To get your sales team motivated, working hard, and closing deals, you have to communicate with them. Here are five things you should be telling your sales team.
Your sales team depends on you to be there to coach them, to motivate them, to help them become more successful sales reps, and to help them grow. Simply hiring them and then leaving them to their own devices isn’t going to allow you to build a strong sales team that you can count on. To help them succeed, here are five things you should be telling your sales team.
When you tell your sales reps to tailor their sales approach for each client, you’re helping them to succeed. Gone are the days of using the same old memorized sales pitch on every client. Buyers are no longer very interested in your company—your awards, recognition, or successes—they’re now more interested in what you can do for them. They care about their own needs, wants, and issues. It’s up to your sales team to research every client, find out what they’re looking for, and then convince them that buying from your company is the right choice because you can help them further their own goals or eliminate their current problems.
Selling in the twenty-first century is all about building relationships, and your sales team must start connecting with their clients. Impersonal communication and strictly business approaches aren’t going to get them very far anymore. Now, they must connect with the clients on a more personal level if they expect to close deals. Buyers are more likely to purchase from sales reps who they believe are honest, genuine people who have their best interest at heart—not the pushy, aggressive reps who are only after the money.
Cold calling and knocking on doors may have worked in the past, but it’s time for your sales team to update their selling techniques to match the sales culture of the present and future. That means getting online. They should be writing blog posts and guest articles, selling and connecting with clients on social media sites like Twitter, LinkedIn, and Facebook, and doing tons of online research about their buyers before they even attempt to contact them.
If your clientele is online, and your competitors are online, your sales team should be too. If needed, provide them with training opportunities to learn more about inbound selling, content marketing, and social media for business, so they can use the internet to their advantage.
Sales can be frustrating and disheartening. When you’re getting rejection after rejection, you might want to give up. You need to tell your sales team that they have to keep trying. Persistence is one of the key aspects to making sales, so they shouldn’t give up when they start hitting a brick wall. There are tough times in sales—but if they keep trying, they’re going to get through eventually.
You should also be telling them to keep growing professionally and personally so they can become the best sales reps they can possible be. Additional training, attending conferences and webinars, and attending industry events can help your sales reps grow.
Last but not least, you must give your sales team a pat on the back when it’s deserved. Tell them they did a good job when they closed a huge deal, when they made a small sale, and even when they made some headway with a new prospect. Your sales team deserves to be recognized—hard work shouldn’t go unnoticed. When you appreciate your sales team’s dedication and commitment to their jobs, you motivate them to keep working at full speed.
Don’t let your sales team down. Your reps rely on you to help them refine their selling techniques, to help them grow professionally, and to keep them motivated. When you communicate these five things to your sales team, you can create success.
Rhys is a tenacious, top performing Senior Sales Recruiter with 11+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and two daughters, BBQing on a hot summer day, tropical vacations and cottaging.