Building a high-performing sales team can be crucial for your business’s success, but a high-performing sales team takes time and resources to develop. Different sales strategies, management techniques, and software all can contribute to how well your sales team performs. This article will explore multiple ways that you can build a high-performing sales team.
Firstly, building a strong work culture is imperative to your business’s success. A work culture can be seen as the overall character of a business, based on the values, beliefs, and attitudes of the organisation. Research by Deloitte highlights that 88% of employees and 94% of executives believe that distinct work culture is important for a business’s success. This is because a work culture can determine an employee’s happiness and job satisfaction, which will impact their efficiency and productivity in a business. A strong positive work culture will result in a high-performing sales team.
Having clear organisational goals is one of the most important factors for a business to increase its productivity and efficiency among staff. Setting goals with key performance indicators (KPIs) and quotas for staff to reach gives team members great incentive to perform at their most efficient level. As well as this added motivation, it is also good guidance for staff members to know how they should perform. This will help your sales team be productive and meet all the expectations within your business.
The Harvard Business Review constructed an extensive survey to find that high-performing sales organisations employ a more structured sales process. This structure can be implemented in a business through the sales team being closely monitored, with high expectations and automated processes in place to keep an organised formal structure. This will mean staff will have guidance with the structure of the sales process, to perform to their best level.
This section will look at multiple technologies that businesses are able to adopt to help them build a high-performing sales team. An interesting statistic highlighted by LinkedIn’s 2021 State of Sales Global report found that adopting sales technology has helped 94% of sellers win more deals.
CRM software is a useful tool that businesses can use to build the most productive sales team possible. This technology is used to manage interactions with customers and potential customers while streamlining processes to increase a business’s sales. CRM software can give your business a full 360-degree view of each customer, recording personal details on their location and industries, while giving your sales team a better understanding of their customers. This allows for better, more efficient negotiations to take place.
Some of the main benefits of CRM software are:
BPA software allows businesses to streamline manual processes by the software automatically completing some tasks. For example, BPA software can allow your business to automatically assign leads to team members, rather than a staff member carrying out this task manually. This will increase your sales team’s efficiency by letting staff respond to leads faster, which is very important for a high-performing sales team. ServiceBell shares that fast respondents win up to 50% of their sales. Furthermore, BPA reduces the amount of human error that can occur in the sales process and allows your staff to focus on different important tasks. As a result, your sales process will be streamlined for your sales team, helping them perform at a new level of efficiency and productivity.
Some of the main benefits of BPA are:
Communication software is important for you to adopt as your sales team will be able to communicate with each other in a streamlined way. As a result, decisions will be made faster and team members will be on the same page while working towards the organisational goals and prospecting leads. This will also allow management to give constant fast feedback to team members, helping to increase the performance of your sales team. An example of communication software that is popular among businesses is Microsoft Teams.
Tracking data to increase your business’s data visibility can result in big benefits to the performance of your sales team. Whether you track data through CRM software, or manually track data, increasing your data visibility will give the leadership in a business the ability to identify different team issues that may be hurting performance. This gives you the ability to well-informed decisions to improve specific parts of your sales cycle. This results in sales teams having added support and guidance, helping unlock their true potential and allowing them to perform at a higher level.
The more motivation a sales team has, the better they will perform. Perhaps the most effective way of motivating a sales team and increasing their ambition is to reward them based on their performance. Management is able to do this by tracking their performance either manually or through CRM software to see who is winning the most deals and rewarding them with a bonus accordingly. Having bonuses for high-performing sales team members will add incentive for the entire sales team to perform to their absolute best. This will increase the productivity of your sales team, leading to more deals being won.
For a sales team to perform to its highest level, it is important that the sales and marketing teams are on the same page. If these departments are not in sync with their goals, the sales team will face challenges. For example, the sales team may not understand their audience enough without help from the marketing team. Moreover, the marketing team may be targeting the wrong audience for the sales team, resulting in lower-quality leads being generated meaning fewer conversions being made. If both departments are on the same page as each other, it leads to better quality leads being generated for the sales team, resulting in more leads being converted and more deals being won.
Training is a huge factor in how well a sales team performs. Brevet highlights an interesting statistic that continuous training results in 50% higher net sales per sales rep. This statistic shows how important continuous training is for sales teams, as there is always room for improvement. By taking time and resources out of your schedule to invest more in training staff consistently, your sales team will be able to perform at a higher level, increasing revenues across the business.
If you want your sales team to perform at a whole new level, then TEB is the software for you. TEB is a sales automation CRM software that streamlines the entire sales process, bringing unparalleled efficiency and productivity to your organisation. TEB achieves this through its multiple stand-out features, such as:
If you would like to find out more about TEB, and see how your sales team can be transformed first-hand, get in contact with us to schedule a call.
