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. (NB – you can get more commercial real estate tips in Snapshot right here – its free)
Sales Team Focus
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.