Even the most competent and seasoned sales professionals can run into roadblocks. During trying times, it’s up to sales managers to get their teams back on track. Josh Stevens of QuotaFactory shares three tips for how managers can help their teams go above and beyond in his article “3 Sales Training Techniques to Help Your Reps Exceed Quota.” In this post, we will explain his recommendations more in-depth. Using these techniques will enable any sales team to reach its fullest potential.
- Communicate Long-Term Goals
A study conducted by Harvard Business School found that only 7% of employees fully understand the goals and objectives of their organization. This astonishingly low percentage is problematic because representatives aren’t able to convey their company’s mission to customers when they don’t have a firm grasp on it. In turn, customers are unlikely to buy when they’re unsure about what they’re purchasing. It’s important for representatives to be able to envision what success looks like, as this will empower them to reach for it. Success becomes impossible if end goals aren’t clearly defined or communicated. Not only do they provide a sense of direction, but long-term goals can make representatives feel more valued for their work and boost engagement levels, as they are able to recognize how their efforts fit into larger organizational objectives. As a result, this increased engagement will lead to increased productivity.
For sales teams that work remotely, well-defined goals are even more critical because they are a source of guidance for representatives who are disconnected from office happenings. Clearly-communicated end goals also help managers to administer more targeted feedback; they will be able to offer advice based on representatives’ progress towards long-term goal achievement. An additional benefit of designated organizational goals is that representatives can motivate each other to work harder since the entire salesforce will be pursuing a common objective.
- Hold More Effective Meetings
Salesforce meetings can be draining for managers and representatives alike. Many managers believe that getting their teams together in an office setting is a good way to reinforce organizational goals and intra-team camaraderie. However, a study conducted by Harris Interactive Inc. found that 17% of respondents would rather watch paint dry than attend a status meeting. Nevertheless, this shouldn’t dissuade managers from holding occasional meetings, as face-to-face interaction with colleagues is integral for engagement. Meetings also remind remote representatives that they are part of a larger organization with overarching goals. They key is to make meetings more effective.
A compelling salesforce meeting will do more than review KPIs. Stevens suggests using meetings as a time for representatives to partake in peer coaching and collaboration on projects. He also recommends holding fewer, longer meetings as opposed to shorter, more frequent ones. Doing so will prevent interruptions in the workflow and will allow representatives to forge more meaningful bonds with one another.
- Share Insider Secrets
The efficiency of a salesforce will change as markets fluctuate. For this reason, the tactics that representatives use can become stale quickly. To combat this, try having representatives share strategies that work for them with their peers during meetings. Due to their competitive personalities, representatives may be hesitant at first to reveal their trade secrets. Additionally, there may be a fear amongst team members that if their tips are circulated and utilized throughout the salesforce, they will become ineffective. Managers can alleviate these concerns by emphasizing to representatives that in “giving up” their success strategies they will be gaining many more from their colleagues to use for themselves.
Sharing best practices with each other can help bolster camaraderie throughout the salesforce. When a sense of community is present within a sales team, morale increases, leading to improved productivity.
As with any profession, in sales there is always room for improvement. It is the responsibility of managers to implement practices that will enhance their sales teams’ efforts. Keeping the above tips in mind will ensure that salespeople deliver what is expected of them and more.
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