How to Create a High Performing Sales Team
Sales talent is a challenging and neverending endeavour with the key function of converting orders. It is very important for a company or an organization to recruit the best talent, retain them, and bear fruitful results from the recruited and retained talent. This ensures maximum return-oninvestment a company makes on a sales manager. This manager further monitors the functioning and manages the operations of his or her team using the best sales techniques and marketing strategies.
What are the 3Rs’ for Creating a High Performing Sales Team?
1. Recruitment
2. Retention 3. Results
1. Recruitment Sales recruitment is a way of getting the best sales people onboard. Sales team includes two types of salespeople, one is the killer who has the talent to close a deal and another is the sniffer with the best talent to sniff around for lead generation. It is important to have a perfect combination of both the types of salesperson in your team. Do a thorough analysis of skills needed to succeed in sales. Some of the essential sales skills are communication skills, customer selling responsiveness, soft skills, subject matter expertise, analytic skills, decision-making skills, high empathy quotient, time management skills, and a drive to excel.
2. Retention Retention is a way of retaining the best sales talents that you have. Never try to pressurize sniffers to go for sale closing and vice versa pressurize killers to go for sniffing around for prospects. This in turn will reduce your retention rate and you will lose the best of salespeople you have.
3. Results Everyone aspires results and in sales the best results come by converting sales calls to closing deals. Even if you have the best salespeople in your team and if you are unable to bear the right result, then your efforts of recruitment and retention may go in vain. At every stage of climbing the sales ladder, it is important to have a measure of your targeted results.
Thank You Presented by Mr. Sanjay Singh, Sales Coach