How do I train and motivate new sales development people?
I am looking to train sales-minded top performers who are responsible for new business development, building and maintaining quality relationships with clients, managing accounts and assignments, and growing existing accounts.
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Richard Stern-Suggest you make a Sales and Marketing Plan.
Then hire experienced persons who have current relationships with the customers you are trying to sell.
Provide a great commission package with incentives by performance.
Use training methods capitalizing on the company strngth to support the effort.
Great Sales persons have the "gift", or natural talent to sell.
Your job is to find those people provide support and get out of their way.
If you are starting with "top performers" let them tell you what they need in a more collaborative role. If you need to train new sales people then you need a defined sales process and the ability to coach and direct. What you are selling makes a difference in methodologies. There's a huge difference from just moving merchandise to consultative, solution selling. You can use personality assessments to identify high "I" Influencers in DISC Profile vernacular. These are usually good sales people and relationship builders. Whatever way you go, have a documented process to measure, monitor and revise according to results. Also, there are professional coaching services you can bring in to do the assessment and develop then implement the training.
Before training your team it is important to remind that they are a part of a team, a part of the business and that they are valued. Communicate your vision clearly to them, make sure they have complete product knowledge and that they are on-brand. They need to be people who live your values and want to grow with the business. There is no point in investing in people who are not 'on your bus'.
If you feel that you have the right team then you can help develop by looking into vocal training (looking after their voice, using their voice to build rapport, communicating with customers and being on brand when they speak). This type of training is great for people who are on the phones mostly.
I would suggest also looking at thought leadership training especially in areas like confidence, mindset. presence, fear, dealing with negativity, handling objections and how to be authentic. People buy people and if they can be authentic, confident and inviting then the sales will follow and you will be more likely to get repeat business from customers.
We provide vocal, attitudinal and leadership training so feel free to ask me any questions :)
A sure way to motivate your Sales Development team is by Revealing the Opportunity they have to grow personally and professionally with your business. The biggest mistake most sales people make is not Understanding their Opportunity.
Everyone of your items could be a Post on its own. 3 things I use Training Coaching:
1. Modeling: What has been good behavior, for people who have been successful.
2. Break it Up: Use Best Practices in each area for things Like: Business Development,Relationship Management, Account Management. Not everyone is good at each thing.
3. Motivation: I don't know how you pay, but part of Base Salary can be based on: Relationship Management, Road Map to Revenue, and Customer Success
More on these at my blog: www.dailysalesthoughts.com. Hope I cam help you in the future!
Great comments from all the experts here! Only thing I can add Sammie is to sure you don't leave lead generation and sales message to your sales team to figure out for themselves. Identify a consistent source of new leads for them and set expectations as to how many calls, etc. they should make to these leads. They will waste time doing non-productive things if you let them.
Also, they may be experienced sales people but, it is difficult to be objective about the products and services you sell. Asking the right questions and using the right terms in your communications with clients is crucial to success. Give them scripts of what to say in a voice mail, what to ask a new lead, etc.
For Leads - leadferret.com
For Sales Messaging - salesscripter.com
Make sure what you are doing and teaching is going to be engaging. Make the exercises fun. Personal development is great as this not only covers the motivation side of things, but will also cover mindset and overcoming obstacles which will help them to achieve more sales.
There are a number of things that are important when developing a new sales team. First and foremost is make sure you have a clearly defined 'sales playbook'. This means you need to have documented what a sales person needs to know to sell your product or services. What sales pitch should they use? What are your key USPs (Unique Selling Propositions)? What is your standard pricing? How should they interact with your prospects/customers? What are your systems and how should they use them?
Once you've clearly defined this, hold the team accountable for following the playbook and ensuring it is regularly updated to reflect what is actually working and being done by the successful sales people in your team.
It is also important that your sales team knows how best to interact with the people they speak to on a daily basis. I recommend including something about different behavioural styles in your sales playbook. 'People Styles at Work' by Bolton & Bolton is a good resource to provide you with some tips on the different behavioural styles.
During taring remain soft with with them lies ten them try to satisfied them ,after taring give them achievable target and a part from bounces tell them your career depend upon hardworking achieve target satisfied customer show good behavior in office and you get promotion with in short time