Leveraging Your Sales Team

To get the best ROI for your investment in your sales team you must begin with having the right people in the right positions. If you get the right people in the right positions and develop their talent to get them into best possible position to generate revenue and have a better opportunity to increase sales but also retain your sales people.

There are people in your sales team, who are really good on the telephone, at up-selling, some at getting referrals, maintaining a relationship, gain entry in the door to see people, and others great at closing the deal. The trick is to find out what the most successful people do differently to obtain the result they do on regular basis. The best way to leverage your best performers attributes across the entire sales team is by using their behaviour characteristics, skills and knowledge to set benchmarks for everyone else. These people have worked out through trial and error what works for them and know that by duplicating it consistently they can maximise the probability of success.

By designing a system around these attributes you increase the capabilities of your sales team to sell more effectively to your customers and clients. Do not believe a one size fits all system will work as there are various sales roles being performed, there are account managers, customer service representatives, and business development people.  You need to create a system for each of the roles and then benchmark your team as well as new people coming into the team.

However, do not take what high performers tell you as there is a great difference between what effective sales people say they do and what you actually observe they are doing from going out with them. If you want to find out how high performers work then travel or work with them and watch them in action and do not rely on what they tell you afterwards. 

If you fail to leverage these key attributes means you could be persisting with an ineffective sales team and have difficulties growing your business profitability.