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In the coming year, business owners will be scrambling to find and hire sales team. The average company is currently struggling with an 18% sales growth rate that leaves them lacking qualified candidates. So how can you get ahead of your competition?
Sales team are essential for any organization today. In 2021, they will become even more crucial as many companies struggle to keep up with their current market demands. This article provides advice on building a solid team to meet these challenges head-on and grow your business successfully into the future.
While it is hard to pinpoint how sales force will evolve in 2021, we can be confident that they will continue to become more critical. In fact, many experts predict that the number one factor for business growth going forward is the ability to sell. So, if you are building a new sales team today or restructuring your existing staff, how do you create a group of individuals who will succeed together?
Here are some things to keep in mind:
The first step in building any sales force starts with how you hire. Should you look within your company for candidates based on internal referrals and promotions? Or would external recruitment inject fresh blood into the organization and breathe new energy into your team? Either approach has its advantages and disadvantages. Look to how sales are currently being handled in your organization now and how likely it is that candidates will be promoted internally.
The quality of a sales force has the most significant impact on how well an organization sells goods and services. Experts agree that companies with effective teams make twice as much money as those without. When building a new sales force, take the time to learn how the best organizations bring these groups together and how you can apply their methods to your own staff structure today to reach higher performance levels in the future.
Once you have built an initial core group of individuals who will make up the sales team for your company, how do you manage them? Selling is often a complicated and unpredictable process. What do you do when your team does not produce results?
Many business owners today treat their salespeople as independent contractors who are expected to manage themselves. This approach requires little management of how sales are made or how often they go out into the field, how many hours each individual allocates each week, how much time on the phone vs. how much talking with clients face-to-face, etc. However, this strategy does create a lot of risk in buyer behavior because it means that businesses rely heavily on internal processes to control how sales happen rather than building structures around individuals.
Other entrepreneurs take a more hands-on approach by developing close relationships with their teams and actively managing how they sell over the long term. This approach requires more time and energy but has the advantage of supporting salespeople when they need help or building up their skills over time as they gain experience with how companies function daily.
How you choose to manage the sales force will depend on how much time, energy, and resources you have available. If your business relies heavily on how well it can sell products into the marketplace, then taking a hands-on approach may be riskier for you than delegating control away from individuals in favor of systems that are set up to streamline how businesses interact with customers regularly.
To maximize how effectively an organization sells its products/services into the marketplace, how roles are structured within sales force is essential. There are different types of sales roles that each focus on how well they interact with the organization’s customers in a specific way.
Inbound Sales: These sales roles focus on how to sell into an organization rather than selling outwards into the market. That means these individuals work with existing clients/prospects who are already familiar with the company, its products and services, and how they work together to better support customer projects/service needs.
The right mix of sales roles within the team structure depends on what types of clients you currently have, how many new prospects you want to pursue each month, how competitive the market is where you do business, etc.
When building any kind of sales team for your organization, it is essential to include specific capabilities within each role that will contribute most effectively to how your business interacts with customers.
For example, suppose you focus on how your products/services improve customer sales. Then, how you build a sales team includes how well they can speak directly to how customers make money via direct sales, vs. how much time is spent explaining how your organization creates value for them and their work.
In this scenario, it makes sense for each role in the sales team structure to have strong communication skills that allow them to write proposals clearly and present ideas effectively as part of the sales process.
While having practical communication skills for each role is important, how your business builds a strong sales team and how sales team members interact together is also important. How you build a sales force includes how well they learn to work as a cohesive group within how your entire organization and how this helps with how each individual learns/experiences success on a very local level.
For example, how sales team members interact with each other every day in your organization should include how well they are tuned into how well different departments support the sales process and how their individual efforts contribute to how much an entire team grows and learns. This includes how well sales team members understand how each role supports another within the sales process. The more sales team members can learn about how they each contribute to how the organization achieves its goals, the better they will be able to communicate how their work supports other departments.
Motivating sales teams in a healthy way remains vital to how well an organization can improve sales. For example, the right motivation for how outbound sales representatives find new leads is different from how an account manager who closes deals motivates their seller reps to be successful. Thus, understanding what specific actions help how sales team members are motivated and how you build a sales team can help your business reach particular goals with how customers use its products/services to improve how they work.
While focusing on how you build sales teams, the way each rep does their job remains important. For example, how well a manager motivates their direct reports to get them committed to increasing local productivity will affect how well a company provides services/products that support customer-facing activities throughout the organization (and improves how it builds customer relationships).
Thus, how both internal and external teams work together becomes even more important as part of how sales teams perform overall, so understanding what they need in the form of ongoing communications will support how all components within the system work together.
How sales teams perform, how they are motivated, and how you build a sales team will affect how your organization meets its sales goals and improve how they sell into their respective markets. Keeping the focus on daily feedback on how each individual performs their role and how sales team members interact with each other will provide key metrics for tracking the growth and success of your sales teams.
When it comes to increasing sales, leadership plays a big part in motivating the rest of the team members during critical times. A sales leader should know how to build an effective sales team for their business in 2021 and be able to help each individual understand how important their efforts are within the department. In turn, how they motivate others will depend on how well they can explain how each member of a sales team structure contributes to how the organization meets its overall goals.
By keeping how you build sales teams and how sales team members motivate each other in mind, leadership can help members of any department reach specific sales goals. More importantly, building a strong sales team can help an organization improve its ability to close new deals and stay competitive in its industry.
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