By Ruoro Kairu
Excellence is never an accident, and neither is success.
If you look at the most successful brands, you’ll notice a trend of hard work and active effort in order to grow the brand.
For example, on a normal day, you could come across a dozen advertisements, and more than half of them will be from the leading organizations.
Why doesn’t an organization like Safaricom save some money from advertisement, yet they are the leading telecommunications company in the region? The answer is simple, this consistency and effort is what guarantees they remain at the forefront.
Let’s look at one of the most important departments of any organization –one that is expected to be excellent in spite of neglect and passivity.
Every company needs an active and excellent sales team.
However, most sales teams underperform, which then leads to lower revenue.
How do you get your sales team to perform excellently and grow your company?
That is the question Perpetua had when she reached out to us. Perpetua is a COO at a technology and software company.
Part of her email reads, “…I joined the company eight months ago. I was very excited when I joined, there is a lot of growth both for the company and for me.
However, over the last few months, I have realized that our sales department is having a hard time meeting its KPIs.
Most sales professionals stay for three months or less and then leave. This high turnover is worrying.
Those who stay, on the other hand, have a hard time making sales.
The CEO is always pushing them to make more sales, but this never happens.
Three months ago, they were given really great incentives, but that too does not seem to be working.
Since we’re a growing company, I’m the one leading the sales department, and I would like to know what I can do to ensure the team meets the targets set.
I saw Corporate Staffing has a sales training, and I was wondering if you could give me pointers.”
As a sales manager, getting the team to perform can be an uphill task.
I took some time to speak with the sales trainer to see how best to answer Perpetua and other managers dealing with sales.
Here are three key tips for developing an excellent sales team.
1. Monitor activity frequently
Think of a trip to the doctors, they wouldn’t just take one look at you and diagnose you. They first spend time with you, ask questions, run tests, consult other doctors, then they diagnose you.
The same happens to an effective sales department.
Before you can settle on what issues are ailing your sales department, you should first spend time and analyze their daily activities.
A few years back, we were carrying out sales training at a pharmaceutical company based in the CBD. The team revealed they were told to only make calls to prospective clients during the lunch hour. Most of the team would spend the day inactive, only rushing to make calls for one hour.
While the manager who put this policy in place had his reasons, it may not be the most effective method of selling.
Before you label your sales team as underperforming, first take time and analyze what policies have been put in place.
After this, you can then note down the issues and see how best to tackle them.
2. Create a sales procedure
Most companies do not operate with a procedure; they just try a few scenarios to see what works and what doesn’t.
Sit down with the sales team and come up with a sales procedure. Once you do this, the team will be more active as they know what they ought to do, and at what time.
Some professionals may still want to stick to a different routine, which is okay, so long as it bears fruits –you may even incorporate the routine into your sales procedure.
Most managers tend to spend time instilling product knowledge into salespeople. However, until you give them a procedure to use, they won’t be as effective in the field.
3. Recognize and celebrate achievements
Every professional wants to be recognized for work well done, sales professionals are no different.
Come up with a way to celebrate your team –as individuals and as a department, once they have an achievement.
The recognition process could be something like mentioning their efforts in a meeting or even having a small budget to treat those who excel.
Creating an excellent sales team takes commitment, discipline, and focus. For your sales team to grow, you need to invest in growing them.
Contact us today to learn more about our sales training.