All sales managers want to be leading a high-performance sales team. Hiring the right sales reps for your organization is a good start. However, it takes more than just good sales reps to develop a high-performance sales team. There are three characteristics that you’ll find with high-performance sales teams.
1. High Quality Sales Conversations
The rise of technology has shifted power from sales reps to customers. With a simple Google search customers can get a majority of the information they need on a product/service and don’t have to rely on a sales rep to provide it. By the time customers meet with a sales rep they’re already in the decision stage of their buyer’s journey. Your sales reps must adapt and improve the quality of sales conversations. Instead of focusing on a sales pitch, your sales reps need to understand their customer’s needs and customize their message to provide a solution for their needs. Your sales reps must ask high quality questions so they can provide the right solution for their problems.
2. Value Supersedes Price
High-performing sales reps focus their conversations around value instead of price. When selling to a customer the sales rep should clearly describe all of the benefits of your product or service. If your product or service has the solution for your customer’s problems they will be more willing to purchase regardless of price. Other ways your sales reps can demonstrate the value of your product or service is to tell stories that include current client testimonies.
3 Sales Coaching
You were promoted to a sales management position because you have the skills and techniques necessary to produce results for your company. Your job as the leader of your team is to teach your sales reps the same skills and techniques you know. You need to be able to coach them through the sales process without doing the sale for them. Effective sales coaching will have a great impact on the success of your company’s sales.
The key to developing a high-performance sales team is within your grasp. You must be consistent when coaching your team. Train your sales reps to improve the quality of sales conversations and to sell value instead of price. Then your job is to coach them to be the best they can be.
{{cta(‘4f162f01-a196-4c7b-837f-dcc91f5eb05b’)}}
Jeff Ruby
Founder of RedRock Leadership