In the world of sales, there’s strength in numbers. Unfortunately, too many companies rely on one seasoned salesperson to generate leads, expecting the rest to follow suit. What’s more, sole responsibility is often placed on the salespeople, creating a disconnect and unnecessary pressure. As a result, the whole team underperforms, resulting in fewer sales and deflated morale. When businesses unlock untapped potential, it bodes well for increased profits. However, mastering this strategy is a delicate dance, and it requires the following custom approaches and intentional techniques.
Build A Balanced Team
While it may be enticing to hire the stellar salesperson who looks great on paper, doing so will only create a disproportionate team. Instead, look for professionals who share similar capabilities and experiences. Not only will this level the playing field, but it’ll also let your salespeople know that everyone is expected to yield comparable results. In most cases, salespeople who have a reputation for excellence tend to disregard the opinions of others.
In other words, they may exhibit signs of arrogance. This behavior makes it difficult for employees to work well together, which is the kiss of death for a sales team. In essence, finding dynamic experts who have the same amount to contribute will ensure that optimal results are achieved. Above all else, it’ll guarantee that jealousy and resentment don’t form in the workplace.
Establish A Harmonious Company Culture
Being transparent about your company’s values allows for healthy relationships and meaningful interactions. Best of all, it means that employees can share ideas in a safe space. It also helps prevent conflicting views and beliefs from emerging. With salespeople, it’s particularly important for everyone to feel heard, valued, and respected. Otherwise, a wedge will inevitably come between them, leading to distrust and ineffective communication.
When these are present, it can create a toxic environment. With that said, it’s imperative to be upfront about your company’s vision and mission. When everyone is made aware of these expectations, it helps establish practices and behavioral norms. Best of all, it lets everyone know how they can lend a helping hand in fulfilling goals and realizing objectives.
Make The Customer Experience The Priority
Though it’s essential to account for the wants and needs of your salespeople, the customers you’re serving take precedence. Failure to acknowledge the customer will inevitably create friction in your internal processes. Once you’ve identified how you want the customer experience to be, you need to determine how you will breathe life into this idea. Along the way, your salespeople will need to remain informed.
By engaging your team, you’ll find peace of mind knowing that everyone is on the same page. With an effective plan in place, your salespeople can make more enlightened decisions on how to perform in the field. Moreover, stressing the importance of the customer journey will help your team realize that at the core of their duties is pleasing the client.
Bringing Work To Life
FORUM has an extensive program built to support members at all stages of their business. From administrative support to workshops with industry leaders, members have access to a plethora of unique business conveniences curated to help you grow. Contact us today to learn more about your membership opportunities and to schedule a tour at [email protected] | 305-203-5006