Just like the batteries that provide the juice you need to chat on your cell phone and that iced latte with a double shot of espresso that jumpstarts your post-lunch slump, there are definite strategies that can power up your sales team's performance, too. Yes, some simple modifications can energize your team's efforts - even without having to fund their daily fix of expensive caffeinated beverages. Here's what you can do:
Don't Put a Round Peg in a Square Hole
Before you initiate any new strategies, you need to have a team of salespeople who are equipped to sell. Wallflowers lacking communication skills and motivation are not going to serve your purpose regardless of how much you invest into their success. Find the right people for the job first; then give them the tools to achieve their goals.
Educate and Train
Your team must understand the ins and outs of every product and service to effectively sell. There's no excuse for a salesperson to be under-informed and unable to clearly spell out every benefit and feature of what they're selling. This education process needs to be ongoing and consistent.
Sales training is equally as important to their success. Seminars, classes, and online training combined with individual instruction and coaching can have a dramatically positive effect on a salesperson's ability to be productive and profitable.
Understand Your Competition and Their Value Propositions
How can anyone be persuasive without knowing the differences between what they're selling and what their competition has to offer? Understanding the key players' value propositions and what the primary differentiators are is not just a good idea. It's essential!
Provide Fabulous Results-Driven Compensation
Without strong incentives, the motivation just isn't going to be there. Compensation must be achievable, but still a bit of a "reach" so that even those who aren't as driven can reap the rewards if they put in the effort.
Foster Teamwork, Cooperation, and Commitment
The motivation of the team hinges on the culture that is established at the management level. By creating a spirit of camaraderie instead of dysfunctional hyper-competitiveness, everyone can thrive and work toward their goals in a supportive environment.
Resolve Conflicts Appropriately
Even when there is a positive, productive atmosphere, conflicts can still occur. Though it might seem easier and less stressful to overlook disagreements and friction between team members, festering conflicts can bring down the morale of everyone and can even eventually have a direct negative impact on the bottom line. Problems should be addressed quickly and with tact so that all involved feel valued and heard. The sooner amends can be made, the sooner everyone can move on and get back to business.
Have the Tools to Support Their Efforts
It goes without saying that sales performance is helped by having superior products and services, fabulous promotions, professional marketing collateral, strategic advertising, and an aggressive public relations campaign to help spread the word. Salespeople, regardless of how talented they are, will only be as good as the tools that support their efforts. No amount of persuasive selling is going to make up for a sub-standard product or a brochure that is an embarrassment. However, with the tools in place and the team prepared to use them, you will give your sales team the power to truly perform!
