It's easy to simply describe someone as a natural salesperson, but this ability is often the result of extensive training and application of techniques presented by company leaders. One of the key responsibilities of any sales manager is to turn their workforce into a well-oiled selling machine that operates under cooperative team principles. Each person needs to know what to do when interacting with clients, as well as how they fit into the larger picture. These 4 strategies aren't the only effective tips for salespeople, but they are a great place to start for any team.
Memorize Product Specifications and Benefits
Salespeople aren't just the moneymakers of a company, they also serve as a primary point of contact between the business and its customers. Essentially, they are also part of the company or brand's image to potential clients. Every member of the sales team should be well-versed in the technical specifications of the product or service they are selling, so they can clearly explain features and benefits to customers. They need to be able to answer questions and address concerns with confidence in order to gain the customer's trust and respect.
Use Time Efficiently
Employee time is one of the most valuable resources a company has, which is why it should always be used efficiently. Even small sources of time waste can mean the loss of dozens if not hundreds of hours over the course of a year, which deals a staggering blow to overall productivity. Sales managers should teach their team how to make the best use of their time in the workplace from personal experience. It's also common to offer commissions and other incentives to those who make the most productive use of their time.
Celebrate Success and Effort
Sales managers should take the time to recognize and praise employees for their hard work, and encourage them to celebrate their own achievements. Employees who feel appreciated by their employer will be more motivated and loyal than those that don't. Don't be afraid to take the team to a nice lunch or throw an office party when a team member lands a big sale or reaches a significant milestone. Taking time off for employee appreciation also offers opportunities to build team cohesion and establish positive relationships all round.
Maintain a Spirit of Learning and Exploration
No matter how much information you consume, there is always more to learn. One of the most important ways managers can help their employees improve is by encouraging them to seek out new information, techniques and strategies. Some companies focus on improving performance through a self-directed learning program, which gives each sales person a hand in their own education and growth.
Managers can also consult with sales and marketing specialists, like The Rainmaker Institute, to provide their team with a comprehensive educational program that is designed to expand their perspective and understanding. Industry experts can teach your team new tricks and strategies, as well as advise company leadership on how they can expand their reach and impact on clients. These programs focus on strategies for gaining more productive leads, converting them into sales and retaining existing customers to fuel long-term growth.
Sales techniques are constantly evolving to match the demands of the marketplace, expectations of consumers and the needs of companies. Sales managers should always look for new ways to engage their team and show them how they can improve their efforts. While you shouldn't hesitate to make hard decisions when necessary, it's also important to explore the untapped potential in every team member. Implementing the above strategies sets the foundation for building a strong and successful sales force to fuel company growth.
This guest post is courtesy of Emma Sturgis.