Any good
sales manager knows that they will only succeed if they have a good sales team
behind them. It is important to make sure that everyone knows their role in the
team and that any new hires will also fit into this model. So how do you make
sure your sales team is as successful as it can be?
1. Evaluate your team
Think about who you currently have on
your sales team. Make sure they all have a clearly defined job role. What do
you expect from them? Should they be maintaining relationships with your key
accounts or cold calling all day? Are there any skills that are missing from
the team? You should have a clear idea of the goals for the team and whether
they are achieving these.
2. Establish sales productivity
In some cases, this might be as simple
as dividing sales volume by size of sales team. This will give you an average
for your team and allow you to see how each salesperson is performing against
this average. However, it is important to bear in mind that there are likely to
be other factors. For example, are they focusing on selling low margin products
rather than those that are more profitable? Are you seeing a high level of
returns from their sales? Work out what is important in your team and see how
your salespeople compare.
3. Employ great salespeople
Bad salespeople will cost companies
money and can do serious damage to your reputation. Some salespeople may just
need further training or support. Some may be in the wrong job. It is important
to determine which category any underperforming salespeople in your team fall
into. Do you need to hire some new salespeople? Think about how a new
salesperson would fit into the team. What skills or personality traits will
they need to succeed in your team?
Do you need to find some fresh talent
for your sales team? Visit
our website to find out how
our expert consultants can help you.
