by Daniel Pesis

It’s an open secret that motivated sales teams to enjoy their work more and do their job better than unmotivated sales troupes. Don’t kid yourself, the answer to achieving this doesn’t come from retreats or team trust falls. Happiness at work can be elusive, yet the best way to accomplish this is the help your […]

It’s an open secret that motivated sales teams to enjoy their work more and do their job better than unmotivated sales troupes. Don’t kid yourself, the answer to achieving this doesn’t come from retreats or team trust falls. Happiness at work can be elusive, yet the best way to accomplish this is the help your team exceed expectations and feel “wins.”

This cheat sheet for keeping your team focused can only be helpful if you already have set your team up with a structure. Once your team is in structured, use the below to help you focus on the primary sales activities, instead of results. If you set up a great structure and keep your team focused, then sales activities executed will result in the main gains.


Sales Planning

Take inventory of playing field completely with whatever method you feel best for “scouting the field.” Is that making a SWAT? Do you have an app or agency that helps do market research or prep leads based on a particular segment?

  • Account Briefs 101: How much Is your prospect planning on spending this year? Who is responsible for gathering details about your prospect? Who is responsible for CRM updates, etc.
  • Buyer Details: Understanding the decision-making process of the companies you are reaching out to. Is there a model you are using for your sales team? Part of your team should be qualifying your leads, and part of them should be selling, or make sure that at the very least someone on your team is taking the time to vet your leads!

Sales Engagement

Once Funnel of leads is flowing, what are you doing to move them through your pipeline? Make sure you have the answers to the following:

  • Cover the Market Entirely with Direct and Indirect Sales Channels: Selling to customers directly when they want to buy from partners or vice versa ensures your miss your goals. Know how and when customers want to buy from you.
  • Sales Alignment: Communicate exactly how you want your salespeople to spend their time. Give them the date to match product offerings to customer needs, train people on how to find and qualify buyers, and create specialized teams that help find new clients, while others support existing relationships.
  • Keep Your Team Motivated: How do your salespeople perceive value for their efforts? Some want career movement, recognition, personal satisfaction, money, or ALL of the above.

 

Sales Support

 

  • Operation Managers: Before you sit down and start selling, make sure that there is a leadership structure in place so that you can keep your team accountable. Who is the manager of the team that is making sure the team is running efficiently? Who is responsible for setting goals and keeping track of KPI’s?
  • Systems Manager: Are you making sure that you are regularly improving the productivity rates of the sales team with smart sales systems? These improvements can be data automation, CRM set up, contact segmentation, systems operation, organization structure, etc. Identifying who the “process” manager is on your team is one of the more overlooked functions of current teams.
  • Back Office Support: Don’t overlook the most offensive part of the job! Data, notes, administrative support and features sometimes go “undone.” But that simple mistake is holding you back and is inexcusable! Making buying easy, communication perfect between your team and to the clients, and get everything logged! User information, notes, and habits can be the difference between meeting and exceed your goals.