Month’ each month – people love to be recognized publicly for their achievements.
Rally the team.
Sales team off-site meetings have the ability to bring the level of motivation to a new high. Pick a reasonably priced but fun and inspiring place to bring your sales team together for a couple of days. They can bond, share what works and does not work for them, and connect on a more personal level. Allowing your employees to do this can engender higher levels of trust and collaboration within the team, as well as respect for the business for which they work.
In short, without sales, your business would not be in business. So make sure your sales team is equipped with all of the proper tools, data, and incentives they need to take your business to the next level!