The sales team is the engine of your business. It’s what drives revenue and growth, but it can also be a source of frustration for everyone involved if not managed properly.
In this post, we will share some tips on how to build high performing sales teams that are aligned with your company goals and values.
Define clear roles & responsibilities
The first step in building a high performing sales team is to define clearly who does what within the team. This means defining each role (e.g., account manager, inside rep, outside rep), their respective responsibilities (e.g., prospecting, lead generation, closing deals), as well as their reporting structure (who they report into). If you don’t have these defined already then do so now! You need to know exactly who does what before you can start thinking about how best to motivate them or hold them accountable for results. For example, Account Managers should focus on managing existing accounts while Inside Sales Reps should focus on generating new leads through outbound calling activities such as cold-calling and email outreach campaigns etc… Once you have defined these roles then make sure that all members of the sales team understand their specific responsibilities and expectations from day one! Don’t assume people know what they are supposed to be doing — tell them explicitly!
Set clear goals & objectives
Next up we need to set clear goals and objectives for each member of our sales team based upon their individual roles/responsibilities outlined above. These goals must align with overall company objectives which means that they must support key metrics like revenue targets or customer acquisition rates etc… In other words, there needs to be a direct correlation between achieving personal performance targets by an individual member of the sales team vs supporting overall company success metrics like hitting quarterly revenue targets or increasing customer retention rates etc…
Create accountability measures
Now we need something tangible that holds individuals accountable for meeting those performance targets outlined above. This could take many forms including commission structures tied directly back into hitting certain KPI’s, bonus payments linked directly back into hitting KPI’s, peer review systems where peers provide feedback on whether someone has met their target or not etc.. Whatever form it takes just to make sure there is some sort of accountability measure in place otherwise nothing will change!
Motivate employees using intrinsic rewards
Once we have created clarity around job descriptions, established measurable performance criteria, put in place appropriate accountability measures AND provided intrinsic motivation via intrinsic rewards …we still need to make sure that our sales team is motivated and engaged in their work. This means providing them with the right tools, training and support they need to be successful! For example: If you are a SaaS company then your sales reps should have access to all of the latest CRM software tools so that they can manage their accounts effectively. They should also receive regular training on how best to use these tools as well as any other relevant topics such as prospecting techniques, lead generation strategies etc.
Create an environment where people want to succeed
Finally, we must create an environment where people WANT TO SUCCEED! This means creating a culture within your organization where everyone feels valued for what they do, has fun at work and wants to contribute towards overall success. It’s not enough just having clear job descriptions or performance targets — you must also provide intrinsic motivation via intrinsic rewards AND create an environment where people feel like part of something bigger than themselves (e.g., “we” vs “I”).
If you follow these 5 steps, your sales team will be more productive and successful than ever before!
With Elevate, you can plan, design & manage both commission plans as well as quota-based plans with the utmost ease.
Elevate aspires to bring transparency in sales compensation. Sales reps can view all details regarding their commissions’ payout, quota attainment & revenue goals. Leaders can track the performance of every team member, manage product-based & territory-based revenue targets.