Here’s an important question for sales leaders: How do you convey the level of success of one team in your organization…so that Each Could you find another way on the sales side to deliver on the same level?
And here’s another big question: How can you increase the odds that the salespeople you just hired will rise to the level of producing your best performing employees?
Each of these big questions guides you towards the challenge of sizing. While this is a complex topic that someone could write a book about (actually, think about it, someone has), there are a few simple steps you can take now to expand your team’s performance. take a look.
The first step: Consolidation of the sales process.
Is your sales process in writing? Is it a frequent reference point? Does everyone on the team know what the process looks like? Specifically, does everyone know what all the basic criteria they are responsible for – such as securing a scheduled next step, or discussing a budget before giving a presentation? In our experience, teams that have difficulty scaling also struggle to standardize the sales process. This does not mean that you are shackled to your team. This means that you break down the most important non-negotiable steps, and support people as they learn to drive on the right side of guardrails.
The second step: Create and publish a list of the top 10 behaviors that all team members should implement.
These are measurable behaviors that need to be done consistently on a daily, weekly, and monthly basis. These behaviors must be performed with an unconditional commitment. During training sessions, your employees should understand and accept the importance of turning these behaviors into specific, measurable goals. Goals without plans are daydreams! If you do not have such a list yet, here is one that you can modify.
1. Lead generation: Prospecting, the first behavior that moves others.
2. Building relationships: Establishing a strong and open relationship based on trust.
3. Eligible Opportunity: Determine a reason to do business.
4. Presentation: Providing solutions to the potential client’s problems.
5. Customer Service: Achieving superior customer satisfaction.
6. Account Management: Maximizing business in every account.
7. Development of the region: building a strategy for the development of the region.
8. Building a Cookbook for Success: Develop a personal behavior plan that supports productive sales activity.
9. Continuing Education: Developing continuous product, market and sales knowledge.
10. Executing the sales process: Mastering the work of the decision makers leaders through the steps taken by the sales team.
The third step: Identify the top 5 key performance indicators (KPIs) to measure success.
Put this on the list of behaviors. When you have one-on-one training sessions with your employees, you want to be able to sit down with them and discuss countable Results that relate to the five most important KPIs that you both monitor. Read from the same music sheet! Evaluate the metrics so you can know for sure where you’re hitting the mark – and where you’re off track and need some support.
Invest some time in this day. Take these three steps. They are the first and most important steps to building and supporting a scalable sales team.
Learn more about building a scalable sales team at This is a free course.