When you first started your small business, you likely had only one sales team member, if that. Maybe you were the sales team? However, as your business continues to expand, you cannot overlook developing your sales team. A sales team is the life force of your business. No matter how great your product is you won’t see sales conversions without a well-seasoned and killer sales team.
So where do you start? Today we’d like to share a few of our tips for how you can easily construct a rock-star sales team for your small business.
1. Closely Evaluate Each Hire
You may be quick to build your sales team, but be cautious of hiring too many individuals at once. It’s important to meticulously examine each job candidate. Here are a few qualifications that you’ll want to look for when building your sales team.
- Handles rejection well
- Easily motivated with rewards
2. Make Them Learn the Ropes
For a sales team to actually make conversions and bring profit to your small business, you’ll need to make sure they are well educated. Your sales team needs to be knowledgeable of not only your products/services, but also knowledgeable of your competitors, and the technology (ex. salesforce.com) that they’ll be using on a daily basis. This may include conducting regular training sessions and providing documents outlining the values, needs, wants, or concerns of your customers and how to properly speak to them.
3. Motive Them
Good sales people are often motivated with some kind of compensation. Typically this is in monetary form. However, you don’t always need to compensate your sales team with a bonus or increase in salary. Instead, try to think of alternative methods. For example, maybe you can provide an award each month or give extra time off when a sale is closed. Whatever you decide; be sure to clearly outline the details before the individual starts.
4. Promote a Sales Manager
As you build your team, you’ll quickly be unable to manage it effectively. At this point, it’s imperative to promote someone as an overseer. Instead of taking up time with sales calls and meeting with potential customers, the sales manager can devote time to strictly managing. Of course, he or she should still be well versed in making sales and communicating with customers, but it is his or her primary job to develop sales strategies and plans.
Your small business may just be that, small. But as it continues to grow, you must remember to grow your sales team with it. If you don’t focus on hiring the right sales people and continuing to strengthen the team, your sales will soon be heading in the wrong direction.
Are you currently growing your sales team? Or have you had recent success in making sales? What tips do you have for constructing a solid sales team?