15 easy steps to build a winning sales culture
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Transcript of 15 easy steps to build a winning sales culture
#1 Have a good management team
People are everything. Recruit well, train well and incentivize performance. If you can do these three things, you will consistently build great teams.
#2 Align incentives with objectives
Keep your people striving towards the right goals. For example, if your goal is to build teamwork, then you should focus on team-based approaches that reward group performance.
#3 Learn the PROBLEM & match to need
Your product was designed to solve a particular problem. Be sure that you are properly identifying and addressing the true customer problem, rather than just pitching your product at whatever comes up.
#4 Ensure cross-communication
Communication is key. Managers, reps, marketing and other sectors all need to communicate. If communication is poor, so will be the performance and culture.
#5 Don’t have a confirmation bias
It’s easy to believe you have the greatest product ever… but don’t allow yourself to hear every customer problem as a desperate need for your product.
#6 Don’t sacrifice integrity for numbers
Integrity is paramount. People will buy from those they trust. Don’t sell a customer on a feature that your product doesn’t do well just to make a buck.
#7 Set clear quotasPeople are driven by goals. In order to set goals, you need to understand your business objectives. Set KPIs and create clear quotas around these.
#8 Accurately target customers
Sell to the right people. Sales teams that are not targeting customers effectively will experience burn-out and lack of motivation. Ensure your process is on point.
#9 LISTEN moreWe all have two ears and one mouth. Listen for the customer’s pain points and address their key problems. Sales is all about listening.
#10 Define KPIs and track in real-time
Sales is a numbers game. In order to track progress and improve performance, you need to be aware of how reps are performing on their targets. Find the right software that allows you to track progress in real-time.
#11 Ensure good relationshipsBuild strong relationships between managers and reps. How well do you really know your sales reps? What motivates them? What are their personal goals? How does your culture align with their motivations?
#12 Focus on ONE problem at a time
Choose one task, knock it out of the park and then move on to the next thing. Putting out too many fires at once just results in a whole bunch of smoldering embers ready to re-ignite.
#13 Measure performance on goals
Use dashboards to track KPI performance in real-time. This allows you to provide rewards and recognition, ultimately keeping the momentum going and empowering reps to close more.
#14 Qualify your leads well!Qualify before you start selling. There is no reason for trying to sell to someone who is not the decision maker, cannot connect you to the DM, or who does not have an actual need for your product.
#15 Have great feedback mechanisms
Create efficient feedback loops. In terms of performance, numbers, forecasting and sales/marketing alignment, everyone needs to be on the same page and updated regularly.
To learn more, visit us at www.salesscreen.com
