If you are want to be able to build a great sales team for your Brisbane business then there are a lot of things that you need to do in order to achieve this goal. One main thing that you always need to remember when trying to achieve this goal is whether you have a thousand salespeople or you have just one, an avalanche will always roll downhill. It begins at the top. This is why managers need to consider five basic principles in order to build a great team.
As Manager, Take Full Responsibility for Your Salespeople
You need to become 100% accountable for the success or the failure of your sales team that you have for your Brisbane business. When a manager does not do this, it becomes the leading reason why a salesperson fails. Don't make excuses for why they fail, be accountable. Here are some common excuses managers tend to use:
Try Developing Your Skills as a Coach
- I didn't hire these people, I inherited this sales team.
- We don't have time for sales training.
- Turnover is just something we have to deal with, it's normal in this industry.
- Our Brisbane company can't offer any competitive packages the way otters do, we can't afford it, it's straight commission. We do the best with the hand we're dealt.
- Salespeople are really more like independent contractors. They should get help on their own.
- They failed means they weren't cut out for this kind of work.
- It's their responsibility to come to us for help.
- It's hard to find good sales people.
If you don't work with your own sales coach or participate in a coach training program to develop your own skills then you can't improve the sales team. Coaching isn't just about giving out information. A coach is responsible for helping people find the answers and helping them develop their own problem solving skills.
Consistent Weekly Coaching
Quite often a lot of the problems a sales team has is due to the fact that they are not getting any coaching and not connecting with you their manager or coach. It is a good idea to meet with your sales team at least on a weekly basis. This can be done easily if you have a small group and if you have a larger group it is often a good idea to schedule one or two individual sessions per month for each member of your team.
Develop a Good 30 Day New Hire Evaluation and Orientation Program
Every sales manager needs to be able to assess whether or not a person is going to make it within the first 30 days of their hire. The only way to do this successfully is to make an outline of what the measurables are and what milestones you want to see them reach. In other words, what do you expect from a new hire in the first 30 days. This needs to be uniform and the same for each person that is hired. Some things to consider in the first 30 days are commitment, their sales acumen, how well they learn the product and the industry, pre-selling activities and simply their overall attitude.
Create More Diligent Hiring Procedures
A good thing to do to make your hiring process more well rounded is consider adding skill practice scenarios and role playing exercises all through the interview process. This helps give you a better feel for how the person thinks, how creative and/or flexible they are and how effective they might be when they are dealing with your customers. Another thing to consider is to have them interview with several different people, this way you will have more people involved with seeing what type of an employee the person might make. By doing this you there is less of a chance of hiring the wrong person.