Improve your sales team's performance with our sales performance management for teams

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hi everybody my name is tracy and i'm the managing director of sales training international i want to talk to you today about 10 easy quick things that you can do to improve your and your team sales performance so tip number one is making sure that you have the right training programs and plans in place first of all let's start with our new entrance and new starters to our sales team make sure that they are fully trained on all of your products and services your internal processes your internal sales process and more importantly the generic sales skills that they are going to need whether that be prospecting lead generation face-to-face selling negotiation etc so that they're able to do their job properly and hit the ground running but don't forget your existing sales team just because they've been doing the job for a while doesn't mean that they don't need regular support and training things within the sales arena and sales field change exceptionally quickly and what was okay 12 months two years ago could well have changed by now so make sure you keep your existing sales team trained and up-to-date in terms of whether you do that internally or externally there's quite a lot you can probably cover internally i would say anything to do with your products and services which is probably better covered internally rather than externally also things like your internal customer journey in your sales process is probably covered better internally than externally but consider bringing in some external experts for the generic sales skills they will be completely up to date with what is happening within your market and within the sales arena and can bring another viewpoint to the training which i think is valuable as a salesperson the other thing i want to talk about is ongoing sales coaching once the training has happened it doesn't stop there as a sales manager you should be coaching your team on a regular basis that could mean listening into sales calls and then giving some feedback and some coaching after that it could be going on sales visits with your sales team and offering feedback and coaching at the end of that also it is important to link the coaching to the performance management so set up some coaching records set up some coaching logs make notes on what needs improving how they are progressing and tie that into their performance management it is really important to do ongoing regular coaching doesn't have to be official it doesn't have to be booked in for a particular time and day every month it can be ad hoc but it must be regular and if possible tied into the performance management the other thing i think is really important is finding a good crm and then using it now you can pay for a crm there are crm such as salesforce um you can use sales navigator they're great but there are some good free ones out there on the marketplace too the zoho is a very good option there's hubspot it doesn't really matter whether you go for a paid or a free one what matters is the quality of information that you put in it and the fact that you're keeping it up to date on a regular basis and using it day in day out if you've got a good crm system it's vital for your pipeline it's really important as well for existing customer client management it helps with marketing but as i've said it must be updated daily it's only as good as the information that goes into it the other thing i wanted to talk about is making sure your sales team are provided with quality data for leads so leads can come from the website they could come from perhaps a mail drop we use mailchimp for our mail drops and that has a very good analytics package with it so we can see who's clicked on what page who's clicked on what link how many times they've clicked on it how long they stayed on it this is a valuable information to give to the sales team sales navigator or at the very least linkedin premium is really important so the sales team have access to the information that they need you can buy in good data bases as long as you make sure they're clean before you use them obviously there's networking events so allow for your sales team to go to paid for good industry networking events trade shows are a great way to get good good quality leads as well and also other internal departments like your customer service department in your marketing department you know customer services are talking to clients all the time they can provide good quality leads with the data backed it up and also your marketing department whether they're doing mail drops or working on the website or running your social media they can be also giving your sales team really good quality leads with the data to support it there is no point in providing your sales team with lots of leads if you don't have good data to back it up to say this is where that lead came from it was positive engagement and therefore we think it's worth your time contacting them so if you're going to give your sales team leads make sure the quality leads and make sure the data that backs it up is relevant the other thing i think is really important is make sure everybody knows that when we're selling or when we're pitching or whether we're sending out a proposal we're looking at adding value to them so we're not pitching anymore it's all about looking at the benefits and not the features customers are not interested in the features of our our product or service our marketing team is we may be as a company but our customers are not the customers are only interested in the benefits with them what's in it for me how will this help me how will this change things for me so you need to remember it's all about them and not you it's also important i think to remember a little phrase give to get so whilst you're courting a new customer i like to send them information that might be useful to them so i may send them a link to a blog or something i've seen within their industry that may be helpful or some of our free resources and we have lots of free resources and material on our youtube channel and on our website and i might send them some of those that i think is helpful the more in contact you give so the more in contact you are with them and the more you give them which adds value to them the more chance you've got of making that sale so remember add value think about what benefits to them and that will really help you convert more sales client referrals are wonderful you can ask for referrals on linkedin you can ask for referrals online with an online tool like google reviews etc and you can call your clients and just say hey you know i'm trying to bid for a new um job here would you be happy to speak to somebody on on the phone as our on our behalf or you could perhaps ask your client if they're not happy to do that would you happily send me in an email so that i can use that if i'm working with other clients but online reviews linkedin reviews and clients who are willing to send you a reference on an email or clients who are willing to speak to other customers are absolutely invaluable they're goldust so get into the habit of asking your existing clients for these it will really help you convert more sales i think also having some ready to go testimonials is useful um so you could do these in writing or you could do them on video and they're really useful in terms of putting them on your website if you don't know what i mean have a look on our website and click on the tab for client testimonials and you can have a look at a few on there you can use them within a proposal and you can also use them for posts within your social media so having some ready to go video testimonials or written testimonials are super useful in those areas i think another important part is holding regular team meetings i like to have them weekly with the sales team it doesn't have to be in person it can be virtual but it's just a nice casual meeting so that we can encourage contribution and give people different tasks to complete so that encourages accountability you know people can throw ideas out no ideas are off the table and if if any ideas are implemented or they work then reward them you know the more your sales team feels like they are a part of the team and you know that their contribution matters the better it is for the whole team because you'll get more ideas more contribution and if they're owning that ideas if they're accountable for it you know the results are phenomenal but make sure you reward success i think another important thing is making sure your marketing and your sales team are working together we go into so many companies and the biggest issue is marketing and sales just don't talk to each other it's either in competition with each other and that actually they're absolutely not in competition with each other one of my favorite sayings is you know what without the sales team marketing wouldn't have a job but equally the sales team really need marketing to help and support them so you really need to understand what each other's role is what each of the departments do and also which which each other's goals are as well and communicate with each other you know tell marketing what's working well for you and what's not and you know get marketing to be telling you as a sales team what they need from you and perhaps set some joint goals so that you can work on some things together the more closely you work thanks for watching we hope this video has helped for more information please contact us or visit our website don't forget to hit subscribe for more upcoming training videos and linking the performance management to it and it's really important to have clear performance management and clear goals for salespeople i think what works well is having you know you have an annual target but i think it's really good to have monthly rewards they don't have to be monetary they can be various other things that are important to your sales team i don't want to tell you what's important to your sales team but if you can have monthly rewards i think people work month to month a whole lot better than they work year to year it is important though to still obviously have your annual rewards as well but rewards as a salesperson obviously it's important if it's monetary most sales people love commission but there are other things that sales people like as well so maybe have a chat with your sales team and find out outside of money outside of commission what else would motivate them how else can you reward them and maybe you can put some of those in place ad hoc alongside your performance management and run some monthly rewards sessions so i'm hoping those 10 tips will really help you as a sales manager as a sales team leader think about are we doing all of these within our sales team right now and if we're not doing all of these within our sales team right now how can we start to implement them thank you so much for watching this video i really appreciate it we have a lot of videos on our youtube channel so please subscribe to our youtube channel we have a lot of free information on our website over 200 pieces of free information on our website so go to our free information area on there and have a look at that we also have a great company page on linkedin too so thank you so much for your time and if you need any anything else you can pop a note in the comments and i will happily get back to you thanks for watching we hope this video has helped for more information please visit our website or contact us don't forget to subscribe for more upcoming training videos on our channel you