Building a strong business requires leverage.
You may be able to do it all yourself now, but as you grow you’ll need a sales team to help bring in the contracts and money. Sales teams prioritize and drive your company’s development.
You need them because the more success they have, the more success you’ll experience. Here’s some insight into building a strong sales team.
Tip 1: Hiring the Right Salespeople is Key
Your salespeople aren’t simply responsible for bringing in the case.
They’re the front line of your business, and the first impression clients see of your brand.
Before you hire just anyone, you must clarify the specific sales needs for your business.
Do you need someone who is experienced and skilled at closing and converting?
Or are you better tasked with someone who is an awesome lead generator?
Knowing exactly where your strengths and weaknesses are in the sales process is one of the best ways to determine your business needs.
Tip 2: Develop Your Team with Mentorship Experiences
Your team is only as strong as its weakest link, collectively.
Take time to regularly mentor members of your team, individually and as a group.
Even small, monthly trainings focused on improving skills can help your sales team drive stronger results.
As I’m writing this, I’m thinking of some really corny times in my career where the boss’ idea of training was bringing us donuts and talking about his glory days in sales.
Needless to say, this is not what I’m talking about.
Have open discussions with your people about the kind of support they need, and structure your resources to provide that – even if they need help determining what kind of outfit or pitch best helps them close.
Tip 3: Compensate Properly and Accordingly
No matter how altruistic and humanitarian he or she is, your sales members will value your business to the extent that you pay them.
Seriously, you get what you pay for.
Make sure you compensate your salespeople, and provide a sliding scale of bonuses and incentives to increase sales motivation.
Some companies are commission-only; others are base plus commission.
Some are provide a generous salary and benefits package with bonuses.
Compare compensation packages in the market and structure yours accordingly.