Do you have a sales team that is underperforming? Then you need to know the most effective ways to increase their sales. And one or more of the following five suggestions could help you.
1. Conduct a Detailed Assessment of Your Situation
You have to be open to admitting your areas for improvement, and you must be open to the process that identifies those areas. Even if that process points to your own weaknesses. And the process should include improvements that relate to you. You must always remember sales success is a team effort.
Ask your sales team for their input. Make sure you encourage them to be open with you and all of their supervisors. Be certain you speak with as many of your current customers, too. They could have great insight as to why your sales team is underperforming. You shouldn’t rush this process. But you should know once it is completed, you can quickly see results.
2. Schedule in Plenty of Coaching Opportunities
It will be tough to boost your team’s sales if you do not work with them and regularly coach them. You should not ever think coaching isn’t needed. It should be part of your regular routine. Make sure you schedule in plenty of it.
Utilize your other supervisors in the coaching process. Work on refining sales scripts. Make sure to try and increase everyone’s product knowledge. And also make sure everyone’s pipelines are being reviewed with a realistic interpretation of their current and prospective customers.
3. Improve Your Advertising and Marketing Efforts
Advertising and marketing improvements do not have to cost you an arm and a leg. In fact, you can make use of some pretty cool technologies for free in your efforts. Consider, for example, social media and how many free advertising and marketing opportunities you have there. Is your sales team maximizing social media? And are your social media and website integrated? What about any mobile apps your team uses? Are you making use of those apps with advertising and marketing? And are those apps integrated along with your social media and website?
Your business should be certain to make use of graphics, photos, and videos in your advertising and marketing. You also need to work on your search engine optimization (SE0). Pay attention to online reviews of your company and interact with your reviewers. And don’t forget word of mouth marketing is your most effective marketing strategy. Make sure you and your employees attend as many networking opportunities as possible.
4. Strengthen Your Information Technology (IT) Capacity
Improvements to IT become available to sales organizations all of the time, and you need to make sure you are making the most of your IT capacity. You cannot allow poor technology efficiency on your end to impact your team’s ability to sell. You need to be certain they can utilize their sales platform without bandwidth shutdowns. Even the smallest delay in accessing or sending information can kill a sale. You also need them to have the best possible tech products that will help them excel at their work.
If you have team members who use remote technologies working in different time zones, this is even more important for you. You cannot afford to have employees on the road without the tech capacity they need to perform their work. Make sure you update all IT platforms and products.
5. Insist on a Data-Driven Approach for Your Team
Data tells you a story. And it is a story with an ending you should be able to predict. Without a clear understanding of your data, then you will not be able to boost your team’s sales.
You might want to consider some new sales enablement tools that could help your team. Not only can these tools help you with sales, but they also help with your marketing efforts tied to your sales process. Plus, you have some outside experts on top of your data, and they help you plan and pinpoint any changes you and your sales team should be making.
Five Effective Strategies
Each of the strategies above is a tried and true approach to boosting sales. You can see an immediate impact. And you can see long-term improvements, too.