What are the things that will drive one sales team to success over another? I could argue that it is the individuals on the team or the leadership the sales manager provides or the make up of their territories… account bases… etc. All are pieces of the puzzle, today let’s explore what you do for your team.
If the image is correct and SUCCESS comes from: Analysis, Solution, Process, Objectives, Teamwork, Vision, and Sales:
What do you do for your team?
Analysis – do you understand what metrics are important? do you know what the numbers need to be for someone to be successful AND why? can you articulate how specific behavior targets will help a salesperson succeed in your organization?
Solution – do you know how the products and services your company offers solve customer problems? can you articulate the WIIFM (what’s in it for me) from your customer’s perspective?
Process – sales process, credit application process, order process, RMA process, blah blah blah… every company has processes around the different pieces and parts of a customer relationship. can you help your sale team navigate through each step and every process?
Objectives – do you understand the goals your salespeople have for themselves? can you tie the company objectives into how the individual salespeople you work with will reach their goals if the company can reach it’s objectives?
Teamwork – does your team have a bond? do the individuals work together, like the players on a sports team?
Vision – do you have a vision for the team? can you articulate it with passion? has the team bought into your vision?
Sales – what do you do every day to help the people on your team sell more & sell more often? are you willing to talk with prospects and customers?
I’m not saying you have to do all of these things, rather that it is important for you to understand what; skills – knowledge – talents – wisdom, you bring to the team. Then consistently apply those things to help the salespeople you’re leading become the most successful salespeople they can be.
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Hi Lynn: great outline, that will work well as long as managers go beyond paying lip service to these ideas, and put them into action. I’m reminded of a conversation with a CEO I spoke with a few years ago who said, “Our job is to make it as easy as possible for our salespeople to sell.” His attitude was refreshing, and it should come as no surprise that his sales team consistently performed well to quota.
His comment should not be confused with low expectations – in fact, expectations for sales performance were as demanding as I’ve seen anywhere. But his attitude ensured that the right resources were in place for the salespeople to achieve their goals, and the culture was fully supportive for their efforts.
Andy, thanks for the great example. I am especially glad you shared that making it as easy as possible to sell came with high expectations for achievement. Cheers, Lynn