When it comes to sales organizations, some are killing it, while others flounder. What sets apart the studs from the duds? And what can your team do to stand out from the crowd? Why not copy what some of the great sales organizations are doing, such as…
Don’t be afraid to stretch quotas each year
Steve Martin of Harvard Business Review recently published a study based on 786 sales professionals which showed that “seventy-five percent of high-performing sales organizations raised 2014 annual quotas more than 10% over 2013 quotas.” However the same study revealed that “annual quotas remained the same or decreased for 65% of underperforming sales organizations.”
Are you upping the ante for your team or have your expectations remained stagnant? Don’t be afraid to stretch the quotas year after year. You’ll find your sales staff working harder as you require more of them.
Look beyond the paycheck for employee motivation
If you think a fat paycheck is all that matters to your sales force, get ready to watch your top performers head for the exits. In order to maintain a quality team, your company must provide certain motivating intangibles. In his Inc. article Four Lessons for Building an Effective Sales Team from Scratch, Matt Stuart writes…
“A purpose-driven mission, a strong company culture that emphasizes professional development, and a career path that provides opportunities for high-performance individuals to develop within the company can go a long way to motivating your growing sales team.”
Mission. Culture. Opportunities. Would your sales staff say that these are offered by your firm? If not, get to work on these non-financial motivators.
Find and keep team members who buy in
Marketing guru Seth Godin discusses the difference in accepting a mission and making something your mission in his blog post I made it my mission…
“These are the people you want to hire, the people who will become linchpins, the people who will change your organization for the better. Not people who merely accept a mission, or grudgingly grind through a mission, but people who voluntarily choose to make something important their mission.”
As an example, he links to this post by an employee who has made it his mission to solve a particular problem in his field. As you interview and evaluate your current sales force, try to identify the make-it-my-mission types and do all you can to bring them on or keep them around for the long haul.
Great sales organizations do more than just sell well. Contact us to find out how we can help your firm implement these characteristics of great sales organizations.