Every business is different, but one thing that they all have in common? They need a successful sales team to survive. But, how do you go about building a successful team? Follow these tips:
Adjust your hiring process.
Sales positions should not come easy to new hires. There should be multiple interviews that put sales candidates in various situations to test how they can think on their feet. In one interview, ask your candidate to pitch you a random item found in the room and just give them a few minutes to prepare. In the next, ask them specific questions about how they would handle different situations. Look for clues that the employee is coachable, competitive but not confrontational, and a team player.
Invest in tools.
There are a number of tools that can make your sales team run more efficiently, so it’s in your best interest to use them and make sure everyone on your team is trained on how to do so. One of these tools is ToutApp, which provides sales analytics, tracking and template sharing across an entire team of salespeople. This will allow the team to hold each other accountable, compete to reach the highest sales, and share insight with each other on the way. LinkedIn Sales Navigator is another option for sales leaders to look into. This tool allows you to easily find new leads by connecting across common LinkedIn connections.
Hold frequent evaluations.
Once you think you’ve hired the dream sales team, you have to take the time to check in and make sure that they’re performing up to expectations. Although looking at each salesperson’s individual sales is important, it’s not the only metric that you should be measuring. For example, sales are important to convenience store distributors, however another important factor is the relationship that they are building with each retailer. Down the road, this distributor’s relationship tactic may lead to higher sales than a distributor who pays no attention to customers and only worries about the numbers. Try to look at the whole picture when evaluating each member of the team instead of focusing on just the numbers.
Teach after the sale strategies.
The sale should not be the end game for any salesperson, in fact, it should be just the beginning. After a sale is made, the sales team must focus on turning that one-time customer into a loyal one. For example, a beauty supply distributor who sells a line of cosmetics to a retailer should then focus on convincing the retailer to also take a chance on the same brand’s hair care products. Convenience store distributors should focus on securing a second order by showing their new customer that they can quickly restock products to meet the retailers’ needs. As a sales leader, it’s your responsibility to teach each member of the team the best practices in following up after a sale, keeping the customer happy and learning how to upsell.
Have you had success building a sales team? What strategy did you use to do so? Tell us in the comments below!
This article was written by Joel Goldstein from Business2Community and was legally licensed through the NewsCred publisher network.