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How to build a high performing sales team
A high performing sales team is essential for any business
looking to see growth. Without one, you’ll struggle to stay ahead of the
competition and meet your overall business goals. Before you can reap the
rewards of a high performing sales team, you need to assemble a group of people
who have the right attitude, character traits and work ethic. If you need some
ideas in how you can form such a specialist team of salespeople, there are a
few suggestions within this article.
Build an engaging
sales culture
The culture is often significant in determining whether
there’s a positive atmosphere within a company. The sales team is no different
and can even require higher levels of engagement to boost their rate of performance.
A good sales culture can often help to set the tempo when looking to achieve
high results on a consistent basis. As long as your salespeople feel like they
have the backing and support of the company, challenging them can lead to a more
productive sales team.
Although, you want a sense of competition among your
salespeople, it’s important that your sales team are operating on the same
wavelength. Salespeople that support each other will generally lead to a high
performing sales team. This unity can usually be achieved through regular team
meetings and team building exercises.
Provide incentives
You can only build a high performing sales team if they are
motivated to continuously push themselves. One way to do this is to offer
incentives to your salespeople. This means providing each salesperson with a
fair base salary and a rewarding commission plan. In addition, you can
publically congratulate your sales team for reaching their goals. By recognising
their achievements, your sales team are likely to be more motivated to increase
their rate of sales.
Give feedback
In order to attain a high performing sales team it’s important
to allow for periods of self-reflection. This can be brought on by providing your
sales team with individual feedback. To do this, you’ll need to set aside some
time to review the performance of each of your salespeople and then provide
them with your findings. This will allow your salespeople to realise the areas
in which they are doing well and those they need to improve. With the assurance
that they are being guided in the direction of success, your salespeople will
feel like a valued member of the team, which will make them work harder towards
their goals as a result.
Offer sales training
For a sales team to stay at their very best and keep
improving, they need regular training sessions. During these sessions, your
sales team will be able to improve their selling skills through a number of
group based activities. This doesn’t have to a tedious experience, in fact, it can
act as yet another morale booster for your sales team.
Putting the phones down every so often in favour of training
sessions has the potential to do more than just improve the skills of your
sales team, it can be beneficial for the business as a whole. Ultimately, a
company with a high performing sales team is going to close more deals and
therefore, increase revenue and overall business growth.
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