Having a great sales team is vital if you want to run a successful business. What strategies can put your salespeople on the right track?
It takes a lot of talented, hardworking people to make a business successful, but arguably the most important of all of them are your sales team. After all, without great salespeople, you'll never be able to make any revenue for your business, and everything else becomes moot. You need stellar sales to ensure your business lasts for the long haul.
"Savvy organisational leaders know to put their time and energy into managing their sales staff."
With this in mind, savvy organisational leaders know to put a great deal of their time and energy into managing their sales staff. What are the best strategies for keeping them engaged and working hard? Answering this question might be the difference between a "flash in the pan" business success and a company that's really durable and consistently profitable.
Handling sales staffing effectively
One of the most important logistical aspects of running a business is optimising your plan for sales staffing. How many people will you need to do the job right, and how will you allocate them? According to the Industry Skills Councils, one of the key objectives is to dole out territory, putting people in the right places to maximise their sales.
After you've done this, you should follow up by examining your team's results and looking for ways to get more out of them. This might just mean tweaking the team alignment and putting people in more strategic places; it may alternatively mean setting up a sophisticated system for sales incentives.
Giving people incentives that work
Once you have people installed in the right sales roles, the next question becomes: How will you motivate them to succeed? Harvard Business Review has emphasised that usually, the most effective sales incentive program is one that's perfectly straightforward - the more you sell, the more you earn.
"Motivate your people to sell more than ever before."
If you overthink it, you're bound to cause strife in one way or another. If your formula is too complicated, people will try to game the system. If you implement quotas, your staff members might bend the rules and do each other favours to help each other hit their numbers unethically. Simplest is usually best.
Setting up a policy for employee rewards
To really get the most out of your sales team, you want to have a system of performance-based employee rewards that will ensure people work hard and pursue lofty goals. At Power2Motivate, we're ready to implement sales incentive programs that will help with this.
Our system makes it easy to measure the most important KPIs and use built-in leader boards to track people's success and motivate them. Talk to us today about how our branded programs can fuel your company's success.