Sales teams are crucial to any business's bottom line. Without a smart, hard-working sales team, it's unlikely a business will scale as they had hoped. Often times, businesses have high turnover for their sales teams. The fit between the employer and employee could have changed, a new opportunity could have come up for the employee, or perhaps the employee was failing to meet expectations. With the right processes in place however, you can empower your sales team to exceed expectations and boost profits.
The Hiring Process
Hiring the right people is the first step in pulling together an all-star sales team. Recruiting events, social media, online job boards and internal career websites are all places businesses promote new sales positions. Even with all the tools available, hiring can be expensive. That's why it's important your business has a hiring process in place when it looks to fill sales positions. Your new sales team should be able to sell what you want sold with the technical, emotional or analytical skills necessary to truly make customers buy. According to research from the ES Research Group, a sales hiring process is necessary because:
- 25 to 33% of sales people aren't suited for a job in sales (Tweet this!)
- After two years 80% of new hires aren't with the same company or aren't meeting quotas.
- A hiring process specific to a sales team can reduce the number of wrong hires by up to 80%.
The Sales Process
Behind the people, a successful sales team will have the most efficient sales process. The processes behind a business often determine whether or not the business experiences profits or pitfalls. As you look to empower the people you've spent time hiring, consider whether or not your sales process is in a position to make each hire perform to their best abilities. An effective sales process includes:
- Strategy built on the customer buying process. Assess your customers' buying tendencies and how your sales team can provide the best service and support during each stage of the process.
- A plan to achieve goals. Setting goals isn't enough for your sales team to be successful. Businesses need to have sales plans in place that define what the goals are, how they can be reached, evaluated and then refined.
- Ongoing learning, training and coaching. Continual training is a must as the buying process, marketing materials and your sales strategy and goals change. Make sure you're providing your sales team with the resources and training they need to be successful.
The Recognition and Reward Process
When great work is recognized, either through forms of appreciation or rewards, employee engagement increases. The more engaged an employee is, the more likely it is that they will be successful and help your business thrive. Each person will respond better to different techniques, however, so keep track of what works and what doesn't. Your recognition process, however extensive it may or may not be, should include these three things:
- Verbal recognition. When goals are hit your team know you appreciate the great work they do one-on-one in a meeting, in the hallway, wherever.
- Public recognition. Often times, people like to be recognized in front of their peers. Public recognition usually motivates employees to keep performing well so that they receive the same recognition from their peers.
- Reward-based recognition. Bonuses, extra time off, and special company events for hitting goals are all ways to recognize the efforts of your sales team.
Look for ways to empower your sales team to be more successful, whether it's a refined training process or a variation on how employees are recognized. With the right processes in place, from hiring through recognition, your business can see a reduced sales turnover rate, increased profits, and a more motivated team.
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