Over the years, many effective salespeople have learned to collect and withhold their best sales tactics to improve their own sales performance and meet their own quotas. If they’re feeling especially charitable on a particular day, they may give insights into what’s working for them to their closest colleagues.
It’s a feeding frenzy approach, where every sales person is on his or her own, forced to run, fight and bite to win a sale. If you give big enough bonuses to “top dogs” and create enough fear in low performers, this approach may work for some time, but it’s not conducive to real sales force growth. Sales team contests are not real sales enablement tools.
For companies who want to make every sales representative their best sales representative, the feeding frenzy mentality isn’t going to work. To experience real sales enablement success, salespeople need to shift their mindset from secretive, black market information sharing to conscious collaboration.
Nobody knows more about your company, buyers, competition and prospects than the entire sales team put together. The more information that is openly known about how each salesperson works, the more salespeople can learn from each other’s victories and defeats to perform better. When the team is working as a well-oiled machine, even the newest team members can employ the rock star salesperson methods to become effective salespeople quickly, and rock star salespeople can identify precisely why they succeed and fine-tune their approach.
Sales enablement solutions can provide sales teams with a platform to measure the success of each individual team member, tracking how and when they succeeded and why. Then, with mobile sales enablement technology, you can continuously share this information across the team, constantly updating and optimizing your sales playbook.
Are you ready to bring conscious collaboration to your sales team?
