Review possible sales classes. Invest in your sales staff.
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How to Build a Sales Team You Can Be Proud Of
A high-performing sales team is worth its weight in gold. Building one, however, can be
a monstrous task. Learn to do it right, though, and you could scale your business in
leaps and bounds. From hiring the best people to investing in regular sales classes,
here are 4 first-rate tips on how to build an incredible team.
Hire the best people
Without the right talent, your
sales team will be dead in the
water. So, be intentional about
who you hire. Don't blindly stab
into the pool of potential
candidates, hoping to get lucky.
Here are the main points to
consider when hiring:
• Create a clear blueprint of
the type of person you're looking for. Then, use that as a filter when sourcing and
interviewing candidates.
• Look for candidates with skills that you can’t train for. For example, passion,
drive, and a strong work ethic.
• Make sure new hires fit within the culture of their immediate team and the
company as a whole. A mismatch can strain relationships, which could eventually
lead to a drastic decline in productivity.
Invest in professional development
A powerful sales force is one that is constantly learning and evolving. So, consider
investing in regular sales classes for your team. Studies by Forrester and CSO Insights
show that companies that invest in training see a significant increase in win rates and
quota attainment.
In addition to formal learning opportunities, give your team access to the best tools and
resources. This could be anything from the latest CRM software to an online library of
sales collateral. When your team has what they need at their fingertips, they can focus
on selling rather than scrambling to find the right resources.
Encourage collaboration
Salespeople are notoriously competitive. Healthy competition can spark motivation and
drive results. However, when left unchecked, it can lead to infighting and a general
decline in morale. To prevent this from happening, encourage your team to work
together. Create opportunities for them to share information and help each other out.
Sales training classes suggest holding a weekly huddle where they can share their
successes and challenges. Or you could create a sales leaderboard that promotes
friendly competition. The key is to find the right balance between healthy competition
and collaboration.
Set clear expectations
Research by Salesforce shows that salespeople who receive clear guidance from their
managers are 1.5 times more likely to meet or exceed their quotas. Also, reps who
receive precise expectations are four times more likely to stay with the company for at
least one year.
So, be crystal clear about what you expect. Review your goals regularly and provide
feedback often. A study by Salesforce showed that reps who receive feedback at least
once a week are 67% more likely to meet their quotas. This can help accelerate profits
and cement your position as a market leader.
The bottom line
By following these tips, you can put yourself on the path to building a revenue engine
that could take your business to new heights.
A high-performing sales team is worth its weight in gold. Building one, however, can be
a monstrous task. Learn to do it right, though, and you could scale your business in
leaps and bounds. From hiring the best people to investing in regular sales classes,
here are 4 first-rate tips on how to build an incredible team.
Hire the best people
Without the right talent, your
sales team will be dead in the
water. So, be intentional about
who you hire. Don't blindly stab
into the pool of potential
candidates, hoping to get lucky.
Here are the main points to
consider when hiring:
• Create a clear blueprint of
the type of person you're looking for. Then, use that as a filter when sourcing and
interviewing candidates.
• Look for candidates with skills that you can’t train for. For example, passion,
drive, and a strong work ethic.
• Make sure new hires fit within the culture of their immediate team and the
company as a whole. A mismatch can strain relationships, which could eventually
lead to a drastic decline in productivity.
Invest in professional development
A powerful sales force is one that is constantly learning and evolving. So, consider
investing in regular sales classes for your team. Studies by Forrester and CSO Insights
show that companies that invest in training see a significant increase in win rates and
quota attainment.
In addition to formal learning opportunities, give your team access to the best tools and
resources. This could be anything from the latest CRM software to an online library of
sales collateral. When your team has what they need at their fingertips, they can focus
on selling rather than scrambling to find the right resources.
Encourage collaboration
Salespeople are notoriously competitive. Healthy competition can spark motivation and
drive results. However, when left unchecked, it can lead to infighting and a general
decline in morale. To prevent this from happening, encourage your team to work
together. Create opportunities for them to share information and help each other out.
Sales training classes suggest holding a weekly huddle where they can share their
successes and challenges. Or you could create a sales leaderboard that promotes
friendly competition. The key is to find the right balance between healthy competition
and collaboration.
Set clear expectations
Research by Salesforce shows that salespeople who receive clear guidance from their
managers are 1.5 times more likely to meet or exceed their quotas. Also, reps who
receive precise expectations are four times more likely to stay with the company for at
least one year.
So, be crystal clear about what you expect. Review your goals regularly and provide
feedback often. A study by Salesforce showed that reps who receive feedback at least
once a week are 67% more likely to meet their quotas. This can help accelerate profits
and cement your position as a market leader.
The bottom line
By following these tips, you can put yourself on the path to building a revenue engine
that could take your business to new heights.