sales culture Archives - TAB Corporate

How to Create a Success-Oriented Sales Culture

success-oriented sales team

Success in sales remains an elusive goal for many companies, partly because the sales process can’t be configured or engineered in a way that guarantees closing a deal with every prospect. Too many variables are involved.

However, building a success-oriented sales culture within the organization can tilt the odds in your favor. The key is paying special attention to sales management in a way that’s positive, instills confidence and rewards sales activity, not just results.

Here are action steps you can take to boost the success rate of your sales team:

Honor the role of salesperson. If you come from a sales background, you know first-hand what a difficult job it can be. Failure and rejection come with the territory and it takes a strong individual to bounce back from these challenges and start fresh all over again.

For this reason, it’s good to “promote how honorable it is to be a sales rep for your company,” notes small business expert Megan Totka. “Put the importance of their position on a pedestal, and highlight how pivotal it is to the success of your business.

Automate repetitive tasks. Salespeople thrive on high energy and welcome the unpredictable nature of their jobs. That’s why they often find repetitive sales-related tasks so draining and demoralizing. It’s up to you to free them up to do what they do best—sales. Wherever possible, employ technology to handle routine customer relationship management tasks (such as sending customized messages to prospects), thus giving your team more latitude to focus on other key responsibilities.

Enforce a consistent sales process. Yes, we all know about rock-star salespeople who “act on a gut feeling” or otherwise go it alone. That’s not the path to a success-oriented culture. Instead, every business should establish a consistent sales process, says sales expert Alana Nicol, with “specific steps that everyone takes so each person knows clearly what it takes to identify, qualify and close an opportunity.”

Train for the results you want. Businesses do the best they can to hire talented salespeople who can get results out of the gate. But for the best results, sales training is the most effective strategy. Such training can emphasize a variety of techniques and attitudes, including how to:

  • Stop talking to the prospect and ask questions instead
  • Position yourself less as an expert and more as a problem-solver
  • Hone your company’s unique selling proposition
  • Focus on sales activity as much as on results

For sales veterans and rookies alike, it’s helpful for the manager and/or CEO to occasionally sit in on phone calls and/or face-to-face meetings with prospects, and offer constructive feedback afterward. Most salespeople welcome such feedback, as long it’s framed in a positive way.

Offer opportunities for learning. Training is one thing, continuous learning something else entirely. As part of honoring your sales team, give them every opportunity to participate in webinars, attend sales conferences and engage in other learning activities that help them hone their skills and network on behalf of the company. When they can collaborate and share new ideas, they’ll come away re-energized and excited about incorporating new strategies into the sales process.

Avoid micromanagement. Perhaps the best way to instill self-confidence in your team is by not micromanaging them. Delegating responsibilities and leaving them alone to do their job is another way of saying you trust in their judgment and abilities, and that you expect them to give their very best with every prospect. Sometimes they’ll succeed and sometimes they’ll fail. It’s up to you to avoid casting blame, but emphasize instead the value of learning from experience and doing better the next time.

By honoring their efforts and giving them the tools and responsibility to succeed, you can build a culture of sales enthusiasm and energy unlike anything you’ve seen before.

Want to learn more about building a successful sales culture? Find out if a TAB Board is right for you!

 

Leverage Technology to Strengthen Your Sales Culture

Double Exposure Of Professional Businessman Connected Devices Wi

Anyone involved in sales will likely agree that conventional sales processes of the past—even the recent past—are giving way to a new order. The newer approach leverages the use of digital technology to enhance virtually every aspect of the sales process, thus enhancing efficiency and reducing redundancy and other time-consuming aspects of sales.

The question for small business owners is, how quickly can you adopt new technology and leverage it to boost sales and build a strong sales culture? Here are action steps you can take to incorporate advances in technology and get your sales team on board with changes for the best sales culture ROI:

Explore the world of sales apps. There’s a bounty of sales rep and sales enablement apps available out there. Such tools include e-signature apps (for quicker approvals and closing of deals); digital to-do lists to share with fellow sales team members; and apps that offer real-time updates on various accounts. Anything that makes your sales staff more effective is well worth looking into.

Adopt sales automation software. Many sales-related tasks that once had to be performed manually now take dramatically less time and effort due to automation. Email software, for example, automates follow-up messages to prospects, messages that can be personalized and closely tracked for data-collection and other purposes.

Other technology enables sales reps to proactively suggest relevant and informative content that keeps prospects informed about industry news and their company’s offerings.

Create an internal CRM platform. As with apps, there are plenty of generic CRM platforms available for businesses to choose from. A better solution is investing in the creation of an internal sales platform geared to your company’s unique processes and culture. This way, you get a far more insightful compilation of data related to client accounts, user interaction and conversion rates.

Sometimes sales teams are slow to recognize the value of new technology. To move the needle in this area, here are tips to keep in mind:

Act as a “tech champion.” Whether it’s the CIO or another member of your executive team, an individual who actively promotes adoption of new technology can help spur acceptance within the organization. By clearly communicating the reasons behind this approach—and the ways in which the sales team directly benefits—this “tech champion” serves to represents the depth of the organization’s commitment to adopting new technology.

Promote training for the team. Sales reps might more enthusiastically welcome new resources if they have the proper coaching and training.

“Sales coaching should be a proactive practice—not a reactive measure at the end of the quarter,” notes sales strategist Shelley Cernel. By using the right sales technology, you can “provide dynamic sales training content, recommend the most effective training materials and content, and outline best practice next step for sales reps.” Just as importantly, Cernel adds, sales tools “also provide leadership with the insights to identify areas of improvement.”

Technology is revolutionizing both the sales process and the customer experience, making it easier for sellers and buyers to interact in an efficient, mutually beneficial manner. It’s worth investigating how to leverage new sale technology to benefit your customers as well.

Want more advice on improving your sales process? Find out if a TAB Board is right for you!