We hear a lot of planning techniques in order to sell more, but not always is possible to increase the sales force of your field teams with only a few tips. The selling department must be seen as a strategic part of a company. Therefore, planning, execution and intelligence are essential for the success.
Motivating the team and constructing a strong selling culture are the main challenges of most of the business. In this article, we will provide some tips regarding how to increase the sales force of your field teams.
PHASE SALES AS STRATEGIC COMPANY TOOLS
Seeing sales as fundamental part of the company strategy is very important for the success of the sector. Business that are conducting its selling sector the same way as they do with their work routines might be wasting a larger potential.
The selling idea must be present in the whole business strategy, from the moment of production until the later on support. The traditional salesman figure is no longer available: a modern sale is like a consultant on its area, capable of showing a wide knowledge of the products offered and, it is the most important, to understand the real needs of the client.
LEARN TO HAVE A STRONG SALES CULTURE INSIDE YOUR COMPANY
One of the main responsibilities of the organization towards the selling sector is to create an adequate corporative culture, able to transmit the values and mission of the business to its sellers, which reflects on a strong sales culture.
In addition to the corporate culture itself, one of the main factors to take into account is the goals in the SMART model: a goal has to be simple, measurable, attainable, realistic and timed. Without this, the motivation of a seller is severely compromised.
To form a corporate culture that is embraced by employees, it is important to be guided by well-defined and reasonable goals, but at the same time challenging.
The impacts caused by a bad corporate culture can be devastating to the company – and the worst: hard to reverse.
The first symptom that a good sales culture is missing is precisely in the goals: many of the employees will be irregular or perform poorly; and only those who, by individual initiative, master sales techniques and technologies will perform well. In a team with strong sales culture, the regular salesman is very good, and the very good is excellent.
The other consequence is the so-called turnover, that is, the withdrawal. In the sales industry, high turnover is common: there are few who can perform regularly to establish a solid career. Among the causes for this are wage insecurity and the lack of training and clear processes.
KNOW WHY MOTIVATION IS MORE THAN JUST FINANCIAL REWARDS
It is undeniable that rewards, especially promotions, incentive travel and cash bonuses, are some of the best motivators for the sales force, but it is a mistake to believe that this is enough to have a team engaged.
For this, it is necessary to invest in other factors of recognition and monitoring. Often, public praise for an efficient salesperson is already a strategy to motivate not just the professional, but all the team that witnessed the act.
GOOD WORK CONDITIONS
Another way to motivate your sales force, going beyond the obvious financial rewards, lies in the monitoring and availability of resources. A salesperson should feel supported by their company.
In a technology company that sells, for example, software licenses, it is crucial that the vendor has the best equipment to demonstrate the application to potential customers.
When the team knows that it is armed with the ideal tools for the job, their self-confidence is enhanced, which of course will be reverted to good sales results.
Another issue that should be noted is the effectiveness of the after-sales industry. Often, the seller has invested heavily in gaining a good, long-lasting relationship with the buyer, with the goal of transforming that satisfied customer into a brand promoter, which may indicate potential new customers.
But if the relationship is destroyed by an inefficient after-sales industry, the seller’s feeling is that his effort was thrown in the trash.
BALANCE BETWEEN PERSONAL AND PROFESSIONAL LIFE
Many people still believe in the myth of the workaholic super-seller, who sacrifices his personal life and works 88 hours a week to be the most productive company.
Practice has shown that it is not quite so: anyone who is not able to balance personal life with the professional can even sell well for a period but can not keep pace for a long time.
Typically, the best salespeople in a business are not those who work the most, but those who work smarter. And to have maximum productivity, play sports, dedicate themselves to the family and do not mix with the professional aspects.
CHECK TIPS FOR INCREASING TEAM SALES FORCE
There is no single magic solution that will make a team sell more; to increase the sales force, it is necessary to understand the challenges faced by the team and to devise an efficient strategy, which will be different in each type of business.
Still, we’ve listed some tips that work with most of the vendor teams. Check out!
DEFINE SPECIFIC GOALS
During the sales planning stage, you need to establish a clear strategy and share it with the entire team. However, this is not enough. However much it serves as a basis for the actions of the sellers, it is fundamental to implement certain parameters to evaluate the individual and collective performance in the sector.
Therefore, set goals based on measurable indicators and do a job of raising awareness of the importance of achieving them. In addition, it is important to ensure that there is motivation – and even a healthy competitiveness among salespeople.
Ideally, this mechanism should assist in the monitoring of activities, but should not represent an unattainable scenario. Remember, every goal you set must be realistic and workable. The increase in sales is based on improving the performance of salespeople, not pressuring them without proper support.
ELABORATE A COMMISSION POLICY
A pleasant work environment is a fundamental part of any motivational proposal. However, your actions can not stop there. To ensure that sellers perform really well, it is important to develop a commission policy.
Build on the goals set and create ways to distribute commissions. This can be done by sales, by goal achieved or even by sales ranking. The ideal strategy will depend on the specific characteristics of your company.
The trend is for sales to increase along with employee motivation.
Empowering salespeople is something that goes well beyond the training given on admission. The market goes through constant changes, and it is crucial to make your vendors up to date. Therefore, invest in training, courses, lectures and even meetings to discuss relevant issues.
Many companies set aside this important measure because they think it can generate high costs. In fact, extremely relevant topics can be brought from within the team itself. Discussing issues such as time management and day-to-day mobility solutions are good examples of fruitful discussions.
However, do not give up certifications and training aimed at techniques of care, use of CRM, etc. In addition to improving the professional capacity of salespeople, this type of action makes them feel valued by the company and seek to engage in the goals of time.
UNDERSTAND HOW TO MEASURE TOUR FIELD TEAMS RESULTS
The indicators established to measure the sales team’s results need to be enlightening, not cumbersome. That means they must be linked to really important factors that need to be monitored on a daily basis. With this, it will be possible to create new action strategies and improve those already implemented.
Every management process requires the adoption of relevant indicators to avoid that the manager simply depends on his feeling to deal with the situations of the day to day. With the technology available in the palm of the hand, it becomes much simpler to follow up and respond with agility to each employee’s performance.
It is worth remembering that this requires quality mobile solutions at your disposal. After all, they represent an important competitive differential over their competition. In times of such a disputed market, responding quickly to the demands and trends of the moment is key to winning customers and converting sales.
To complement, remember to implement an innovative culture among your employees. Create efficient communication channels and stay available to listen to suggestions and criticisms regarding sales processes. Often, a disruptive idea can start from a seller. After all, no one better to offer an insight than the professional who is hand in hand.
The current market requires companies to rethink their management practices so that teams work more organically. With commitment to goals, motivation and technical training, the trend is for performance to improve day by day. To get there, try to adopt these practices from the top down – starting with the leaders.
Management’s responsibility for the success of a company’s sales team is great, but with efficient processes and strategic thinking, it is possible to maximize results.
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