As a sales manager or leader it’s a duty of yours to remove obstacles that are in the way of your team’s success. The obstacles can range from providing training or simply supporting the team in their efforts. How are you doing it?
Take a moment to read the article on Why Your Sales Will Fail in the perspective as a sales professional.
The article was written to help sales professionals understand where they tend to drop the ball and where they could increase their efforts. This process is a 2 way street and it’s essential that the management team adopts the mind set of helping their teams thrive in any way possible.
Below are some key ways you could be focusing on improving and increasing your sales team effectiveness with a little bit of effort you could end up seeing exponential growth in productivity.
Training
Believe it or not the majority of professionals, not just in sales, appreciate and want further training. It’s a way to grow within the industry but most importantly it’s a way for a professional to progress with their own career.
If you have a fear of employees leaving due to their increase in experience and knowledge then you’re being selfish. The reality is that if you provide your team with the tools to thrive and succeed then it’s unlikely they’ll be looking to leave any time soon.
Training is a cost, sure it is. But the purpose of training sometimes reaches beyond the idea of learning something new. Training can also be seen as a motivational tool giving the attendee some new found knowledge or experience that drives them to work harder and smarter.
If you look at training with a long term view then you’ll realise that the current costs are actually quite small.
Support
The last thing anyone wants is to be stuck on an account that doesn’t seem to be moving down the sales cycle or stuck in a rut of no deals.
This is where the most experienced and knowledgeable person should be made available, but the question is how likely is that to happen?
Referring to the training pointer above, if you think training costs too much then why not offer your personal knowledge to your team? Sometimes your personal experience, time and knowledge is worth more than gold to your team.
When you hire someone new, be it a completely new trainee or an experienced veteran you still need to offer your personal support.
For the trainee it offers an opportunity to fast track with your knowledge and success and for the experience veteran it allows for them to understand processes, actions, ideas and goals without doing guess work.
It’s surprising how few people are willing to offer genuine support to their teams.
