If your sales team lacks enthusiasm and results – and your business is struggling as a result – then today’s Virtual Strategy Session will be insightful.
Last time, we talked about implementing a guarantee as a powerful way to set yourself apart from the crowd and increase your sales. Your assignment was to research what the competition is doing in terms of guarantees and warranties, and then create something that blows them out of the water.
Today, we are going to address another critical component of any successful business:
A TURBO-CHARGED SALES TEAM.
Whether you have sales staff now or will need to hire them in the future, assembling a dynamic sales team is key to creating a profitable company over the long haul.
Of course, this is a complex topic that goes well beyond what I can possibly convey in a short message, but to get you started, here are the three foundational elements of a winning sales team:
1. Attitude. How can you position your sales staff (or yourself, if you do most of the selling) to win? Prospects can spot negativity and desperation a mile away, so it’s critical that you and your team stay as positive as possible. This starts with setting yourselves up for success: Provide sales staff the tools they need – solid scripting, effective Customer Relationship Management technology, and ongoing training to help them hone their skills and improve their results.
Then, tie their performance to their compensation. This is a fundamental concept, but I am constantly surprised at how many business owners fail to use it. If your staff does not have a vested, financial interest in their results, take steps NOW to correct this.
Finally, make sure the work environment is positive but includes some friendly competition. Create contests with fantastic incentives. Introduce vision books so your staff sets goals based on their life objectives. (Don’t know what a vision book is? Send me a quick email and ask me about it – it will revolutionize the way you plan!)
It might be necessary to include disincentives too, or penalties for underperformance. But don’t berate people for their mistakes or weaknesses; instead, help them rise above them.
Create a culture of success and fun, and you’ll be well on your way to developing a sales team that produces well for years to come.
2. Activity. Next, you need to help your staff understand that “sales” is a numbers game. Nothing less, nothing more. It’s all about activity – making enough phone calls, securing enough appointments, and asking enough people to buy, in order to get the results sales staff (and you) need.
For best results, ground their activities in their vision book. So if they want to take that fantastic vacation this year, help them understand that the way they handle their day-to-day schedule will determine whether or not they’ll be listening to the lap of waves on a Caribbean beach or spending a long weekend fighting the crowds at the local water park.
3. Acumen. Over time, as your staff practices and perfects their approach, they will develop real sales acumen – the ability to make consistent, ongoing sales, like clockwork.
Be sure to help them along the way. Train them on solid sales principles. If you don’t know those principles, learn them – or let me help you. Teach your staff appropriate and effective ways of introducing themselves to new prospects, handling objections, asking for the sale, and more.
As you do this, your staff will grow in confidence and satisfaction, and your profits will soar.
Consider the ways you can provide better tools, better technology, and better incentives to your staff and then begin to implement at least one of these improvements in the next week. For example, you may choose to update technology, offer an incentive that creates friendly competition among your staff, or encourage staff members to create vision books and then set sales goals to help them achieve their life objectives.
If you are struggling with your sales efforts and want guidance, get in touch with me and begin to turn things around. You can call me direct at 506 872 2900, send me an email, or CLICK HERE to book a FREE 30-minute appointment to discuss anything you’d like more information about.
In the next Virtual Strategy Session, we’ll address how you can increase your margins, so more money goes directly to your bottom line!