Nothing benefits a company’s bottom line more than an efficient and productive sales team. When sales employees have a clear mandate, room for growth, and support from senior management, companies can reap big profits from their teams.
But for new executives, it can be difficult to provide a sales team with the tools to succeed and keep them motivated to go above and beyond.
That’s why it’s crucial for businesses to identify which tools sales employees need to do their jobs and how managers can help inspire them to perform at their very best.
Here are four hard-and-fast tips to get the most from your sales team.
1.) Form a Bond with Your Team
Like any class of employee, a sales team is made up of employees looking to work hard and meet individual short- and long-term goals.
The first step in motivating a sales team is understanding employees’ motivations and being open and honest about their expectations. Business managers should invest time early on with their sales members to explain the company mission and how sales fits into that culture.
With a little bit of work forming a professional relationship with a sales team, managers can keep their direct reports on task and working hard toward a common goal.
2.) Set Sales Team Goals
The hardest part of forming a well-oiled sales team, particularly for new businesses, is drafting a comprehensive and reasonable set of short-, middle-, and long-term goals.
When companies first launch, reaping short-term revenue can blind executives to the need for a vision of the company’s future. Sales employees, like their managers, need a sense of long-term stability to keep them on track and aiming for larger contracts.
Regardless of what stage a business is in, managers and executives should be periodically drafting and revising goals for its sales team.
Is it important for a team to spend time working toward bigger and bigger deals? Or should sales reps push for short-term deals?
Those are questions that should be answered during the brainstorming process.
3.) Focus on the Basics
While brainstorming and goal setting is crucial for a sales team’s success, managers should also hammer the fundamentals with their sales team.
If a sales team is adding employees or learning on the go with new products, understanding the fundamental of funnels and the company’s sales structure will help ease employees into the process.
For managers, a clearly defined training process and ongoing education will give employees the foundation to act confidently and nail down more sells.
4.) Reward Success
The sales field tends to draw a certain type of employee that connects their professional value to their success closing a sale.
If companies want to motivate employees who work tirelessly for more and bigger sales, they should provide a compensation and incentive structure that rewards their efforts.
Businesses should build a plan that tiers rewards based on the performance of its sales employees. The idea: More sales lead to more rewards.
With a little bit of effort and thought, companies can motivate employees to give their absolute best every day.