There's no doubt that building a successful sales team is a big challenge, and you should always ensure you put in the time and effort to build the team you’d like to see within your organization. Having the right people and the proper guidelines will ensure that every aspect of your security team will meet your goals. In this blog post, we discuss the best tips you need to know about how you can build a more robust sales team.
Identify the Skills that Matter and Hire People Who Have Them
Think about your sales team and the elements that you're looking for them to embody. A few things that you'll want to keep in mind if you want to build the right sales team for you include:
- Do they consistently drive high revenue by reaching daily, weekly, and monthly quotas?
- Do they exhibit the right traits for your company; Are they challenging? Ambitious? Collaborative? Coachable? Driven?
These are just a few points of interest that you should explore. As a leader, it's up to you to prioritize which traits are most desirable. However, your hiring process should be focused on asking questions to help you find candidates that have the skills you need. This will ensure that your team will reach heights you've never even dreamt of.
Provide a Culture that Engages
Once you have the right people in your team, ensure that you provide them with a culture that encourages and supports curiosity, empathy, and growth. This will help you create a successful sales team that will aim to get the best results. However, we're not just talking about introducing nerf guns or table tennis in the office.
Employee engagement refers to how employees feel and think about their team and how workmates act based on their thoughts and feelings. Moreover, you can't mistake your employee's satisfaction for engagement — these aren't the same thing. Here are a few things you should look for in your employees to see that they're engaged:
- Meaning: They have a purpose as to why they work for you.
- Capacity: They feel capable of completing every task assigned to them.
- Safety: They notice that they can be their authentic self at work without fearing consequences.
When your employees know what's expected of them, it can become a key motivator for employee engagement. Be sure that everyone in your sales team knows your priorities because this is highly important in developing your sales team. Take some time to set your expectations so that your team will know the sales goals they need to work towards.
A great way to do this is to help your sales agents understand what quality work looks like in your eyes. Your sense of quality may differ from their sense of quality, so be sure to give them examples that they can use as reference. For instance, you can take some of the most successful sales calls you've observed and have everyone learn from them to model their following calls after them.
Give Your Sales Team Consistent Feedback
Unfortunately, not enough leaders find the time to provide their sales agents with the feedback they need. Without some much-needed one-on-one face time, your reps won't know what they're doing right or what they're doing wrong. While it may be evident that they're doing something wrong if they haven't closed any deals, there's no way to know what exactly they're not doing right.
Whether you do it daily, weekly, or monthly, be sure to take the time to review each sales rep's performance and sit them down to help them improve exponentially. In this way, your representatives will understand what behaviors they need to keep doing and which ones they need to tweak and adjust. Doing this won't just help their performance but will also show that you genuinely care about each one and their position in the team.
Monitor Vital Sales Metrics
Once everything else is set, you need to be clear about winning results. Be sure to prepare a clear set of the most critical metrics that you can manage and that everyone can be held accountable to. You must keep each metric measurable, visible, and simple. This ensures that everyone can easily follow it.
Build Your Sales Team Today
When representing your security company, you need to have a team of expert sales agents that can inspire growth and success. But before you can find those people, you need to have a plan that will take you to where you need to be. With a little time and effort, you can build a team that understands the meaning behind the work they do.