Recently, I had a discussion with a sales leader who told me that she believes her success – and that of her team – is primarily determined by the sales compensation plan. While this may play a strong role, in my experience, sales leaders need to engage in three critical activities beyond compensation and incentives to be effective. These include: having good goals and metrics; hiring and retaining the right sales team members; and providing ongoing coaching, training, and mentoring to the team.
Goals and Metrics
Understanding how your team is performing relative to expectations is critical to identifying where the focus needs to be placed. We’re all familiar with the acronym “SMART” when it comes to defining your goals. Goals should be Specific, Measurable, Attainable, Relevant, and Timebound. As an example of a SMART goal, at One of a Kind Sales, we require each sales team member to make 20 calls per hour.
In addition, a good CRM is critical to tracking performance goals versus metrics. While a CRM may be an investment for your organization, being able to easily track performance gives you the opportunity to assess and make adjustments as needed.
The Right Team
Working with team members who have a passion for their work is important. As a sales leader, you need to be able to assess whether an individual demonstrates that passion and is a good fit for your team. For example, at One of a Kind Sales, we value sales training and coaching. Our team members need to love learning and have a desire to continuously improve their sales skills. We also value sharing key learnings based on experiences with prospects as well as sharing success stories. We look for that willingness to share in our candidates.
Once you have the right team, keeping the team ‘on point’ with strong sales skills is critical. By investing in ongoing sales training, you strengthen the capabilities of your sales team and improve their ability to reach and potentially exceed sales goals. If individuals are identified as underperformers, sales training and coaching may help them correct their course. If not, it’s important to determine whether or not they should be in that role. In addition, when your team sees that you are investing in their skills, it demonstrates that you are interested in their personal development and increases their commitment to the job.
At One of a Kind Sales, we love selling and we are experts at cold calling, in particular. If you would like to discuss how we can help you and your team please contact us at 908-879-2911.