The head of the company cares not just about the mission and the strategy of the project but also the people who will be involved in the project. A great team can make any project great as well. The sales team is the mobile force that will execute all the necessary steps towards the great goal and sell, sell, sell.
In fact, that is the team that makes everything happen. Every day members of the sales team carry out dozens of calls, send hundreds of emails, monitor metrics and the market, contact storage operators, seek new prospects, and do their best to make this machine work the best way.
How to make the work of your sales team more productive?
It means that investing in the welfare of the team is crucial as well. Moreover, today it is not hard to manufacture good-quality products, but it is more challenging to build a strong relationship with an audience and to find the right triggers.
Basically, you have four “elephants” that holds your business: the product, team, technologies, and CRM in sales.
However, some efficiency audits often depict unsatisfying results. As not all approaches and tactics can reach an expected outcome. So, what shall we do to hire appropriate specialists and help them work altogether as efficiently as possible?
Step #1 Smooth onboarding process
Newly hired staff need time to adapt to a new company, and it is highly important what entry data you give them. The same goes for the entire climate in the team. The friendly atmosphere and mutual desire to reach the goal relates to the psychological side and the easy access to the company’s history/values, working/client base and job resources – on the functional side, can help a salesperson to pass the crucial onboarding period faster and smoother. As a result, to work at full capacity and show good sales gauges.
But even if you as a commander provide your new staff with training, coaching, comprehensive feedback, and a clear set of responsibilities to get ready that newbies need time to digest all the processes. And, of course, don’t forget to monitor the adaptation period of any executive sales jobs.
Step #2 Setting goals and plans
Whatever the level of skills has the newcomer, the roadmap of your sales intentions is a top #1 task to create. When you sharply define a route, the probability to split off the direction is lower, besides there is plenty of administrative daily tasks that can steal time for productive sales deals.
Sales plan helps in realizing:
- The role that a sales executive has to perform
Having a plan you can coordinate the work of the team according to the priority of the task and not losing leads and good opportunities. After a while, the sales plan execution will expire and you, as the head of an organization, can mark and weight the contribution of your workers.
Step #3 Regular resultant meetups
To measure the effectiveness of pursuing a goal you will need an interim progress analysis. Weekly meetups can be encouraging in the task the staff is running now and the responsibility of their actions. Knowing all players and the stage you are taking up right now stimulates in passing any obstacles.
In the limelight of the meeting, you can discover next:
- up-to-date performance metrics and status quo;
- what challenges or problems were faced;
- what actions were taken to solve an issue;
- client feedback analysis, FAQ, complaints, and requests.
After learning the reports, you can check the condition of the sales plan executing and make adjustments if needed. To see the picture more detailed, you can schedule two types of meetups:
- regular general (for the whole sales team);
- one-on-one meeting with a sales manager.
Step #4 Automation for operations
Another way to raise the effectiveness of sales reps is to take routine tasks off their hands. It means that some duties can be delegated to machines and programs. Indeed, an average salesperson is limited with working hours, and he has to make everything in time during the day. Researches stated that about 40% of working time is spent on selling, instead of highly productive 60%. So, where does that 20% disappear? And, what actions can distract attention?
The massive volumes of data and its input are the time robbers. You can speed up processes and minimize human labour by wiring up machine learning. Several tips for you:
- Templates and schedules for voluminous emailing.
- Client base separating by certain criteria (position, branch type, company size, deal value, and more personal behavioural data) to define customers’ priority.
- Operations’ check-in to track calls, meetings, or invoice creation.
A repetitive job can call frustration in the sales team – keep it in mind. Most inner processes require monitoring, so you can try using the next tools:
- Team communications apps.
- Task or leads’ trackers.
- Marketing automation tools.
- Complex CRM systems.
Step #5 Explain your team who is the perfect buyer for your company
The sales team works hard to prepare a relevant client base. But it’s better to stay focused on the quality of leads neither the volume. It happens that many efforts were applied to get leads, but only a few converted.
Longing to expand the prospects’ base, a salesperson can estrange from the leads that do convert and after all, brings money. Remind them to concentrate on the good quality of each lead
To generate business leads, all sales reps must know to whom they sell. No dispersing but more specifics. Provide your specialists with a clear-cut portrait with characteristics of buyers you want to attract.
Set a profile and include points of the wished customer:
- Gender, age, activity area.
- Companies: size, business sector, location, or position.
- Salary level, shopping capacity.
- Common challenges your target might face.
- Solution/improvement that your product provides.
By this, sales members can narrow the whole audience and reach out to the highest potential.
Step #6 Optimization of marketing and sales units
Marketing is useless without sales while sales won’t go without marketing. They are the pedals that make your vehicle move. And when these departments are aligned they can fertilize each other with versatile insights and practices.
For instance, marketers can create a knowledge base for sales reps. And the sales reps can share their practical experience with marketers to find the best working approach. The more marketing and sales are streamlined, the more benefits they can bring to the company, but not on the contrary.
One mutual target unites – make money through selling. The well-coordinated work and sharing metrics can increase conversion while experts can reduce the time for search and data handling.
Step #7 Force of motivation
Motivation is often depreciated or not used at all. We all are people, and we need support and communication. Knowing that you are moving in the right direction can spark the desire to work more productively.
Plus, we are not robots, anyone can make mistakes or feel professional burnout. Incentives and greetings for the completed sales plan or other achievements can positively raise motivation in a team. If your sales reps get leads for your business, tell them you appreciate that or show that properly.
You can build good motivation if you learn your team’s strong and weak positions. What are their values and career targets? As a wise manager, you can lift the effectiveness by defining the suitability of the position and the worker. If you see that your sales rep is remarkably good at something – let him do it. The result will be 99% positive.
Running a non-effective business is a big luxuriance. Effective sales rep knows that targeting means a lot in selling. When you hire a sales team make sure all the working processes are coordinated and supplied with necessary programs. Time resources should be used crucially effective to avoid poor performance and low sales metrics. Thus, pay much attention to your sales team’s progress to run the full capacity.