If there’s one group within your organization that needs constant encouragement and support, it’s your sales team. They put themselves out there every day for the organization and need to know that you have their backs. But are you doing enough to empower them on a daily basis?
3 Tips for Empowering Your Sales Team
Can you name a company that’s experienced sustained success without excelling at sales?
Sales is critically important to the success of any business and a failure to recognize the significance in fostering an environment where salespeople are fully engaged is a serious misstep that will almost certainly be accompanied by negative outcomes.
Most organizations do a decent job of setting their sales teams up for success, but decent doesn’t typically cut it. In highly competitive industries where the difference between scaling up and shutting down isn’t always easily discernable, your sales team has to be stellar. They have to feel engaged and supported in order to succeed. The only question is, are you doing what it takes to empower them?
Empowering your employees is a challenge, but it doesn’t need to feel impossible. Here are a few practical tips that will allow you to come alongside your sales team and propel them – and ultimately your business – towards success.
1. Invest in Cloud-Based Communications
By now, most organizations have discovered the value in using cloud sales tools. They allow salespeople to do their jobs effectively without being tethered to a desk, office, or specific device. But are you maximizing the value of your cloud tools?
'The most innovative organizations have discovered time and time again that cloud tools become even more useful when integrated with cloud-based communications, allowing not just easy access to documents, presentations, and spreadsheets, but also detailed context so salespeople can quickly find the right information at the right time,' explains Catherine Brown of Dialpad.
When a salesperson is able to find exactly what they’re looking for at the very moment they need it, suddenly they’re free to do their job without worrying about minor administrative tasks. It opens them up to focus on what they do best: selling.
So if you aren’t invested in a fully integrated cloud-based system that accounts for powerful communications, now’s the time to equip your team with the resources they need to succeed in this modern sales environment.
2. Promote Flexible Work Schedules
Every person is different, which means productivity fluctuates throughout the day. Some people do their best work early in the morning, while others hit their stride late at night. If you’re requiring everyone to work the same schedule with identical hours, you probably aren’t getting the most out of your sales team.
One thing you can do is promote flexible work schedules. Give your sales team some options in terms of when and where they work. Suddenly, employees won’t feel like indentured servants. They’ll feel like they have some say over their daily routine and can tailor it to best satisfy their goals.
While you have to be careful offering lenient scheduling in most departments, you can typically get away with it when it comes to salespeople. Since most of their salary is based on commission, slacking isn’t something you’ll have to worry much about.
3. Provide Adequate Training
When was the last time you invested in quality training for your sales team? We’re not talking about basic training that your company requires on an annual basis – but high quality, useful training that leads to direct improvements in performance. In addition to empowering your team, adequate training improves your company’s ability to retain top talent.
'Your top sales performers are looking for growth. Growth not only in their income, but also in their personal and professional development,' says Matt Chollet of The List. 'By continuing their education, you’re ensuring that they grow not only in their abilities as a sales person, but also expanding their opportunities to grow within the company as well.'
But even more than that, an investment in training subconsciously tells your salespeople that you care about sharpening their skillsets and giving them the tools they need to be successful. As a result, they’re willing and able to step up to the plate when you need them.
Invest in Your Sales Team
How much time and effort are you pouring into your sales team? While there are other important components of your business, sales is arguably the most significant within the context of growth. The amount of energy you allocate towards enabling and empowering your sales team speaks to the level of commitment you have.
Not sure where to start? The tips and techniques highlighted in this article will get you pointed in the right direction. It won’t be easy, but fully empowering your sales team is the smartest investment you’ll make all year.