Recently I conducted a webinar with the AA-ISP about how top teams keep finding gold regardless if their leads are hot or cold. You can listen to the full recording of the webinar here. While I went into a lot of detail on what creates a top sales team, there are three best practices you can start with today:
The first best practice is coaching the fundamentals of sales success. While there are many different sales methodologies out there to choose from, they all rely on sales representatives having those fundamentals nailed down. You know them as punctuality, preparedness, politeness, and persistence.
Those four fundamentals are key to any sales representative being successful. They have to show up to the meetings on time, be prepared to discuss what is on the agenda, politely create tension to get the prospect thinking and be persistent in making the prospect’s needs are met. While you may think the latter is a form of character, and it is, persistence is not an inherent trait; persistence is trained.
The second best practice you can do start right now is building a culture of success. As discussed in the webinar, top performing sales teams have a culture of celebrating wins. From closed deals to overcoming difficult objections, top teams celebrate them publicly to help drive home what their standards are for success and set expectations.
So go out to your sales floor right now and give a spot award to someone demonstrating the behaviors you want the rest of the team to follow. The award cannot just be a verbal appreciation; it has to have substance to it like cash, a gift card or a plaque on the wall. A funny thing happens when you catch someone being successful and reward them publicly: the rest of the team starts to adopt those successful behaviors.
The third best practice you can do right away is audit the tools you have for your team. Be brutally honest in your review of the sales tools you have. If they do not automate rote-boring steps that eat up selling time, toss them. If they do not help your team increase connections with your prospects, get a match and light them up. If they do not help you or your team sell, then stop being their customer right now!
These three best practices are just a start to making your team a top team. If you would like to learn more, then click on the replay of the AA-ISP webinar and learn the other best practices you can start putting into action today!
I’d be happy to hear any of your top tips for Sales success in the comments!
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