Sales managers are a powerful force when they have a strong team, without them, it would be challenging to score winning goals. All fingers are not the same; similarly, your sales team is a conglomeration of different individuals with unique traits and abilities. Some might be performing exceptionally well, while others might be slow learners with unexplored capabilities.
As a sales honcho, it is your responsibility to up their game and get the most out of your sales team. You need to identify their hidden potentials and attributes. Find out the secrets of the top performers and try to understand where the underachievers are facing problems. Show your underachiever the way to get out of the slump and encourage your top performers to climb higher. Don’t forget, better performance means more sales and increased revenue.
Here are four effective tips that will help you in bringing the best out of your sales team:
1.Create and maintain a growth mindset
Sale success begins with the sales professional’s mindset. No matter how your sales reps are performing there is always a scope for improvement with a growth-oriented mindset.
With little efforts, the abilities can be improved. However, some sales professionals are stuck with a victim mentality; they are not able to discover, learn and grow. These sales reps feel that they cannot break the vicious cycle of poor performance. They avoid new challenges and are unable to deal with rejections. They start pitying themselves and are filled with negativity.
John. W. Gardner rightly said,”Self-pity is easily the most destructive of the non-pharmaceutical narcotics; it is addictive, gives momentary pleasure and separates the victim from reality.”
As the head of the team, you need to change this mindset and help them in getting better. Teach them to look at challenges as an opportunity. Encourage them to believe in themselves and guide them to outstretch their capabilities.
Being in the driver’s seat, you need to lead your team in a positive direction and help them in developing a growth mindset. Praise their hard work and encourage them to work better.
2.Create healthy competition
Tapping the competitive spirit is the smart way to bring the best out of your sales team. Competition pushes them out of their limitations and helps them in performing better. Give them a chance to explore their unexplored capabilities.
“A horse never runs so fast as when he has other horses to catch up and outpace.”- Ovid
The strive for winning can unveil the true potential of your sales reps. Everyone wants to win, get applauds and hear praises. So, create the environment of competition by clearly defining the competition’s objective with a clear set of rules. Publicize the results to drive individual competition.
“Competition is always a good thing. It forces us to do our best. A monopoly renders people complacent and satisfied with mediocrity” – Nancy Pearcey
However, you need to ensure that the competition doesn’t turn ugly; they shouldn’t start snatching each other’s lead to be the frontrunner. Use technology like CRM, to maintain transparency within the team. With a CRM, everyone in the team can see who is working on which deal and where are they and their prospects in the buying cycle. It avoids conflict and helps them in improving their sales performance.
Pressure, criticism, and rejections surround sales professionals. As the head of the team, you need to motivate them to keep their morale high for dealing with such stressful situations. They should feel energized and positive at the start of each day.
Instead of yelling at them when they do not achieve their targets, discuss with them and try to find out the reasons. Analyze the past sales data with the help of a reporting tool to find out the hidden barriers to performance. Give them the solutions to deal with the issues and encourage them to work better. These sales reps can perform exceptionally well as selling is their forte; all they need is the right direction to display their capabilities.
Acknowledge them when they are performing well and celebrate their success. Choose your words wisely while acknowledging the work of your best performers. As words have great impact; they can motivate the person to perform much better next time. Instead of just saying “Good job” try to be more specific “our recent numbers are impressive, it was a commendable performance. I appreciate the hard work you put into understanding and convincing the client. Keep up the good work” Hearing such words in public gives them a reason to work harder and maximize their potential.
4.Emphasize on learning opportunities
Your job doesn’t end with just the initial training when a new rep is hired. Keep sharing tactics and strategies to help them excel. Conduct weekly or monthly meetings to evaluate your sales rep’s performance and check if they are using the right sales methodology. Explain what more can they do to convert a deal quickly.
“As a leader, how do you get the most out of your people? Give your most to them. People notice giving and taking. Leaders give!” – Kevin Eastman
Be a sales coach rather than a strict sales manager. According to a recent study “sales reps who receive just three hours of coaching a month exceed their goals by 7%, boosting revenue by 25% and increasing the average close rate by 70%”.
Ask them to read informative sales articles and watch useful videos for learning tactics to close a deal quickly. Acquaint them with various sales tools and mobile apps that can help them in improving their sales performance. Good techniques and smart technologies can help your sales rep in using their skills and improve their sales results.
Every sales professional can perform well, all they need is a little guidance and encouragement. A good sales manager won’t think about replacing a sales rep if he/she is not performing instead he will work on improving the performance and try to bring out the best from the sales rep. Make the most of your experience in the sales domain and lead your sales team on the lucrative path.
Salesmate CRM overview for your sales teams
Arm your sales team with the right tools to close more deals. Tools like Salesmate CRM is specially designed for the sales professionals. It helps you in efficiently managing the sales process and fostering better relationships with your clients. With Salesmate CRM, you can streamline all your communication, measure the effectiveness of their outbound activities, forecast sales and automate most of the sales process.
With a free trial, you can check out how this high-end CRM system can be a helpful sales tool for your team. If you want to know more about Salesmate’s excellent feature then you can get in touch with our sales team, they will be glad to guide you.
Learn Cold Email Techniques that will Grow Your Business!
We built two consulting agency businesses from scratch using these techniques.