Are you thinking about creating a sales team? Maybe you’ve been relying on in-house salespeople and are ready to expand, or you’re starting from scratch. Either way, there’re a few critical things to know before you start. These determine whether you’ll end up with a productive, successful team or not. It also may affect the bottom line, company reputation, and brand penetration. Read on to learn more.
Should You Set Sales Quotas?
First things first- what are sales quotas? They’re the minimum amount of revenue or products your team is expected to bring in each month. Should you have them? Do they work? Can they affect the team’s performance?
Understand that no one likes working under pressure. The entire team will be de-motivated if it feels like it’s not meeting the sales quotas. It leads to a high turnover rate and, consequently, more costs for you.
On the other hand, if quotas are set too low, your team will become complacent and might not reach their true potential. The best way to find a happy medium is to focus on developing the customer experience. Improve customer satisfaction and have goals that are specific, measurable, attainable, relevant, and time-bound (SMART).
Who Should You Have on The Team?
Who you bring on board significantly contributes to the team’s success or failure. A good mix of skills, personalities, and experience is essential for a productive sales team. Look for individuals who are:
- Experienced in sales: they know the ropes and can close deals quickly
- Motivated by challenges: they’re always looking for ways to improve and reach the next level
- Persistent: they don’t give up easily and are always finding new ways to reach customers
- Coachable: they’re willing to learn new things and take direction well
- Comfortable working in a team: they understand that it takes a village to succeed
Should You Hire a Sales Manager?
The answer to this question depends on your team’s size and budget. Hiring a sales manager might not be necessary if you have a small group. The unit can report directly to you. However, if you have a large team or want to expand, a sales manager can help with the following:
Training and Development
The manager can create a training program that covers everything from the basics ( cold-calling, product knowledge) to more specific skills ( objection handling, advanced closing techniques). The goal is to ensure that everyone on the team is on the same page and has the necessary skills to succeed.
Coaching and Motivation
Your sales manager is responsible for keeping the team motivated. They’ll do this by setting goals, providing feedback, and offering recognition. A good sales manager will also be a coach, helping the team members improve their skills and reach their potential.
Should You Offer Incentives
Incentives are a great way to keep your team motivated and focused. They can also help you hit your sales targets. However, designing an incentive program that aligns with your company’s goals is important. Otherwise, you could spend much without seeing any return on investment.
Getting It Right Pays Off
There’s a lot to consider when setting up a sales team. However, getting it right will pay off in the long run, as a well-functioning sales team is a huge asset to your business. Consult professionals, understand your industry demands, and don’t be afraid to spend some money on attracting and retaining the right candidates.
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