Globalization, mergers, acquisitions, downsizing and bankruptcies have collectively turned our economy and traditional business models upside down. However, despite the churn, despite the complexities and changes that we have seen to our business ecosystem, there is still one simple, fundamental truth that is a constant … “nothing happens until somebody sells something”.
Your sales team is still the life-line to your customers, and for any company that wants to be on the fast track to business growth and profitability, building a high-performing sales operation is absolutely crucial to future success.
In my opinion, there are several keys to building a high-performing sales team, and these apply to other functional areas of the business as well.
“If you don’t know where you’re going, then any road will take you there.” ~ Lewis Carroll
This is particularly true within a sales environment. So, be clear about the organization’s mission, your expectations, and include sales team members in the planning process to ensure clarity and buy-in at all levels.
If your goal is to become a leader within your industry, and also in the eyes of your customers, then recognize that it is about more than just making the numbers. It’s also about developing the competencies and skills of your sales people so they can consistently deliver value. Make sure your sales personnel understand this as well, and reinforce the commitment to their professional growth through ongoing training, coaching and mentoring.
Finally, “Don’t sweat the small stuff”. Get comfortable with the 10% that does not go as well as planned. It will make the 90% that does much more enjoyable for everyone.
What sales strategies have been working for you / your team? What hasn’t? Let’s discuss