Your company could manufacture the highest quality products or produce the most effective programming, but without someone out there selling, your products will go unnoticed and unappreciated. Building an effective sales team is a vital component of any company's success and finding the right people, conducting the right training and providing the right motivation will go a long way in making your sales team an effective unit.
Assembling Your Team
Recruiting your staff is the first step to assembling a successful sales force. If you are starting from scratch, you'll want to search for individuals with qualities that will help them through the tough times and drive them to success. Your ideal sales person should be highly motivated, willing to learn and possess a strong sense of self-confidence. The best sales people tend to be great listeners, persistent, and willing to take on the challenge of the competition and the market. Finally, your model sales person should be able to handle rejection, as there will be plenty to go around in the field. If you are inheriting an existing staff, look for a role model employee who will lead the team, the best sales person who perhaps already embodies all the desired qualities. Hold up this person to the team as someone to emulate and begin to weed out those that do not fit your mold. You want a staff of energetic, quick-thinking individuals who are willing and eager for the challenge of the job.
Training Your Team
Once you have picked your team and clearly set sales goals and expectations, it's time for training. Like any good athletic team, the right training will get them the experience, knowledge and practice they need before they hit the road. You'll want to focus your training on the rigors of the job, the market, the products being sold and, of course, the competition. If you have trained your team correctly, they will be able to go into a customer's office with a solid understanding of the product and meet your customers' needs. Your training should consist of a mix of in-house and outside training, depending on your budget.
Motivating Your Team
You have found the right people, set up the right goals and provided the right training, Without proper compensation, though, your team will not be motivated to get the job done. Motivation can come in several ways. Obviously, you want to have a competitive compensation package, with a mixture of base salary, commission and reachable bonuses. Set the bar too low, and you run the danger of having your sales team play down to their expectations. Too high and frustration could set in. You know your market best, so it's up to you to set the right levels of pay. Nonmonetary compensation is effective, too, including a good package of benefits, paid time off, flexible working hours and employee recognition. You will soon realize that each person on your sales team needs a different motivational tool. Your team will perform best when properly motivated and appreciated. Make sure to save time for some fun, even if your work environment is packed with stress and high expectations. Conduct team-building exercises periodically or find an activity you all enjoy. You will find your team will become a more cohesive unit and, ultimately, more effective in the field.
