As a sales manager, your success depends on your team’s ability to meet performance goals; and running a high performing sales team is not an easy task.
Finding a balance between encouraging quality performance and pushing your team towards new goals can need specific skills.
But before we get into it, let’s start with the question, what makes a high performing sales team?
High performing sales teams collaborate and are highly focused on their targets and achieve outstanding sales. The team outperform competitors and have a clear vision of where they are headed and what they want to achieve.
Luckily, there are a few steps you can take to motivate and encourage your team to excel:
- Communication is key
This might seem like an obvious one, however it can often be overlooked when working in a team of individuals each with their own sales targets. Communication is key within the team, where each team member should be familiar with the goals and targets of their colleagues. This will allow managers to set appropriate goals for the team.
- Be results driven
Providing praise and encouragement when targets are met will motivate your colleagues to constantly want to achieve more. Sales managers should focus on creating an environment which epitomizes positivity, drive and ambition in the workplace.
- Invest in what really matters
Invest your time in recognising the strengths and weaknesses of people in your team. This will allow you to assign tasks to the right individual and identify appropriate training in areas needing improvement. Also, it has been known that providing your colleagues with more ownership of decisions will result in a more confident and high-performing sales team. Take a step out of your comfort zone and try it!
- Sell value as opposed to price
To off-set ‘pricing pressure’ when selling, focus on identifying the value to the buyer. Understand their priorities, know the benefits your solutions provide, and lastly, quantify this value.
Want to find out more about how to manage a high-performing sales team?
Attend our ‘Managing a High-Performing Sales Team’ course in London to hear from Management and Sales Specialist, Simon Lawson. Learn innovative strategies to manage your sales team and gain an invaluable networking opportunity to discuss best practice with peers operating in similar circles.
Want to get involved in the conversation?
If you would like to discuss any of the details you have read in this blog; including the ‘Managing a High- Performing Sales Teams’ course, please contact us on 0800 014 2468 or email [email protected]