Is your sales team underperforming? Are they lacking the motivation to improve their performance? Do they obstacle that are seem invisible?
If the answer to any one of these questions is “yes,” then know that your team is not alone. According to a survey done by Hubspot, 66% of salespeople are not reaching their quotas.
There are a number of reasons why your team is not performing at its peak level. Here are some of the top ones:
They do not like their job and should not be in sales
They do not feel like they have a mentor or coach to guide them
They have not been properly trained
They lack prospecting skills
They do not have Drive
They do not properly understand your company’s service or product
The list goes on and on
Sales team’s often are struggling to reach the success that both you and they want.
Not only is this frustrating to Sales Managers because they need their team to reach sales goals, but it can result in high employee turnover. Further, this has the potential to cost your company a great deal of money. In fact, some estimate that losing an employee and hiring someone else to fill the position can cost your company 200% of the employee’s annual pay. We are guessing your company would like to do without those costs.
And that is where Glyvolution come in, By working with them to do in depth sales systems check, review the sales process project, inspiring your team, motivating them, leading them to better sales performance and guiding them to success in their careers.
1. One-on-One Coaching
We understand: Sales Managers are busy. This makes it tough to stay on top of everything on your to-do list, and most often, one-on-one coaching falls through the cracks. But in order to help your sales team reach peak performance, that needs to change. Regular coaching is integral to your team becoming more productive, more confident and more skilled at sales. If your sales team is properly coached through a variety of customer interactions, they will be better prepared to handle difficult situations. And this means they will be able to close more deals.
2. Encourage Continued Learning
Starting your salespeople off on the right foot with comprehensive sales training ensures you avoid many common problems that plague the sales industry. A great sales management strategy to help you do this is to create a strategic training plan for the next year and make sure your team sticks to it. This training should reinforce previously taught lessons, while also adding in new strategies for them to continue building their skillset. Further, Glyvolution also encourage your team to pursue continued education on their own to perform at their best and stay ahead of the competition.
3. Use Technology
Thanks to constantly improving technology, many parts of the sales process are becoming automated, thus quicker and easier for your salespeople to complete.
One such example is cloud-based CRM. A good CRM makes collaboration much easier, as well as eases the difficulty of keeping track of calls and clients. The key to bringing technology into your sales team’s efforts is to ensure it works seamlessly with the tools and systems your team already has set in place. Also key is to always be on the lookout for the latest developments to ensure your team continues to be as productive and efficient as possible.
4. Inspire Your Team
Successful Sales Managers understand the importance of inspiring their team. In fact, they use inspiration as one of their top sales team management strategies. They do so by helping each salesperson see how successful they can become, and motivating them to maximize their potential
Inspiring Sales Managers are often described as:
Energetic. Having a positive, uplifting attitude that is contagious
Appreciative. Truly showing gratitude for the hard work of the sales team and recognizing/rewarding them accordingly
Servant-hearted. Caring about the success of the sales team more than personal gain
Accountable. Taking personal responsibility for what happens, even when the consequences are unpleasant
Honest. Always telling the truth to both co-workers and customers
Creating an environment in which your team feels inspired will motivate them to excel at work. And you know what that means — better sales results and greater revenues.
5. Build a Winning Sales Team
As a Sales Manager, you are no longer able to ensure sales by going into the field yourself. Instead, you need to place your trust in your sales team to do the job. So, what sales management strategy do you use to reach that level of trust?
Trusting your team begins with building a winning team. If you want to have a strong team, you must hire strong salespeople, people who have Drive. You can determine whether your candidate has Drive by implementing a sales aptitude test such as The DriveTest® into your hiring process.
This test will filter out those who are not built to be strong salespeople. Using The DriveTest® will save you both time and money — a lot of money.
No company wants to waste that kind of money. Instead, work to build a great team from the start. The extra money you spend up-front will be well worth it in the long run.
6. Identify Sales Team’s Barriers to Success
Your team may be struggling with some barriers that are keeping them from reaching their goals. And, it is our job to identify those barriers and help your team overcome them. Here are the top three sales barriers holding many sales teams back, and how you can break through them:
I. Fear of being rejected
Glyvolution will work with your sales reps to change their perspective on rejection. Do not let them assume that a cold call will result in a rejection. Rather, help them be hopeful that a cold call will result in a sale.
II. Poor communication
Did you know that 92% of all customer interaction happens over the phone?
This statistic shows the importance of communication in sales. The key to your salesperson having a successful sales call lies not in them doing all the talking, but rather in them doing a lot of listening. Listening connects salespeople with customers and makes the phone calls more of a conversation rather than a pitch, which helps build a longer lasting relationship.
III. Lack of content and/or social media marketing
With 90% of marketers stating that social media has increased exposure for their business, there is no denying its importance. And why is that exposure so important to your sales team?
First of all, it establishes credibility. It is easier for your salespeople to sell when the potential customer has seen your product or service advertised on social media. It provides a level of knowledge and comfort for the prospect.
Secondly, it allows your team to see where they are positioned in comparison to your competition. Social media marketing typically warrants feedback, and that feedback helps your team understand their place in the industry, and what they can do to improve their sales tactics. Thus, you are missing out on a number of potential leads if you do not have a strong social media strategy in place. In fact, sales teams have been shown to improve their closings by 67% when working together with the marketing team.
7. Glyvolution will help Your Sales Team Create Effective Sales Plans
Successful salespeople do not get to where they are simply because of luck. Instead, they used sales plans. And, because each of your salespeople is different from the next, We’ll work with them to create sales plans that work well for each person on an individual level.
Making sure that each member of your sales team includes the following in their sales plans:
Define their own goals
Create easy-to-follow plans to ensure consistency and progress
Improve time management
Improve prioritization strategies
When developing prioritization strategies, your salespeople should base their decisions on the following considerations:
Which activities will close the most leads
Which activities will generate the most prospects
How and when to nurture their leads