Twelve Practices of Highly Effective Sales Teams
Whether you have a small sales team of two or a much larger group of sales professionals, keeping your salespeople working efficiently is key to your business’s growth. So how do you build a strong, cohesive sales force? We’ve put together twelve characteristics we think all amazing teams need to possess.
- They never stop learning. Staying abreast of the latest product developments is vital to a sales team’s success. After all, you can’t effectively sell something you don’t know inside and out. But you shouldn’t stop there; continually strive to improve sales techniques through regular trainings and coaching. And don’t forget to stay on top of what your competitors are doing.
- They communicate well. Strong teams talk regularly with one another, sharing ideas and exploring new solutions. Encourage open communication between peers—as well as with higher ups—to create a positive atmosphere, build relationships, and ensure that everyone is on the same page.
- They stay positive. By keeping their eye on the prize, winning teams can overcome occasional setbacks and not get pulled down by negative thinking. If your team hits a roadblock or negative attitudes start taking root, don’t ignore the issues; address everything openly as a group and then make and execute a plan to move forward.
- They set tangible goals. Having real, attainable goals keeps teams focused and can improve morale. But don’t just focus on hitting sales numbers; work with your individual team members to create tangible goals that will help them continue to develop their skills.
- They know how to stay motivated. It’s amazing what a little positive reinforcement can do. Each individual has their own unique motivators—some prefer verbal praise, others want tangible rewards. Find out what makes your team tick and then offer incentives for hitting specific goals.
- They take advantage of each individual’s strengths. Every member of your team brings his or her own unique assets. Pairing individuals with tasks that they excel in not only helps them succeed, but keeps your team working as efficiently as possible. Now that’s a win-win!
- They deal with conflict quickly and openly. Any time you have more than one person working in a close environment, problems can (and most likely will) arise. Nip things in the bud by addressing issues as soon as they surface.
- They have solid leadership. The attitudes, work ethic, and overall energy of any team starts at the top. As your team’s leader, you set the example for how to behave in moments of glory as well as adversity. No matter the situation, be sure to conduct yourself in the way you’d want your team to act.
- They foster teamwork. For obvious reasons, the most vital component of successful teams is, well … teamwork! And truly amazing teams know how to have fun together. Plan occasional outings that help your team blow off some steam while getting to know—and trust—one another a little better.
- They can see the big picture. It’s easy to get bogged down in the minute tasks that make up the majority of our days. But teams that find the best success understand the “why” behind their work. Take time to share the organization’s mission and goals so individuals can see the important role they play.
- They learn from their mistakes. We’re all human; mistakes are inevitable. Try to find teachable moments in your team’s goof-ups. Doing so helps turn a negative into a positive while (hopefully) ensuring the same mistakes won’t happen twice.
- They equip themselves with the right tools. Whether it be the latest in dialer technology or a simple mobile app, the right tools can help your team sell more in less time. Be sure you stay on top of trends so you can give your team what it needs to succeed.
Now that you know what can take a sales team from so-so to spectacular, why not see how yours stacks up? Just remember that even with the best of teams, there’s always room for improvement. Keep at it and you’ll quickly begin to see the positive results.