Salespeople thrive on structure; they want to know what is expected of them, how they can make more money, and whether it is a fair system.
Setting Goals:
The struggle to make sales goals the best they can be and continue is one that every company faces. So, developing a plan for sales growth as an ongoing activity can improve your sales and sanity.
A practical, profit-driven sales team is more important now than ever before, with most companies in dire need of recouping the losses from 2020.
You'll likely need to reevaluate the team's sales goals and introduce innovative tools, techniques, and strategies to get them on the path to victory.
Transform to Perform
Determine your company's goals. Start with historicals.
Assess the market potential.
Evaluate your sales team.
Define your compensation structure.
Reward (realistic) stretch goals.
Meet bi-weekly with the salesperson.
Ask your salesperson these questions.
How confident are you in your ability to achieve this goal?
What would it mean to you if you could attain these objectives? How can I best manage and support you in achieving these objectives (personally/professionally)?
How do you prefer to be recognized for a job well done?
What could jeopardize your attempts to achieve these objectives?
What kind of framework do you need to put in place to ensure you're doing the right things every day to help you achieve your goals while avoiding distractions?
How can I keep you accountable for your goals in a positive rather than a bad way?
The importance of individual sales goals gives your salespeople personalized attention so they perform at their peak. Achieving sales volume goals for your business is one of the biggest challenges any owner faces.
Shift accountability to your team.
A lot can be said about feeling like you "own" your work. If your employees don't feel empowered in your business, they'll become nothing more than passive order-takers who drop more failures on you than successes. Great leaders can delegate work, set expectations, step back, and hold their team members accountable. It's your responsibility to create a culture where your employees are equally responsible for their successes and failures! Once you do this, your team will be more engaged, and you will have more time to grow your business.
Tracking
A steady stream of revenue is one of the most coveted assets in the business, and the pandemic has made us hyper-aware of this fact. Tracking & accountability is a lot more than holding salespeople responsible for their sales. A sales manager's job is to coach each sales team member to their fullest potential individually.
In-depth 1-on-1 sales tracking sessions should be done with each salesperson every other week. This conversation takes about 20 to 30 minutes and focuses on goals, pipelines, meetings, and proposals. It is also a way to address issues a salesperson may be facing.
A meeting that neglects to define what achievement looks like and the reasonable action steps expected to arrive is not a productive use of time. By holding routine meetings, you'll be able to spot issues early on.
How much money is out on the street in proposals
How qualified is the event on a scale of 1-5
Where are they in the sales process
What's their definitive next step
What’s their closing ratio
Employee resigns when income, culture, degree of difficulty, or management practices are not to the salesperson's liking. Involuntary turnover occurs less often because most sales managers are too patient, accept mediocrity, and avoid confrontation, especially a potentially uncomfortable termination.
One of the most crucial things a leader can do is motivate his or her team. Employees who lack direction are more likely to fail and suffer, unclear of what to do next or how to achieve their full potential. While no one can truly motivate others, a good leader may have a significant influence on individuals and support their drive and achievement.
Building a motivated team that actively prospects and sells the brand will be crucial for success in 2022 and beyond. This is the perfect time for a fresh start New concepts, new procedures, and new accountability.