In most companies, two kinds of sales people coexist – the energetic, enthusiastic ones and the lazy, content ones. The behaviours of both these groups of people may not just stem from the dynamics of the sales team, but also from the sales culture that is in practice at your company. A mediocre sales culture is unlikely to hurtle its way to the top, as the lazy-content-ones often manifest their attitudes within other people, thus affecting what could be a potentially dynamic company.
Is there anything you can do about it? Well, ofcourse! As every problem comes with a solution, so does this in the form of 8 easy steps that can develop a great sales culture.
Sales can sometimes be a soul-crushing job, hurting the ego. The best way to prevent this from becoming a large demotivating factor is to maintain a certain positivity and motivation to help recover from rejection. Awarding successful salespeople along with their success stories and maintaining a healthy competition among the sales teams is a great way to keep motivation levels at peak. Some after-office activities like happy hours and karaoke will create a space to blow off steam caused by the job.
Outdated technology is not only difficult to use and largely incompatible with newer technology and formats, but it can also get very boring. Ask the representatives what kind of tools they need and what might help them spend more, and spend some money on the same, be it computer tablets or even sales apps.
Best of sales cultures use processes, systems and goals to induce progress in the work of salespeople. Set quotas, milestones and expectations to your sales team, as selling is largely a continual process of activities—cold calls, emails, etc.—and there will be no progress without proactive participation and activity.
In case of a failure in sales, use the same as an opportunity to turn it into sales lesson to revaluate what to do and what not to do. Ask other reps for insights and feedback to ensure that the mistakes are not repeated and a better strategy can be used.
New recruits need training, but sales training is often an evolving, dynamic process. It is often delivered in form of sales techniques by the sales managers, who also observe reps and sale, giving regular feedback and help in planning prospects. As effective as a third-party training course is, it is more important that the team works together, willings sharing ideas and taking suggestion.
With the dawn of the internet, there is a lot of information available to help your team make the sale. Using the Customer Relationship Management (CRM) software, loyalty programs or data gathered from social media to gauge the needs of potential customers, as well as their desires. These software also help with recognising where the best prospects are as well as help the sales rep in reaping the benefits of the information provided.
Shortage of staff can sometimes lead to hasty hiring and result in deterioration of sales culture. Never settle for adequate, and ensure that you hire top salespeople as they can be highly influenced by their team members. Create a thorough vetting process, meet the candidates and conduct interviews along with tests through recreating virtual situations. It is vital to gauge and understand their potential.
Poor performers need to be fired immediately. They may tend to influence other members into laxity and if initial attempts to improve their performance fails, it is better to let go of them. This is made easier if hired on a probationary basis for 60-90 days. A salesperson may create a negative influence not just through poor performance, but also bad attitudes.
It is important to know what the unique selling proposition of the company is, and how the same can help your customers solve their problems. Another important question is whether or not your business stands out against competition.
These aspects are something that every employee ranging from the salesperson to accountants and clerks must be well-versed with. Every employee must understand the role they play in serving the customer, which will build loyalty among the team as they understand where they stand in the functioning of your company.
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