Taking your small business to the next level requires the help of a great group of employees. Attempting to sell your products/services to the masses without a good team around you can be nearly impossible. If profitability is your top concern, then building a high-performing sales team is imperative.
Are you attempting to provide your sales team with the knowledge and tools they need to thrive? If so, check out these tips on how to effectively build a high-performing sales team.
Use Sales Enablement During the Onboarding Process
As a business owner, you need to get familiar with the definition of sales enablement. In short, sales enablement is a process that uses technology, content, coaching and training to help sales representatives and leaders thrive. Business owners that use a sales enablement strategy are usually passionate about improving productivity and growing their bottom lines.
When members of your sales team engage with new consumers, they are expected to know the products/services you offer inside and out. Without this knowledge, it will be hard for new salespeople to win over a potential customer. This is why providing your new and existing team members with ongoing sales enablement training is so important.
Clear Expectations Are a Must
Currently, there are over 32 million small businesses operating in the United States. Modern small business owners have a lot of competition to deal with. If you want to rise above your competitors, then building a high-performing sales team is essential. As you start to add people to your sales team, you need to clearly explain what is expected of them.
If team members know what quality work looks like, they will do much better. Chaotic work environments where nothing is explained to employees should be avoided. By taking the time to create a set of guidelines for your sales team to follow, you can remove any doubt they have about what is expected of them.
Monitor Important Sales Metrics
Once you’ve clearly laid out what is expected of your sales team, you have to make sure they are holding up to their end of the bargain. The best way to assess how well your sales team is performing is by monitoring certain metrics. These metrics should include things like:
- Average revenue per account
- Total revenue
- Win rate
- Lifetime value of a customer
- Net promoter score
Tracking these important metrics will be much easier with the right technology in place. There are a number of software programs that will gather sales data and produce monthly reports that feature these important metrics.
Your Sales Team Needs Consistent Feedback
The only way to make your sales team better is by providing them with feedback. Not only do you need to draw attention to what a team member is doing wrong, you also need to highlight what they are doing right. This will help them build more confidence and gives them a roadmap to follow when making sales calls. Conducting performance evaluations a few times a year is a great way to provide meaningful feedback.
Keep Your Team Engaged
Perhaps the best way to get more out of your sales team is by keeping them engaged. You can accomplish this goal by offering incentives and recognition for a job well done. These incentives will motivate your team to perform at higher levels. Engagement is not only great for employee morale, it can also lower employee turnover rates. Consulting with your sales team is a good way to figure out what type of incentives they want.
If you are serious about creating a high-performing sales team, then you need to implement the great tips in this article.