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Sandler Training | Phoenix, AZ

Building A Better Sales Team

Rule number 21. Empower your people to succeed without you. Coaching creates wisdom. Now think about that for a second. Coaching is one of the four hats of leadership and you're going to spend anywhere from 20 to 30 percent of your time as a coach.

As a manager or leader, you are tasked with many responsibilities. You must strive for success for each member of your team, for your company, and of course, for your clients. This balancing act can become overwhelming if you don’t properly prioritize your objectives and navigate the obstacles that combat effectiveness. Here are four key points to keep in mind in your quest for optimal efficiency.

You and your team worked hard to land a new account and the prospect went with someone else. What now? If you’re at a loss for what to do next, below are five actionable items that you can implement with your team.

Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively.  To empower your employees to do this, there are three major areas of focus to consider: Tracking and AnalysisTechnique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.

In 1963, psychologist Bruce Tuckman termed the four primary stages of team development as; forming, storming, norming, and performing. Tuckman deemed that these phases must be traversed naturally for a team to grow, find solutions, plan work, and deliver results. While a lot has changed in the world of business and team building over the past 50 years, Tuckman’s model for group development has continued to ring true. To illustrate and modernize the motivation behind each phase, let’s examine both inspiring and unimpressive examples of each as we work our way through Tuckman’s ideology.

Successful sales managers know that an environment of fear and pessimism never allows for their team’s best performance. Your attitude as a leader, mentor, coach, trainer and sales manager will greatly influence the results of your team. Salespeople who are empowered, motivated and encouraged to pursue opportunity and abundance will find ways to succeed where others never will.

The road to a successful sales career is filled with disappointments, rejection and uncertainty. If all you have is the willingness to put up with those things then you’re 99.99% of the way there. So, what attributes does a person need to have to be successful? Here are the top 3 that I recommend you look for when interviewing someone for your business.

Sales meetings can help you win more business, but if not handled well they can cost you time in front of prospects. 

They say that time heals all wounds, but in the sales industry, time kills all deals. To keep leads warm, especially during notoriously cool selling months, sales managers need to create a smooth handoff between the marketing and sales teams. Use these tips to keep leads warm and close the sale more easily.

What does a company need to be successful? Many people would say investors and a solid business plan, but in addition to these important factors, a company needs effective managers.  If your company suffers from lackluster sales, take a look at the management behind the team. You may discover that effective management makes all the difference for a successful sales force. Here are a few reasons why solid management is absolutely crucial to sustaining a great sales team

Think you have got the perfect sales team? No matter how successful your group, every team has room for improvement. Whether your team falls flat in a specific area or they lack motivation, putting the time into improving faults helps create a more cohesive, successful sales force. Work together and follow these 5 simple rules to build a strong, effective, and eventually more profitable sales team.