Too many businesses find themselves hiring sales people that only last a few months and don’t live up to their expectations. Whether it’s because they weren’t the right person for the job, they just didn’t have the right training or maybe the management underestimated the challenge taking on sales people can be. Losing a sales person can be devastating for your business, so for your next hire, don’t settle for average – get the best.
Give Your Team The Opportunity To Get ‘In The Zone’
Everyone prefers to work in different ways and use different methods to get results, and this is no different for your sales teams. While a sales room filled with other people making calls, chatting and typing away might be the perfect environment for some people to sell in, it might drive others crazy and lower their performance. So instead of making everyone adhere to the same structure, give your sales team a chance to get in their ‘zone’. For some this might be blocking out a period in their calendar for calls, allowing them to shut off everything else and focus on just that. If someone is uncomfortable making calls around others, then don’t force them to – instead give them their own room and the privacy to get the job done their way. Often the best sales teams are the ones who are treated as individuals and allowed to customise the way they work. We can help you work out the best way to accommodate these needs and keep your sales people feeling happy and respected.
In any professional sales role, there is some form of reward tied to good performance. For most, this is simply commission – you make more money the more you sell. But the system used to calculate commission should be as straightforward as possible, and easy to measure and track. The main purpose of commission is to incentivise your sales teams, but if they cannot understand what they gain from their sales, then it becomes less effective at incentivising them to sell. Instead, keep the formula simple and straightforward, so there is no confusion about what is expected from the sales teams, and what their reward is if they deliver. If you need a hand working out your commission system, or reworking an existing one, get in touch for a free consultation today.
Don’t Reward Activities That Don’t Contribute To The Success Of The Business
If the pay and commission is based on the amount of deals generated, meetings booked or calls made, a smart sales rep will figure out how to hit those numbers. We have seen many sales reps who have hit their targets for the day, and then spent the rest of the day making strategic calls or sending long emails to keep their manager off their case. This is counterproductive, and the time could have been better spent preparing for the following day, or going above and beyond their minimum targets. The trick here is to keep your sales reps focussed, and stop them wasting their time with activities that won’t contribute to the success of the business. The best way to do this is to discover what activities are productive for each of your sales team, and only reward them for those activities. This can sometimes be easier said than done, which is why we offer group mentoring and management support for sales teams.
There are many other ways to keep your sales staff happy and productive, but these are our top 3 strategies. To find out more about hiring sales teams that will stick around and become an asset to your business, get in touch today for a free consultation.