Who doesn’t want a high-performing sales team? Not only does the team drive revenue, but they also play a vital role in building customer loyalty and trust. Since loyal customers are typically responsible for 60% of a company’s total sales, it makes sense to do everything in your power to create an outstanding team.
Building a high-performance team is part-art, part-science. If you’re not sure where to start – you’re in the right place. Read on to discover 5 tips that you can use to create a sales team you can be proud of.
Sales Team You Can Be Proud Of: The 5 Best Tips of 2022
Offer outstanding sales training
According to Salesforce, 80% of high-performing sales teams rate their sales training programs as “outstanding” or “very good.” So, if you want a sales team that crushes their quotas, you need to provide high-quality training.
When done right, training offers many benefits that help drive performance. Some of these include:
- selling with confidence
- communicating effectively and persuasively
- accurately analyzing information and making informed decisions
- identifying high-value prospects and building meaningful relationships
- anticipating objections as well as techniques for overcoming them
Train your leadership team
A study by Steve W. Martin, one of the foremost authorities on “Sales Linguistics,” found that 69% of salespeople who exceeded their annual quota rated their managers as being excellent or above-average. Leadership skills training can help your managers improve their capabilities. In turn, they’ll be able to inspire their teams to achieve outstanding results.
Among other capabilities, successful sales leadership training programs show managers how to:
- create a unified vision for their teams
- inspire, lead, and motivate teams to succeed
- deliver constructive criticism
- harness their own talents to help others reach success
- identify and resolve potentially toxic team dynamics
Embrace one-on-one coaching
The terms “training” and “coaching” are often used interchangeably. However, the two, although both important, are not the same thing. The purpose of training is to develop general skills. Coaching, on the other hand, focuses on a specific issue that’s holding an employee back.
Pairing training and coaching leads to an increase in productivity. According to “Fingerprint for Success,” pairing training and coaching leads to an increase of 88% in productivity. Training alone boosts productivity by 23%. Also, HubSpot reports that there’s a direct link between the amount of time spent coaching and lower quota attainment.
The benefits of a proper and effective sales coaching program include:
- boosts learning retention
- aligns task and relationship issues
- untangles any unresolved interpersonal conflicts
- helps reps keep current with evolving buyer expectations and demands
- improves morale and productivity
- makes the best use of sales enablement tools
Provide constant feedback
When employees are engaged, they are more likely to turn into all-star players. One way to spur engagement is to provide constant feedback. A Gallup survey found that employees whose managers regularly communicate with them are nearly three times more engaged than those who don’t receive any feedback.
Feedback is not just to point out what needs improvement. It is also about highlighting one’s strengths. Pointing out employee strengths helps boost their morale. When employee morale is high, productivity shoots up. As Charles Schwab once said, “I have yet to find the man, however exalted his station, who did not do better work and put forth greater effort under a spirit of approval than under a spirit of criticism.”
Here are a few ways to build a culture of continuous feedback:
- have consistent and regular one-on-ones
- align feedback to your overarching business goals and values.
- digitize the feedback process so you can stay in touch with employees and track their performance with ease
- train employees and managers on how to communicate feedback effectively.
- nurture positive and corrective feedback
Recruit the best
To build a first-class team, you need to hire the best of the best. As Arthur Rock, one of America’s first venture capitalists, once said, “If you can find good people, they can always change the product/service. Nearly every mistake I’ve made has been in picking the wrong people, not the wrong idea.”
The right candidate can add vital new skills and experience to your team, which allows your company to perform at its best. What’s more, great new hires can also inspire other qualified people to join your team. Amidst a tight talent crunch, being able to attract top-notch applicants can impact your efforts to build a championship team.
Train your hiring team to incorporate the following into their sales recruitment programs to ensure you get impressive candidates:
- Have a specific and clear job description. A generic job description is unlikely to appeal to top performers.
- Set the right expectations about the job during the interview. This helps prevent frustration down the road.
- Look for people with skills that complement your current team.
Building a great team takes time and consistent effort. However, every business today exists in a fiercely competitive world where the potential for disruption lurks around nearly every corner. As a result, a highly motivated, successful sales team is critical to business survival and margin growth year after year.