The secret to building a highly successful sales team
In my last blog I talked about Sales Transformation and steps you can take to deliver sales and margin growth.
In this blog I will cover steps you can take to transform sales team within your business that will deliver sales and margin growth. You will quickly identify where major improvements can be made and once applied; you will immediately increase your sales.
1) Develop a detailed strategic plan
This is about establishing your vision, based on your competitive advantage and at the heart of which lies your customer. A plan will provide the team with a clear focus and a clear target to aim for.
2) Develop a clear focused goal (A3 matrix can help) for each member of the team which will be lifted from the strategic plan.
3) Develop a process to develop your Sales Teams Capability. Ask yourself the following questions:
a) Recruit
- Do you have a clear recruiting strategy that supports achievement of your business goals?
- Have you got the right training for new recruits?
- How should you think about and pursue continuing education to boost skills?
- What does pipeline management look like?
- How do you fluidly move focus to the best opportunities?
- How well is ‘value selling’ understood in the organisation (breadth and depth)?
- To what extent do you need to ‘up your game’ in how it’s applied customer by customer?
- What does a well-designed KPI metric system look like? Has this been implemented into the team?
- How should you think about bringing greater transparency to sales performance?
- What are the leading practices in pay (base and incentives) and other incentives?
- How should you define and set a motivation system that works well for your business?
- Which activities should be pushed off to other parts of the organisation to maximize sales feet-on-street?
- Do you clearly understand how well you are doing against your competitors during the year?
- How do you incorporate this understanding into updated goals and countermeasures?
- What is measured and managed most closely on a day-to-day basis?
- How does the sales leader interact with the organisation to ensure things are staying on track?
- Adopting methods that other team members find it best work for them
- Peer-to-peer mentoring or coaching.
- Team building exercises to share learning and best practice.
- Sharing and celebrating success as a team (teams that celebrate together are typically more effective).
Contact Rakesh Shah 0778 555 8344