So, you’ve compiled some of the top sellers in your industry with proven track records and taken a mile long to prove it. But your sales still aren’t improving the way they should. Should you hire more or different salespeople? Change managers and prospects? Completely reorganize your sales strategy? No, we don’t think so. We think your problem may be with your organization’s culture, not with staffing.
What is a winning sales culture?
The culture associated with your sales team is the attitude and habits they have, as well as the behaviors they display. A winning sales culture is one that includes positive attitudes, competitive yet friendly sales reps, and a team that wants to win by meeting high expectations and consistently meeting sales goals. This culture is very important when building a successful sales team.
How do you create a winning sales culture?
In order to create a winning sales culture, here are some tips:
1. Have a unified front
To ensure you have a unified front, be sure to share the company’s mission with your team. Keeping reminders in the office or virtual workspaces is a good way to reiterate the mission every now and then to keep everyone in the know.
Also, have specific goals to target and goals to get everyone there. Make sure everyone knows what they are and remind them to take their milestones and goals. Also, give them recognition when they achieve those goals. Encourage them to accomplish them as a team for the good of the organization in order to keep this front unified. There are other ways to encourage a little friendly competition.
LinkedIn suggests combining sales and marketing for an even more effective unified front. Closer collaboration between these sometimes siled services can have a significant impact on results.
2. Set an example
It’s all well and good to tell your sales team what to do, but if you show them what to do and how to behave, they’ll be more likely to follow. Show them that managers work just as hard, if not more, and show everyone the result of all that hard work.
You can tell them what you want from them all day, every day, and it still won’t have the impact of setting an example.
3. Provide encouragement
You can get a lot more from people by being nice than by being mean or, as they say, you can catch more flies with honey. In terms of creating a winning sales culture, that means providing encouragement and constructive feedback will be a better way to get your sales people to reach their goals and stay motivated to sell.
Part of this is also encouraging them to give you their feedback. Ask them how you are doing or what they see as an opportunity to increase sales. They’re the ones who are on the front line, meeting prospects and making sales. They will also have a good contribution.
4. Recognize and encourage
As mentioned above, recognizing the achievement of sales and business goals is very motivating. This is motivating for several reasons. First, it gives credit where credit is due… to the person responsible for helping the company achieve its goals, which will encourage them to continue down this path. Second, it will motivate others to try and achieve goals in order to get the recognition they desire as well.
On a related note, be sure to encourage your salespeople to make them ask for more. Incentives can be monetary, up to and including the use of a sales-centric pay scale, or they can be additional vacations, travel, gift cards, etc. Smallbizdaily.com recommends giving your employees a memorable experience that would be more personalized to them, or choosing a gift of lasting value or doing good for a cause of their choice.
5. Hire the right sales staff
Of course, part of building a winning sales culture is having the right staff. However, that doesn’t necessarily mean they have to have sales records. To have a winning sales culture, your staff must have characteristics such as competitiveness so that they are driven to make sales simply by wanting to improve or improve their colleagues. However, a competitive sales rep who has a bad attitude won’t give you the culture you want. Hire staff who have a positive attitude.
Also, hire sales staff who can get along with management and co-workers. Not only will this help you with your sales culture, but it will help ensure that they will build good relationships with prospects and customers, just like good salespeople should.
5. Train your sales staff
Providing effective training for your sales staff cannot be underestimated. Not just at the beginning either; Provide continuing education on topics that will benefit your staff and your organization. You will never be short of ideas for offering more training.
Mandatory training is one way, but going back to the idea of getting staff to participate in training will be even better. Offering raises or bonuses, for example, can do the trick. However, just offering it to them and letting them know how it will benefit them will probably be enough … if you’ve hired the right staff! Medium.com considers the willingness to train hard to be the key characteristic of a successful sales team. It’s a big approval.
7. Update and upgrade
Finally, you’ll want to make sure your team is as up to date as possible about their practices and software. This will ensure that they have the knowledge and tools to do their job and do it well. This will require keeping them abreast of best practices and the latest and greatest methodologies in the world of sales.
This trick also involves making sure that they have access to the best software available and that they can seamlessly upgrade when needed. This will allow them to do their jobs better and save you time and money in the long run.
The choice of a solid customer resource management (CRM) will be essential. Choosing a Cloud-based Software-as-a-Service (Saas) service will allow them to access it from anywhere to upgrade without having to upgrade the hardware too straining your sales team. diligent in spending time off the field.
How can you do it?
As you can see, building a winning sales team is very different from creating a winning sales culture and can make all the difference. It’s here that Agile CRM can help. With its all-in-one capabilities, it can be the hub of all your sales and marketing needs and keep your messaging visible for a unified facade. It will also allow transparency so that you are more easily able to lead by example and provide the encouragement and recognition that your sales team deserves.
As a SaaS solution, Agile CRM is also accessible anywhere and anytime. Additionally, Agile CRM offers powerful features to help create a winning sales culture, including:
- Lead rating
- Transactions monitoring
- Making appointments
- Project management
- And more
Once your sales culture is where you want it to be by following these tips, you will see how easy it is to perpetuate the culture and continually increase your sales.