4 Elements of a Successful Sales Team
“A chain is no stronger than its weakest link, and life is after all a chain.” – William James
The sales team can be likened to a chain of individuals, processes and systems working together to achieve one goal. If one link in the chain is weak or broken, the goal is not achieved. Your sales team is only as strong as your weakest link.
There are four main elements of a successful sales team;
- Training and Development
The first thing you need in order to have a successful sales team is excellent people. We mentioned in a previous post that research shows that 55% of people in sales positions should be doing something else, and 20-25% should be in sales, but should be selling something else. Your goal is to hire the 30-35% who should be selling your value offering.
Once you hire these people you need to invest in them by offering the right training and development. People who do not receive continuous professional development become redundant and are set in their traditional ways of doing things. As technology changes, your people should be trained on how to use it.
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The final elements are the right processes and systems.
A sales process is a documented set of steps for attracting, evaluating and converting prospects into customers. A formal process would include standardized procedures to ensure that everyone is conveying the same message to prospects according to your value proposition. It includes advertising and promotion.
You will also need to invest in an appropriate CRM (Customer Relationship Management) system. It is easier to manage the sales cycle once a sales process has been defined as your people know what to do and you know what they should be doing.