Some sales teams are built with focus to bring in the results. Others are seen as just a group of people that have been given a name tag and a department within the overall business. The performance between these two teams is radically different.
The sales team is the life blood of the business (or should be). When they are producing the results you get all of the following:
- More clients
- Referral business
- Greater volumes of sales
- Customer satisfaction
- Dominant market share
I weak link in a sales team can slow or destroy the foundations of growth and client stability. So what are the characteristics of a top sales team today? Try some of these:
- They will have a clear understanding of the goals for the business and where they sit in the overall plan.
- They will understand how they can improve the business from their position in the market.
- They will have and accept key performance indicators both as a team and also as individuals to which they agree to strive and achieve.
- Objectivity will be the case in any team assessment as the year progresses. Members of the team will accept guidance and objectivity.
- The team should be cohesive and committed to each other in building the results for the overall business.
- Whilst the team will have a leader, each person will understand that they are leaders themselves in what they need to do with their clients and territory.
- There will be a high degree of trust between members of the team, and where required the team will support each other in any client or sales requirements.
- A good sales team is flexible so that the overall goals are encouraged through the pressures of any single transaction or client connection.
- The members of the team will understand each other’s strengths and weaknesses, and provide backup to fill the shortcomings of each other.
- The team will have a strategic plan of action that they stick to in business and as part of ongoing team performance.
- Knowledge and service will be high on the agenda when working with and serving clients and prospects.
- Every team member will understand the priorities of growth and stability as it applies to the clients that they have.
To manage a sales team you need a leader of skill and drive. A sales team is a unique business unit that is different than all others and that requires direction, and seeks respectful leadership promoting the core values of business.