A high performing sales team can make all of the difference to a business within the truly relationship-based, construction industry. Salespeople, on the frontlines with decision makers, define a company's image and develop the initial and ongoing rapport required to win contracts and build the loyalty required to succeed.
Does your business have the top sales performers that you can count on to achieve your present goals and the vision to find opportunities that will define your future? If the answer is no, the time to revitalize your team is now. Even though, the recession is beginning to ease up, competition remains fierce, and only the businesses that are on top of their sales game will succeed in the long run. Here's what you need to do get, keep, and grow the top sales performers who will keep you one step ahead of your competition.
Seek Them Out Strategically
With the unemployment rate still high, there has never been a better opportunity for you to find talented salespeople who are motivated to align themselves with a stable and growing company. Not sure where to find them? Start with your network within the industry. There are currently many individuals who have been let go because of recent mergers and restructurings who are actively seeking new positions. Ask your existing sales staff for referrals and offer them bonuses to motivate them to help you with your search. Your ability to find top talent will diminish as the economy strengthens, so seize the time now to pick and choose the best.
Train, Continue Training, and Train Some More
Hiring a talented professional is only the first step. Ongoing technical and sales training will be vital to their success. Don't consider training a one time function when someone is hired. Your business is continuously evolving, and your sales team needs to be evolving with it. To ensure that this happens, consistent, ongoing sales training is an absolute must.
Motivate and Incent
Money talks! You might have the most wonderful and supportive, family-like business in the industry. However, if you're not paying them well, motivating them, or providing them with incentive-based compensation, your turnover rate will be high. Loyalty is a two way street. Pay your salespeople well, and they'll pay you back with enthusiasm and dedication to their job.
Make Them Happy
Besides compensation, there are plenty of other ways to make your employees happy and satisfied during their working hours. Flexible schedules, the option to telecommute, comprehensive benefits, a comfortable office, and creative perks can all go a long way to keeping them focused on meeting and exceeding their goals and objectives.
Listen to Them
Do you have an open door policy? Do your salespeople feel that you value what they say? If you want them to feel respected and part of the team, you'd better tune in. Take the time to let them share their opinions and suggestions. Your encouragement for them to contribute can build a stronger team that is truly vested in your business's success.
Yes, you can hire talented sales professionals, but top sales performers develop only after a business provides them with the tools and support to flourish. By following these guidelines, you will be investing in the individuals who can help you take your business to new heights of success.>
Adrian Miller is President and Founder of Adrian Miller Sales Training, a sales consultancy that she launched 20 years ago. Adrian provides real-world, highly practical sales skills training programs and delivers executive level sales strategy consulting. She is the author of "The Blatant Truth: 50 Ways to Sales Success" and is a highly regarded speaker and consultant.