5 Tips for Top-Tier Sales Team Effectiveness

In a sales organization, information should follow a two-way path with details on products, sales processes and strategies flowing downstream from executive leadership to sales directors/managers, and then to sales team members, with questions, concerns, and comments flowing upstream. For example, if there has been a product enhancement, the manager should distribute details to the sales team and be prepared to answer questions and clarify important benefits. 

Creating an ongoing two-way stream of information can be challenging initially, but once the flow is moving, it will become your everyday routine.  

Getting Started: 

1. Focus on clear and concise communications 

One way to decrease the risk of poor communications is to reduce the need for it. If every team member is equipped to address most known situations, there is less need for back-and-forth. They should also know when to consult management.  

Ongoing, two-way communication makes it easier to recognize repetitive Customer requests and, if necessary, offer detailed group training on how to handle these requests. This communication allows the manager to provide first-hand information, get direct feedback and hold the sales team accountable. The key is to make sure the path for dialogue is always open to stop preventable mishaps and to keep everyone in the know. 

Tip: Improve your sales communications with a clear path, group training, and an open-door policy. 

2. Make sure everyone is involved 

There shouldn’t be a single member of your sales team that is not engaged in achieving your stated Business goals. The purpose of picking a sound sales methodology for your team is to ensure that everyone can follow it. However, team members who prefer to do things a different way are not always a “poor fit” for your organization. A one-on-one meeting can help clarify the situation. Allowing members of your team to make suggestions that may improve your sales process. 

After all, some people might look at a tree and say, “the tree is brown” while others say, “the tree is green.” Both observations are correct if one person looks at the trunk and the other focuses on the leaves. Keep in mind, however, that, as a manager, it‘s your role to decide which part of the “tree” to focus on. 

If a team member isn’t adopting your strategy, it may indicate that he or she either doesn’t understand the strategy or doesn’t want to conform to it. Either way, it’s essential to recognize the situation and communicate your expectations. After all, bad sales practice is money down the drain. 

Tip: Improve your sales management with team involvement, one-on-one meetings, and goal setting. 

3. Review current processes 

Though your Business may have had specific procedures in place for a long time, that doesn’t mean they are still the most effective methods for your team. To prevent falling into a sales rut, review often-used processes to identify any that can be improved.

You can do the audit yourself or assign a specific area of focus to each member of your team. Either way, someone should review every process that is important to a sale to determine how easy it is to complete. If a process is not easy, you should investigate ways to improve it. If a specific team member uses the process most, their input can be particularly valuable. 

Tip: Improve your sales processes by reviewing important procedures based on feedback from team members. 

4. Put technology to work 

Automation is often the solution for process-related problems. The challenge, however, is that new technology seems to pop up every day. Also, investing in a robust technical infrastructure can be costly. If chosen wisely, however, the right technology can save time, resources and ultimately money. 

Encourage your sales team, office staff, and technicians to investigate new technologies that simplify their jobs. Automating Customer relationship management and estimating or making it easier for Customers to visualize project results can reduce costs and increase sales. 

Tip: Learn to work smarter by staying aware of new technology and involving professionals throughout your Business. 

5. Track your progress 

After identifying and correcting some of the problems in your sales strategy and execution, you need to track the results in a concise way that offers valuable insights and feedback consistently. This way, you can keep track of your Business and provide information to key stakeholders and sales team members. 

Tracking the most appropriate Key Performance Indicators (KPIs) is critical. Whether you use a targeted software application, or maintain a running report in a spreadsheet, keeping your goals, projections, and performance in view, can make every decision an informed decision. Determining which KPIs you should measure can be tricky. 

For more information on KPIs, read here: How to Track the Right Numbers to Grow Your Business  

Streamlining your sales process requires you to look at the big picture, zero in on the problems, and then put solutions in place. Many obstacles can get in the way of good sales. Don’t let something small get in the way of producing big numbers. Get on the road to increased sales today.