In this article (featured in the Institute of Sales Management‘s Winning Edge magazine, number 2, 2018), I share with you eight strategies that will help you to create sales winners, build high performance sales teams and increase your sales.
Are your teams frazzled, constantly fire-fighting and drowning in day-to-day challenges? Do they struggle to find time to focus on their most important tasks? Does it sometimes feel like Groundhog Day where your people seem to be going through the motions, day after day? Do you feel like a small percentage of your people are on fire and the rest are just smouldering, lacking that important spark of motivation, commitment and passion?
What could you achieve in your business if your teams were more motivated, more focused and more productive? What if you could light the touch paper and stand back and watch them ignite?
Well, you can. Here are 8 strategies for building high performance sales teams that will help you to increase your sales..
1. Focus on attitude.
Skills are incredibly important. Your salespeople should have world-class skills. They should know what skills they need and undertake consistent and ongoing training to sharpen their techniques. But, once they have these, the magic comes when you add attitude.Skills without attitudes are like trams without rails – they look great but they are not going anywhere. #IAM10Click To Tweet
World-class salespeople operate at 10/10. High performance sales teams operate at 10/10. The best that they can be. They know that if they do not, they will lose clients, blow opportunities and struggle to persuade clients of the value that they deliver.
2. Motivate from the inside out not the outside in.
Many people are motivated from the outside in. They allow people, events and circumstances to affect the way that they feel e.g. they carry the negativity from one situation into the next and the next.
How many salespeople do you know whose performance is impacted for the rest of the day after a couple of bad calls? Or for the rest of the month after losing a deal? Or forever after deciding that their product is over-priced?
Top performers are motivated from the inside out. High performance sales teams take responsibility for their own mindsets. No matter what goes on – lost sale, rude customer, last minute negotiation, complaint, stuck in traffic, etc – they find a way to be in the best possible mindset. They know that they, and only they, can take control of their mindset and they protect it at all costs.
3. Be brutally honest.
Most people lie to themselves. They lie to themselves about their skills, their attitudes and their abilities. They lie to themselves about why they lost the deal, why they were looked over for promotion and why their relationship are falling apart.
If you want to be a world- class leader with high performance sales teams, you need to assess your skills as a leader, a motivator and a manager and assess the skills of your teams in all areas – mindset, skills, processes.
If you want your teams to be truly top notch, you need to help them to assess themselves. Rather than standing around the water cooler moaning about how losing that deal “was not your fault”, consider what you did to cause that situation, what you could do differently next time and what you have to learn .
4. Dream BIG!
Do your teams come in and go through the motions or are they inspired? Do you have high performance sales teams or just average ones? Most people come to work and live the same day over and over again. They forget why they do what they do. Some never knew. Some will never know.
Help your people to dream. Help them to connect with why they do what they do, where they want to go and how it helps them to achieve what they want in life. Coach them and help them to translate those dreams into goals – for work and for life.All work and no play makes Mr or Mrs Sales a very dull person and dull people do not sell much very often. #IAM10Click To Tweet
Most people seem to assume that because they know something, others do too. They assume that because they think it is obvious how to plan and execute their time that others do too.
Not so. How can your salespeople know how to plan their approaches, their sales and their diary unless you teach, coach and support them in best practices?
Help your people to plan their campaigns and then support them in doing so and watch the activity and the results take off.
6. Get your ’10’ on.
Ask yourself these questions every day,
How can I be a ‘10’ today?
How can I help my teams to be a ‘10’ today?
How can I help my people to be the best that they can be?
And don’t forget, this is an ongoing task. One manager once asked me when he could stop working to help his team to stay motivated? The answer is never. Every day, the world offers you and your teams negative experiences, beliefs, stories and news and it is up to you to redress the balance. It’s up to you to nurture your high performance sales team.What you focus on consistently is what you get so you need to focus on being motivated. #IAM10Click To Tweet
7. Evaluate your performance.
If something is worth doing, it is work measuring and monitoring. I love the WLC – win/learn/change – approach. Get into a habit of sharing what is working, what you have learnt and what you are going to change in the future.
There is no point looking back with regret but there is huge value in looking forwards with renewed optimism and vibrant new strategies.
8. Do one thing.
Many people want to make life complicated. They give you dozens of things to do just to prove how clever they are and to justify the value in what they do. Value is not determined by quantity or stuff, it is determined by results and here’s what I know…
If you want to build high performance sales teams…
Doing simple things well is what gets results in sales. Doing simple things consistently well is what makes superstars and high performance teams. This is not rocket science.
So, what one thing do you need to do as a result of reading this article that will help you and your teams be a ‘10’ more consistently?
For more from me, check out the #IAM10 Sales Academy.
See the original article…