Building a United Sales Team

If your business is built around sales, you have undoubtedly had to address the following question; is it better to build a sales team that works together or one that is in constant competition? Yes, competition can be a good thing, but a sales force that acts like a team can be far more productive than one with inherent competition.

The trick, however, is to promote both teamwork and competition. How is that possible? You must motivate your sales team with a group goal – perhaps an end of the year trip or a cash bonus. Whatever you do, you must make it about the team and not about individual accolades. If your sales team spends all its energy fighting against each other, they won’t have much energy or time left to fight for your customers.

It is okay to encourage competition; however, you can never let it compromise what you stand for as individuals and as a company. Competition is healthy when the team is bound with mutual respect and a common goal. If you accomplish this, you will have built a sales team focused on sales and profitability and not on direct competition with one another.

It is also important, however, to treat each sales person individually. The truth is that most professional sales people have big egos. That is just the way it is. Salespeople want to hear that they are performing well. But you cannot ignore the “weak link,” either. You need to encourage weaker sales staff and show them support. After all, your sales team is only as strong as its weakest link. And since your entire team is working towards one goal, they should also be more receptive to helping out one another. So, as you can see, a unified team is a strong team.

It’s a simple formula on paper, but can be very challenging to carry out.

At the end of the day, the success of your sales team comes down to how THEY measure success. Happy customers? Profit? Gross sales? Annuity revenue? Loyalty? Entrepreneurialism? Work ethic? Passion? Or individual accolades?

So be sure your sales team is working towards the right goal(s) – profit, customer satisfaction, business growth, etc.

If you have any questions about outsourcing, contact Springboard by calling 410-832-7560 or click here today!

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Follow us on Facebook and Twitter as well!

Sources:

Sales Manager Tips :How To Manage Sales People ManagingSalesPeople.com

Should I Encourage Competition Among My Sales Team? SmartCompany.com

How the Sales Process Has Changed

Selling in a down economy is not only difficult it is scary. When the economy tanked and companies came to the realization that they would be unable to increase revenue they began to look for ways to save money. The best way to do this was to cut spending.

To make things even worse for the 2011 salesperson trying to make a living, the Internet has completely changed the game. Consumers are more educated now than ever before. They can research your company – your successes and failures – your competition, and your product. The consumer now has all the power, making the salesperson, in the traditional sense, almost obsolete.

Before, companies needed salespeople to get information, speeds, feeds, features, functions, performance specifications, colors and delivery dates. Now all that information is just a few clicks away.

So it’s adapt or die.

Well, it might not be as dire as that, but if the 2011 salesperson fails to adapt to the educated consumers of today’s market, they will struggle to survive in the business world. So what are your options?

First of all, you must accept that you, the salesperson, are not in charge. Companies know what they want. They know what you are offering. So a lot of the time the first interaction the 2011 salesperson has with a client is a negotiation.

The negotiation is now, in many cases, the first step in the sales process.

Today’s salesperson needs to be less educated on the product they are selling and more educated on the client. It’s about understanding how your customers buy. What are their buying preferences? What are their buying tendencies? What are the alternatives they may have other than you?

You must understand how the buyer buys and adapt your sales process accordingly.

The key to being successful in this environment is to have a highly trained sales staff at your disposal, leaving you with two options: hire a dedicated sales team or outsource your sales to a professional business development firm.

This is where a company like Springboard comes in.

At Springboard we offer outsourced sales solutions for businesses in the professional services arena. It’s simple; while you focus on delivery we bring our sales expertise and connections to focus on your business development challenges.

If you have any questions about outsourcing, contact Springboard by calling 410-832-7560 or click here today!

Follow us on Facebook and Twitter as well!

________________________________________________________

Sources:

Sales Cycle SearchCRM.com

The 7 Stages of the Sales Cycle About.com

Selling in a Recession: The Best Sales Strategy HeavyHitterWisdom.com

Has the Complex Sales Process Changed? Are You Kidding? ExpertAccess.CinCom.com