Business & Economics
How to Build a Sales Team You Can Be Proud Of A high-performing sales team is worth its weight in gold. Building one, however, can be a monstrous task. Learn to do it right, though, and you could scale your business in leaps and bounds. From hiring the best people to investing in regular sales classes, here are 4 first-rate tips on how to build an incredible team. Hire the best people Without the right talent, your sales team will be dead in the water. So, be intentional about who you hire. Don't blindly stab into the pool of potential candidates, hoping to get lucky. Here are the main points to consider when hiring: • Create a clear blueprint of the type of person you're looking for. Then, use that as a filter when sourcing and interviewing candidates. • Look for candidates with skills that you can’t train for. For example, passion, drive, and a strong work ethic. • Make sure new hires fit within the culture of their immediate team and the company as a whole. A mismatch can strain relationships, which could eventually lead to a drastic decline in productivity. Invest in professional development A powerful sales force is one that is constantly learning and evolving. So, consider investing in regular sales classes for your team. Studies by Forrester and CSO Insights show that companies that invest in training see a significant increase in win rates and quota attainment. In addition to formal learning opportunities, give your team access to the best tools and resources. This could be anything from the latest CRM software to an online library of sales collateral. When your team has what they need at their fingertips, they can focus on selling rather than scrambling to find the right resources. Encourage collaboration Salespeople are notoriously competitive. Healthy competition can spark motivation and drive results. However, when left unchecked, it can lead to infighting and a general decline in morale. To prevent this from happening, encourage your team to work together. Create opportunities for them to share information and help each other out. Sales training classes suggest holding a weekly huddle where they can share their successes and challenges. Or you could create a sales leaderboard that promotes friendly competition. The key is to find the right balance between healthy competition and collaboration. Set clear expectations Research by Salesforce shows that salespeople who receive clear guidance from their managers are 1.5 times more likely to meet or exceed their quotas. Also, reps who receive precise expectations are four times more likely to stay with the company for at least one year. So, be crystal clear about what you expect. Review your goals regularly and provide feedback often. A study by Salesforce showed that reps who receive feedback at least once a week are 67% more likely to meet their quotas. This can help accelerate profits and cement your position as a market leader. The bottom line By following these tips, you can put yourself on the path to building a revenue engine that could take your business to new heights.