Nowadays, managing a business is the same as understanding that the industry is in constant and accelerated transformation. Consequently, the new technological advances that appear frantically and the growing competitiveness of the market are reflected in customer behavior, which is increasingly demanding and discerning, which makes it necessary to know how to make your team sell more.
This phenomenon translates into ever-increasing challenges for the most diverse companies in all fields, especially for their sales teams. After all, we are talking about one of the most strategic sectors for the operations of any business, since its performance is closely linked to establishing a solid relationship between the customer and the brand by offering a differentiated service experience.
Therefore, in view of this extremely volatile scenario in which the current market is inserted, it is imperative that managers improve their internal processes, implementing the best management techniques and the boldest solutions at the corporate level - such as, for example, management systems, signature electronics and online service.
Therefore, in this article, we bring 9 important tips on how to make your team sell more. Keep reading until the end to find out how to take full advantage of technological tools to optimize communication in your business and improve your sales process!
The main factors responsible for a team selling little
As a rule, the profile of the 21st century customer, especially in these new 20's, presents much higher levels of demand and experience, which makes the sales process much more complex and challenging.
In order for companies to meet the specific requirements of their respective market niches, they are aware of the main factors that make a team sell little or insufficiently for the commercial goal. Below, we highlight the main mistakes that invariably hurt the sales of any business:
- lack of knowledge about your own product or service;
- little involvement with the company's mission;
- poor presentation of the company's image in the market;
- lack of connection with the client;
- unpreparedness and demotivation of the team;
- poor customer relationship management.
The 4 maturity levels of sales teams
Tracking the performance of your sales team requires a detailed analysis of what we call the maturity level, both at a general level (the team as a whole) and individually (each specific salesperson).
This follow-up is essential for the manager to know what to expect from his team and for the levels of charge and support provided to be correctly dosed.
In this sense, it is worth considering the four levels of maturity used to classify salespeople, according to their levels of motivation and aptitude.
low maturity
This level is characterized by high motivation and low competence. Usually, it is assigned to salespeople who have just arrived at the company, who show a lot of commitment to producing results, despite little experience.
Medium Low Maturity
Here occurs low motivation and low average competence. It is common among sellers whose competence has not yet been fully developed and who begin to show a certain discouragement in the face of difficulties.
Medium High Maturity
This level of maturity is known for low motivation and average high competence. It is observed in professionals who, despite having relative experience and a certain competence, do not show consistency and stability in their results and, consequently, show little motivation – being able to oscillate between states of satisfaction and willingness to abandon their function.
High Maturity
This level is characterized by high competence and motivation. It's like classifying sellers with a stimulating and motivating attitude, aligned with a high level of experience and knowledge.
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How to make your team sell more, in addition to motivating and encouraging salespeople
Just as there are basic mistakes you shouldn't commit, there are also some essential guidelines to follow to leverage your business operations and ensure significant improvements in your sales.
Below, we list the main tips on what to do to engage your sellers and increase your results.
1. Understand what might be holding the team back
Don't be afraid to face your own mistakes. If your team is not selling well, it may be that you are making one of the mistakes mentioned above. Remember that recognizing failures is the starting point for solving them.
In this sense, communication is fundamental. Talk to your team to understand your difficulties. From this dialogue, it will certainly be easier to identify bottlenecks and subjectivities that may hinder the intended results, and, consequently, readjust your strategies.
2. Define the real results the team needs to achieve
Establishing your sales targets clearly and consciously is essential to guide the efforts and resources needed to achieve them. Once the objectives are well defined, your team's motivation and productivity are boosted in a solid and expressive way.
3. Implement sales training
Training your people is one of the most important factors in improving your sales operations. Sellers need to fully master the service techniques and sales. In this sense, it is essential to understand the importance of investing in courses and training for your team.
4. Getting to know the team to the point of identifying what each one's personal goals are
This is a point quite neglected by many managers. Getting to know your employees well, their aspirations and potential is of great help so that you can learn about their strengths and weaknesses and, consequently, extract the best from each one.
Remember that knowing how to listen is a valuable path, as, from there, specific needs and opportunities can be identified and worked on so that any gaps are filled.
5. Offer the right tools
Even the most capable team can face many difficulties in carrying out their tasks if the conditions are not right. It is important to guarantee adequate means for everyone to fully exercise their function – in this sense, it is fundamental to implement innovative technological solutions.
Electronic signature platforms such as ZapSign, are examples of extremely advantageous tools, since it facilitates and speeds up the signing of contracts between sellers and customers.
6. Identify and determine workflows
The solid establishment of workflows is of great strategic value for your sales process to occur with excellence.
After all, it is a consolidated fact that a well-defined workflow allows for a consistent approach to each stage of the sales cycle, providing optimized communication, quick and assertive decision-making, standardization of procedures and elimination of redundancies and errors in the work process – ensuring a powerful differential in adapting to market demands.
7. Track the results of the team and its salespeople
Tracking the results achieved by your team and its members is an essential measure for gaining insights into the performance of your business – both individually and collectively.
By using the correct metrics and observing the result indicators, the manager obtains the necessary feedback for the continuous improvement of activities, identifying strengths and weaknesses and adjusting strategies as necessary. Don't forget that data-based management is the key to efficient performance, capable of achieving better business results.
8. Look for ways to motivate the team
Promoting motivation is a key factor in making your team sell more. Motivating management inspires engagement, increases productivity, strengthens teamwork, reduces turnover, stimulates creativity and, consequently, improves employee satisfaction.
When looking for ways to motivate the team, the manager promotes a positive and competitive environment, which is reflected in more consistent and impactful sales results.
9. Evaluate the trinity: Method, Discipline, Control.
The trinity composed of method, discipline and control plays a fundamental role in the companies' sales process, boosting the success and effectiveness of commercial teams.
The method establishes a structured approach to the sales process, providing a clear roadmap for salespeople to follow at each stage of the sales cycle. It ensures that the team is aligned and working consistently, avoiding wasted efforts and resources.
Discipline is essential for salespeople to follow the method consistently and stay focused on core activities. It promotes consistency in execution, develops productive habits, and keeps the team from getting distracted by secondary tasks, keeping them on track to achieve goals.
Control is the ability to monitor team performance against expected results. With well-defined metrics and indicators, the manager can assess progress, identify areas for improvement, provide constructive feedback and make data-driven decisions to optimize the sales process.
Did you like this article? So, here is our invitation for you to read our content on sales CRM – an essential tool to improve your business processes. Click here and happy reading!
