Understanding your sales team
Hello! Toby Fellows here and Welcome to another Lead Forensics Focus: Elevating your Marketing and Sales Success. Here to bring you expert advice on the world of marketing and sales.
In this video, I’m going to discuss five ways you can better understand your sales team, because if you do this right it will ensure you nurture their skills, keep them motivated to reach their fullest potential and achieve some game-changing results.
Coaching & learning styles
Motivations and goals
1. Start by opening a group discussion about your daily sales processes
A group discussion is a great way to better understand your sales team, and what individual qualities they possess.
This discussion also offers insight into how they feel about your current strategy and the tasks they undertake.
Spend time observing and listening to your team instead of leading the discussion, aiming to understand
a. How your sales team respond to other people
b. How they communicate their thoughts
c. How they support or challenge an idea
d. How they describe both positive and negative subjects
e. How they use tone and language to influence others or take control
This discussion encourages them to speak openly and helps you identify their natural skill.
A member of your team may think they’re bad at challenging prospects, but if they prove they can do it in a daily discussion- you can help them see how easy it can be.
2. Hold regular 1-2-1 meetings
Understanding is an ongoing process, supported by regular check-ins with each team member.
Whether you hold these meetings weekly or monthly it gives each team member the chance to voice their personal concerns and receive deserved praise which is important.
This process helps you understand what affects and boosts current team performance and whether quick changes can be made to improve results.
I was once managing a team member who was performing excellently, then had a horrible month out of the blue. In his 1-2-1, I realized this was because he was sitting next to a team member that had been distracting him.
I did a quick desk swap, and his performance improved instantly. But I would never have understood the importance of this change without that 1-2-1 discussion.
3. Create personal goal plans
To get the most out of your team, you need to invest some time in each member.
Use 1-2-1 meetings to ask your team about their goals and career aspirations, helping them carve out a personal development plan.
Work with them, not above them, helping them play to their strengths and tackle their weaknesses to progress in their career. Ask them:
1) In ten years’ time, what do you want your job title to be?
2) How much do you want to earn?
3) How do you plan on getting there?
4) What sales skills are you most proud of?
5) Where do you think you can improve?
6) What can I do to help you reach that goal?
Guide them towards the right kind of personal development, ensuring they understand and work on areas they can improve instead of ignoring them.
4. Measure their individual pipeline
Crunch some numbers and understand how each member of your team works their pipeline, understanding the number of opportunities at each stage and their rates of conversion.
This insight helps you quickly discover what your team are very good at, and where they may require more training.
This exercise may reveal a team-wide struggle to properly qualify leads, meaning you might need to re-train the team or change the process in place.
This pipeline insight also helps pinpoint each team member’s strengths and weaknesses. Some may be great at closing, others may be excellent at nurture.
With this information, you can pair up team members with different skills to share their personal tactics and benefit each other. This helps improve sales results and boosts team bonding.
5. Let them choose incentives
Your team are far more likely to work hard for a reward, if it’s something they’ve chosen.
Incentives are important to a healthy and positive work environment, and the more you understand your team, the more you can offer them an incentive that drives improved performance.
Run regular team surveys, asking for incentive ideas, both big and small. You may be surprised at what you find.
Something as simple as a free lunch on a Friday can have the power to improve last minute deals to hit weekly targets. And a large quarterly incentive like a trip abroad can secure continued motivation.
If you give your team what they want, and always follow-through on your promises of incentives- they’ll produce the results you need.
Understanding your sales team isn’t as simple as everyone thinks, it takes time and hard work.
But when you have achieved a deep level of team understanding, you can unlock the full potential of every member, and see game-changing results.
I hope you found today’s session useful and gained some ideas of how you can better understand your sales team to achieve improved results.
If you have any questions, please feel free to comment below and our expert team will get back to you.
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See you next time