Everyone is looking to grow sales, I get it! Focusing on sales growth seems like the way to quick wins. What is the real problem though? It is that many companies either do not have the RIGHT salespeople or the do not INVEST in growing their current salespeople.
Think about this… what would happen if you knew the strengths and weaknesses of your salespeople and the disconnect of your sales culture? Would this give you more control to grow your business? Would it give you more control to grow sales people? If used correctly, it certainly will.
The first step to truly GROW in my opinion is to set a baseline. This means we need to understand where you are at today. We need to flush out the good and bad of your current system, processes, and people. If your team has all the tools they need then we can check that off. If the whole team is 100% sales worthy, we can check that off the list. I'm betting though that your sales team is struggling in some area. It is common for the sales manager too first off not know what salespeople NEED in order to grow, but also often do not have the tools to set up training, coaching, and a way to manage and measure the success of these programs.
Did you know that a sales person has 21 Sale Core Competencies? Do you know what they are? Do you know how to grow your salepeople in these areas? Does your sales manager or sales vp know about these core competencies? Do they know how to manage grow these competencies?
So there are two ways to get started down this path. The first is evaluating your current sales culture and sales team. This sets the baseline for where you are today and gives you the power to work on your current team. The second way to gain control is to start assessing all candidates when hiring. This gives you a guaranteed sales selection process and tools to know HOW to grow all new hires.
If you are serious about growing your current team give us a call at 817-244-0990 or schedule a call by clicking here.
What are a few questions you need answered in order to grow your salespeople?
- How does sales leadership impact our sales force?
- How motivated are our salespeople and how do we motivate them?
- Is our team selling consultatively?
- Are salespeople selling on PRICE and who can become a VALUE seller?
- How can we improve our sales culture?
- Who can become more effective in their roles?
- Who has a poor outlook?
- Do our salespeople take responsibility for their results or do they make excuses?
- Who on our team is best at - hunting, consultative sales, qualifying, closing, account management, and sales posturing?
- How coachable is our sales team?
- How trainable is our sales team?
These are just a few of the questions a growth focused organization must answer to build a strong sales culture and to grow each individual salesperson to the strongest salesperson they can be.
At the end of the day growing your people is a much stronger solution and leads to long-term successful growth. This also builds a strong culture. Who doesn't want to be part of a team that is supportive and thriving and growing. Could this be your competitive advantage to attracting the RIGHT people, employees, and clients? You bet it could!