3 Tips to Level Up Your Sales Team
After growing your business, adding a few team members, and finally reaching the point you're ready for growth, you go out in search of a team member to handle sales. You look for the most outgoing and personable candidate and hire them for the role. Sure they drive you a little crazy, but they're a sales person! That's what sales people do! Then, 2 months later, you aren't exactly sure what is happening with the sales, and every time you ask they promise you an updated status report that never seems to come.
Am I close?
Managing a sales team can be tough! And when you find yourself a little lost on what the best fixes are, we recommend you go back to the basics. So here are 3 tips on how to Level Up your sales force:
1. Spend More Time Hiring
Often when we are in need of a sales team member, we rush the process. We aren't sure exactly what we are looking for, we think this person is nice and friendly and can do it, so we hire them quickly and hope for the best. Go, do, bring me business. Problem is: that person is the face of your business! Maybe you got lucky and hit a Home Run...but odds are you didn't. Take your time in the process. Trust us! It'll be worth it. Bring in multiple voices, even if it is a trusted mentor or friend that is outside the organization. Take twice the time you think you need.
2. Pay Them Properly
Every sales person wants a high salary with the chance to make bonuses and commission. Every owner wants to pay their sales people low salary and high commission so they go and earn it. Getting the compensation plan right, to motivate for the activities that move the needle, is key. Ensure it: Makes Sense, is Easy to Understand, and Rewards Performance (while not starving your sales team in the meantime). Pay may not be the #1 reason a sales team member doesn't perform, it is always Top 3 and will change their behavior.
3. Focus on Customer Service
Sales is service. You want the face of your company (the sales team) to be experts in customer service! Start with the small things. Have a unified greeting when your team answers the phone ("Good Morning/Afternoon, Thank you for calling (blank), this is Joe" is a good place to start). Use "One Moment" instead of "One Second". "Absolutely" or "My Pleasure" instead of "No Problem". Smile! Starting with the basics will ensure your team has a strong foundation and they are what make the difference in an O.K. sales organization and a great one!
Need help or want to hear more? Give us a shout! This is what we love. Go to www.gosourced.com and learn more.