Working as a collective should brings results beyond the reach of an individual but if a team is not managed efficiently success can all too often be measured by individuals – not the team. While standard operating procedures are commonly used across businesses to set out best practice, this is often not the case when it comes to sales.
The problem is that different techniques yield different results – leading to the scenario where a top heavy sales team can see 20 per cent of the team generating 80 per cent of the revenue.
This imbalance is not inevitable but the result of an ethos that allows individuals to rely on methods that perhaps fall short of expectations. The answer lies in strong leadership.
Improving sales growth as a team
A team is a team for a reason – together individuals can deliver much greater results. To maximise the potential of all the individuals within that team sales managers need to learn how to lead effectively.
By adopting tried and tested methods of sales leadership managers can change the behaviours - and results - of sales teams. Working as a collective and using techniques that have been shown to bring success will see greater results across the board – not just in that top 20 per cent.
After all being too reliant on a small number of employees is poor practice – what would be the result if you were to lose one of these high-performing sales employees?
Rather than leave sales results to chance find out how to excel at sales leadership with Sandler Training.
Be a better sales leader
This online programme shares tips and techniques to help sales leaders get the most from their teams by:
- Effective recruitment and onboarding
- Efficient communication
- Learning to lead not just manage
Getting it right from the start makes a world of difference when it comes to introducing new employees to a sales team.
Set a pattern for behaviour and expectation from day one that will become the norm.
If there is a better way of getting results it is your job as a sales leader to make sure your sales team understands that – and can use that technique to deliver increased sales growth.
Find out how to help your sales team thrive using The Sandler Rules for Sales Leaders.
If you are looking to improve the performance of your sales team get in touch with Sandler Training today to find out how we can help.