Team
Ensure you have the right team for the right job – depending on your company, products, sales cycle, etc. the composition of your team may need to be very different. For example, in longer sales cycles you are likely to need more specialists on the team, accompanying the sales executives at times in order to provide custom-made solutions for clients. In faster-moving sales cycles, quickly finding out which products your client most likely needs is a top priority and requires quick thinking.
Good sales representatives come in all shapes and sizes, and more importantly, personalities. Which ones are the ones you need for your particular setup? Are you better off with a group of people who prefer to work alone, or will a collaborative effort as a team land you more results?
Motivation plays a key role in any sales organization, however, money isn’t the only motivating factor. Is your compensation plan up to scratch? Are your incentives and bonus schemes working effectively?
Training is a key element of a successful sales team. Keep in mind that it isn’t only product training and sales training, such as objection handling, that will help people achieve their goals. Soft skills are equally important and will play a role in the overall productivity of your team.
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