The challenge for today’s sales exec
Sales execs are under pressure now like they’ve never been before. They are increasingly under pressure to achieve higher revenues with less support, and they are in constant battle with increased competition. They are faced with the challenge of overseeing larger sales teams, and their roles have changed to take on more marketing functions. In such a world, old approaches to sales and sales management simply don’t cut it anymore.
Top performing sales execs are rapidly changing their responsibilities in order to support their sales force. To achieve short-term profits and long-term goals it has become essential to link rep revenue targets to overall sales team performance. Let’s examine the strategies that sales execs should adopt in order to maximize the performance of their sales teams. From keeping sales reps engaged, to recognizing individual success, this paper will take a look at how top performers are able to produce high-performance sales teams.
The importance of inspiration
When it comes to sales team success, engaged sales reps turn to into more successful sales reps. When the sales force is kept engaged and inspired, they keep focus, they remain highly involved, and they are enthusiastic about achieving their goals. Sales reps that are kept engaged are dedicated to organizational success and are kept motivated to do the best job for the benefit of the company.
Successful sales execs work to provide an example for the sales force. They communicate effectively, show respect, and let reps see what success really looks like. In an effort to achieve this, inspiration plays a key role. It works to want the sales rep to make improvements where needed. Organizations achieve more success under sales execs that work to engage and inspire the sales force.
5 Strategies for sales execs to achieve sales team success
Building high performing sales teams is the key to the success for any organization wanting to achieve sales growth. Teams that focus on growth, and that are positive and consistent, are the essential factor to achieving top sales results. And those sales execs that have a unique way of motivating, managing and leading their sales force are the ones seeing great returns.
Below is a list of 5 key strategies that sales execs should be applying when leading their sales force.
- Focusing on the individual
A great sales exec focuses on the sales rep on an individual level and works to help him or her achieve internal motivation. Helping them see why they are in a sales role and what they want to get out of it means understanding what’s important to them about their work. What do they want to achieve and why they want to achieve this is a good starting point to helping them succeed.
- Training on attitude, skill and technique
A successful team is a team that adopts the key attitudes and skills that are made to consistently win new customers. This is why training is so important. Lagging companies don’t have a formal process of training their sales reps to adopt the skills and techniques necessary to change the beliefs and attitudes of the individual. Sales training is key when it comes to helping sales reps feel valued and focused on what’s important.
- Make sales reps feel like they are part of a team
Encouraging sales reps to see the importance of team success is a key strategy to increasing their performance. When sales reps form bonds with one another and help each other with challenging tasks, it becomes possible for them to share customer knowledge and go out on the field with newly found data. From Sales Call, to the follow-up process and beyond, when sales reps feel like they are part of something bigger, they feel like they fit with the overall strategy of the organization.
- Keep Communicating frequently and effectively
Sales reps don’t want to feel like they are being told what to do, especially without an explanation. Sales execs that communicate with their teams enable sales reps to understand where they are coming from and why specific decisions have been made. While not every decision made will be popular, as long as communication lines are consistently open, sales reps will be more open and receptive to listening to sales execs and understand why specific decisions have been made.
- Recognizing sales rep success
When a sales rep achieves a goal, it’s important to make sure that their success is recognized. Recognition doesn’t have to be huge and it doesn’t have to look like a bonus; but a simple “good job” or “thanks” makes sales reps feel important. Working to praise the sales rep publicly and leave criticism behind closed doors is a valuable technique. It is a symbol of leadership, and goes a long way in the improvement of sales team performance.
Implementing a sales enablement solution
A personal touch goes a long way. Sales reps that focus time and effort on sales team performance and keeping sales reps inspired and motivated are contributing to a vital component of the sales process; but equipping the team with a sales enabling solution is a key factor that goes a long way, as well.
Sales Enablement has become a vital tool for sales reps when it comes to customer interaction. Mobile Sales enablement has quickly grown to demonstrate that the most successful teams adopt sales enabling technology and are seeing great returns as a result. Top sales execs are quickly learning that Mobile Sales Enablement is a key part of a sound sales strategy, and are working to adopt this technology across their sales teams.
How enabling are you as a sales exec? Are you working to provide your sales reps with all the support to help them achieve their goals?
