How to build a high performing sales team in 2022
Do you want more sales? Do you know the fundamentals that underpin a top-performing sales team?
Ok, I will say this adage once – “There is no quick fix,” no 48-hour diet that works so why on earth do you think you can grow sales without putting in the framework and processes that create a successful sales area?
I am often asked by people what I do for a living. I am a Sales Consultant. The answer I get is “Oh, you do sales training?”
Most people think sales training will sort out a sales area and this is far from the truth. I have trained many sales teams in Dublin and abroad. My ethos is to underpin sales success by looking at the complete picture.
1. Sales Process to Help you Win More Business
If you have a formalized process it helps the sales team focus on activities and tasks that win more sales, as a result, building a high performing sales team. It is essential to break down the sales tasks in a sales process using small steps. Think about how your salespeople are in front of customers. i.e. What does the first meeting entail, what questions need to be answered, what qualification questions do you need to ask? When do you present? What does the presentation look like? If you have 6 salespeople and no sales process, they will all do it differently. How do you know what your salespeople say in front of customers?
Salespeople can achieve a higher performance by using a sales process that works time and time again.
2. Create A Solid Plan with KPI’s and Goals
If you fail to plan you plan to fail.
You must have a plan with goals and KPIs. This is not just a target and a number, it is a breakdown of the activity behind the goals. Weigh up the daily, weekly, and monthly activities that must be met to achieve the goal.
With a clear game plan in place at the outset, the chance of achieving success is 80% higher. Those who set goals for themselves achieve higher rates of success in their careers. Knowing how we plan to accomplish those goals – i.e. Having a plan is pivotal to enabling high performance.
3. Use CRM Sales Software that Helps You Win More Sales
If you are more organized and systematic you will win more sales. It’s that simple. A CRM tracks your progress, shows your pipeline, what needs to be done and what to focus on. It needs to be easy to use and not take all day to input information so use a versatile CRM App that’s a good fit for your business.
Choosing the right CRM for your business is key. Good analytics are needed to know where you are and what needs to be done. A CRM tells you what to do, the key is how you do it and that it is performance-related.
4. High Performing Sales People
You must have a process to enable you to search for great talent. Questions to ask yourself: Firstly, what do I expect the new hire to do in their first month, and the months that follow? Secondly, what can I reasonably expect them to achieve, how quickly, and what can I do to help them? Thirdly, what core skills and attributes are absolute necessities? And finally, what new services could this new person offer clients or customers?
5. Sales Training and Coaching is a Must for a High Performing Sales Team
Continuous growth is essential because, like sports sales is a performance, consistency is key. Sales have changed more dramatically in the last 20 years than in the previous 50, so keep up with your customers and focus on how they buy, then build your sales process around this. Salespeople are a direct reflection of your company. Continued education is critical to the success of your sales team and should be provided as often as possible.
This is crucial, it should not just be a six-month fix. Coaching needs to be ongoing after training as it keeps performance at an optimum level.
6. Want to Win More Sales? Have a Winning Mindset
There is no second in sales, there is first and last! Go after each sale with the winning mentality. This is a must! If you do every step of the sales with a winning mindset you are more likely to win the sale.
7. Best Practice Sales Management
Create ownership of activities and tasks for your team. Be generous with your time. Give credit where credit is due and focus on your sales process. Set clear goals and clarity of tasks, people like to know how to create success and rely on the know-how of managing. If they believe in you, they will follow. Teach your salespeople how to do the tasks for themselves. The saying is true, ” give a fish to a person they will last a day, teach them to fish and they will last a lifetime”
Use coaching questions to really drill down with problem areas salespeople are having. On a scale of 1-10 where are you with this task? If you had no limits or constraints with this problem, what would you do?
Sales meetings must be scheduled in the diary, and salespeople must know where you are in relation to their plan, and what activities need to be done within a time frame.
8. Value Proposition
Understanding your value proposition is vital for salespeople. I commonly find this is a big block for lots of companies and thus salespeople are not equipped with the right messaging. Salespeople often talk about their company, and their products, they focus on features and benefits, this is a problem. Salespeople must talk about what the features and benefits mean to the customer. Use your wording like this: “we help companies to XXX giving them more XXX (result for the customer)”
Content is still king, so work on your value proposition and nail it. If you want help with this book a strategy call with me.
9. Lead Generation – Online to Offline Selling
Constant prospecting is the role of a salesperson and with social media, prospecting has never been easier. LinkedIn is an essential tool for B2B salespeople to extend their business network or tribe and get more sales conversations. Find out where your customers sit on social media and engage with them.
It’s also widely known that the marketing team is often responsible for executing and managing email campaigns, and are therefore well versed in communicating and writing compelling content that engages with customers. Find out what works to create leads, this is the end result you want.
10. Praise and Reward
Hire, Train, Coach and Reward Great Salespeople.
Really work on getting good, hard-working people and reward them, praise them and make them feel valued. This is really key to high performing sales teams and as a result, you will keep your team longer and get better results.
If you manage to do all the above… GREAT! But if you don’t hire a coach or business strategist to help you!
Do you want to take action? Do you want to grow your business to get more leads and sales?
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