Building a sales team that overperforms can often seem like an impossible task. Not all salespeople are naturals. To make sure all of your salespeople are performing to their full potential, there are 5 skill sets you need to implement in your workplace.
Firstly, make sure that your sales process is defined & efficient
With the majority of UK B2B businesses reporting that their sales cycle is between 6-9 months long, having an efficient sales process is essential to creating an elite sales team. The easiest way to make your sales cycle efficient is with the technology available to you on the market. There are a range of tools you can use to identify & qualify new sales leads now, such as lead generation and lead scoring.
Secondly, understand how your products & services can solve your prospects problems
We've written a number of best practices articles on how to successfully sell to customers. The main point in each of these articles is that you should be able to tailor your sales pitch to their solutions. To do this successfully, your sales team need to use your products everyday to understand how the product can solve prospects problems.
Thirdly, give your team communication tips to convert leads
Sales is a difficult job, no doubt about it. To make their lives as easy as possible, teach them how to leave a cold call voicemail or decide on the 3 best times to make a sales call in your industry. Helping them develop best practice skills that they can apply in the workplace will improve their own results over time.
Finally, lead by example
All great managers delegate and all great leaders teach by doing. To make sure your sales team are performing, show them how it is done. Give them one-on-one demonstrations on how the product works, sit in on cold calls with them or implement the tools that they can use to speed up their own sales cycles.