Getting your sales team to improve their performance is a challenge and one that requires more than a simple ‘lead by example’ tactic that in this day and age, is almost dead in the water. All winning teams require a leader that is capable of drumming enough motivation into the team to get them flying off to new heights, from entrepreneurs through to football managers and everyone in between, the secret is tried and tested tactics that work.
So what are the 4 leadership tactics that you should be using to improve sales performance?
Freedom to Influence
Sales Reps like to make an impact – that’s why they want to get the illustrious ‘top biller’ title month after month. Give them the chance to influence decisions and they will feel like they’re making an even greater impact than simply hitting target.
Being customer-facing is a huge advantage – they get to hear more feedback on the product/service that you’re selling than anyone else in the organisation. Utilize that information by giving them the chance to share the feedback and they will feel like they’re really having an impact. They’ll call more people, send more emails, ask more questions and inevitably, have more influence. How can you monitor all of this activity? By using Ebsta.
Here at Ebsta, we have a flat management structure so that everyone has the ability to get involved in the discussion and share their ideas. Sales, in particular, enjoy doing this so much that they end up performing 70% better. Why hasn’t a prospect bought? Because of X, Y and Z. Can we build that into our product? These are all discussions we can have after Sales Reps have been giving the freedom to influence.
“When you give everyone a voice and give people power, the system usually ends up in a really good place” – Mark Zuckerberg
The biggest mistake you can make as a Sales Manager is to micro-manage your Reps. You have to manage tactfully. Use tools like Ebsta that allow users to gain a clear insight into activity levels so they can see who needs to step up, who needs help and who is doing well instead of constantly interrupting workflow.
Managing from a distance doesn’t mean you’re giving them free reign. In fact, it shows you trust them to use their own initiative which pushes them to prove you right. They want the ability to organise their day and effectively, be their own sub-manager. They will go out of their way to prove to you that they don’t need you constantly looking over their shoulder and passing judgement on what they do.
“It doesn’t make sense to hire smart people and then tell them what to do; we hire smart people so they can tell us what to do” – Steve Jobs
Help Your Sales Reps Evolve
No one wants to be in a dead end job because ultimately, there’s nothing to work towards. Giving your Sales Reps a planned training structure will give them the ammunition to work towards their goals. You want your Reps to aspire to greater heights and to push themselves to get there but they’ll only do this if they feel supported.
Meet with each of your Sales Reps and identify what their key goals are over the next 3-6 months. Where do they want to be? What do they need to work on? What do they want to learn? Discuss how you can achieve their goals together and prepare what you can both do to make the process smooth and educational. The more your Reps improve themselves, the more advanced they will be at selling.
“Leaders need to provide strategy and direction and to give employees tools that enable them to gather information and insight from around the world. Leaders shouldn’t try to make every decision” – Bill Gates
Open Forum Communication
The last thing you want your Sales Reps to be doing is sat in silence, not knowing how to do something. You want a frenzy of excitable voices, dialling tones and fingers tapping away at keyboards. So how do you ensure this happens? Create an open forum for communication.
Develop an environment where your Sales Reps feel comfortable enough to ask the questions that are bugging them, to ask for help when and as they need it and feel relaxed enough that you will be there to work with them on the best solutions to their challenges.
Set aside some time at the end of every week to identify what went well and what didn’t. Ask them to write down any questions that they don’t know the answer to that arise during the week and then have an open forum where the team can help out each other. Collaboration is the key to success.
Motivating Sales People
Being a great leader means helping your Sales Reps become the best version of themselves. How does this benefit you? Because you will have motivated, happy and ambitious Sales Reps that are exceeding set KPIs and working far beyond your expectations. Implement these 4 tactics and use the 5 innovative ways of motivating sales people and you’ll have the ultimate sales success!
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