Sales managers are not always present in small businesses, so we are often asked what…
Consistent high sales production can help cure many issues at a business, just as low sales volumes can be the source of issues. What you need is a high performing sales team, but that won’t happen by accident. In this Sales Leadership Quick Tip Video, I focus on 7 keys to leading a high performing sales team.
1) Do Your Job
You’re the manger and the leader of the sales team and this is where your focus should be. If you’re doing ride-alongs or listening in to sales conversations, don’t make decisions for your team. If you want a high performing sales team, allow them to make the decisions they were hired to make.
2) Hire Well
Take your time when you are searching for a candidate. Understand who it is that you are looking for. Make sure that you have everything ready to receive a new sales person. For example, your job description, the compensation plan, orientation. Hire well and bring good players to the team.
3) Develop Your People
If you want to have a high performing sales team, there are many ways to provide good education and challenge your sales people. For example, there are trainings they can attend. You could bring in a book study, invite your vendors in and keep improving their product knowledge.
4) Create an Accountable Environment
Create an environment where everyone holds themselves accountable. If everyone does this, they will hold each other accountable. When you have individuals challenging each other, rather than you, you have a high performing sales team.
5) Encourage Leadership
When you notice someone displaying leadership, give them more responsibility. You can give them more territory, different accounts and allow them to run some of your sales meetings. They could be mentors to new hires and help with orientation. I wouldn’t recommend forcing that on anyone but it is good to encourage it.
6) Prune as Needed
There are times when you have to let someone go. Sometimes we make a bad hire and hopefully we recognize that sooner rather than later. Other times you have made a good hire, but things have changed in the company. Your culture has changed, products and customers have changed and now that person is not the good fit they were before. I’ve had to let people go under these circumstances and the good news is, after following up with them, they have great jobs and are much happier.
7) Enjoy the Show
Like I said, do your job. You’re not doing the selling. Consequently, your team gets the glory for the deals they win. They also have the disappointment for the ones they lose. They are doing the fun work and you get to enjoy the show!
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