Sales and the act of selling are vital to any business. You may not be selling a product in a retail location, but you are still selling something. You’re selling your business. You’re selling your service. You’re selling yourself over your competitors, and although the term salesperson may not be the title of everyone in your company that is coming into contact with the public, they can all be considered a salesperson. It can be pretty self-explanatory as to why you would want to build a dynamic sales team based on this fact. The problem can come in for businesses that are failing and are having a hard time identifying why this is happening. It may be that your sales team is not effectively coming together as a dynamic sales team.
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What is a Dynamic Sales Team?
There are plenty of examples of dynamic duos, and half of one of the most known dynamic duos has even recently hit the big screen with the new Batman v Superman flick. Although Robin is not in this movie, everyone knows that Batman and Robin go together like a PB and J. The reason is that these men work well together and things are accomplished by this team. They each have their typical tasks and strengths but can complement each other in defeating the bad guy. Your sales team needs to have that same dynamic force that can get the sale and sign the deal. You may be wondering what you need to encourage to get these results.
What Characteristics Should I Promote?
There are four characteristics that you should be promoting within your sales team to garner a more dynamic workforce. These include being collaborative, quick, productive, and prepared. Each of these characteristics will help to build a strong team.
First, being collaborative is something some sales individuals have a hard time with because of the competitive way that sales used to be produced, but you need your team to work together. There may be times when someone needs to step up to assist a customer or fellow employee, and an atmosphere that is focused on a competitive energy may result in a situation where the customer’s needs are not met. This ultimately results in not selling the company to that person.
Next, quickness is necessary today. There are so many different software available today that make it easy to touch base with a customer or client after they get in touch. This may not necessarily mean that you have all the answers when you are out of the office, but that you can let them know that you’ve seen their message, and are following up on it. People know that emails, texts, and voice messages are usually seen pretty quickly, and this can be a turnoff not to get a response.
Productivity sounds like a given in any situation, but in this case, it may depend on what is being provided to your sales team to get the job done. Sometimes there can be a lot of paperwork that goes along with their jobs, so it may be prudent to find ways that they can get everything accomplished in a shorter frame of time to get the sales person’s time freed up for the next client.
Lastly, being prepared is vital. This means not only being prepared with information about your company but that your salesperson shouldn’t go into a meeting without knowing about the client. The Internet makes it easy to do a little investigation into a company to see what they do and how your services may come in handy for that business. This preparation helps to make your sales force look like rockstars because the client feels that your company already cares enough about landing this deal that they did their homework first.
Measuring Productivity
Whenever you institute changes within your organization, you need to measure the results that come about after the change to compare it with how things were running previously. Evaluating your salesforce on an individual basis and as a whole before getting to any changes can help you identify what is working and what might not be working for your business. You can measure your productivity with these changes by seeing how your sales numbers have changed. Customer satisfaction surveys are another great productivity tool as you often need to walk that line between taking the time with a customer and being able not to take so long that other customers are waiting too long to be helped. You are also able to view how the attitudes of your employees are with the changes.
Lack of a strong team may be the reason for why your business is not doing as well as you’d like, and building a dynamic sales team can be the answer to starting to get yes from customers that would’ve previously passed on your company. Turn your team into a Justice League that contains a lot of dynamic personalities that can work well alone or together as a team.
Book your free consultation today about how you can build a dynamic sales team that will make your business more effective and profitable.