Developing A Structured Sales Process & Motivating Your Sales Team
There are two essential considerations that should be used in conjunction with each other to get the best results. The first is to motivate your sales team and the second is to develop a structured sales process.
Developing A Structured Sales Process
In a recent study by the Objective Management Group it was found that in a survey of over 500,000 sales professionals across all types of industries, only about 9% reported following a structured sales process. That means that approximately 91% of sales professionals did not have an established process for making a sale or, if there was a structured sales process, the salesperson chose not to use the process.
Having a set of steps, or a structured sales process, is one of the top two factors used by top performing sales teams. The other is lead generation, which is largely a factor of personal confidence, motivation and networking ability of the sales professionals on the team. However, even with great lead generation, if there is no formal way to work with the customer throughout the sale to the close then your bottom line does not improve.
We develop structured sales processes using a step by step method that is easy to remember, intuitive to use and that is customized to the products and services your staff is selling.
Getting started with the process doesn’t need to be complicated, but it will take a collaborative effort within the sales department to fine tune the steps and to determine points of data collection and analysis.
Motivating Your Sales Team
In 2014, TINYpulse Employee Engagement and Organizational Culture Report found that over 200,000 sales professionals in 500 companies around the world ranked money or cash benefits seventh at providing motivation to improve their work effort.
The areas that ranked higher in the survey included peer recognition, camaraderie, feeling encouraged, being recognized and having an intrinsic desire to go a good job. Consider working with a structured sales process coach or a one-on-one sales coach . With all of these issues more motivating than cash benefits, we develop programs for your sales staff that encourage and support this type of positive workplace culture.
Key Motivating Factors Used By The Sales Coaching Institute:
- Setting Goals
- Using Past Performance Metrics
- Providing Recognition For Work Effort & Goals
- Structured Sales Process Coaching & Training – (BONUS MATERIAL **the importance of understanding the sales process blog & video)
- Personalized Incentives
- Providing Clear Direction – Related Content: EFFECTIVE COMPANY & EMPLOYEE GOAL ALIGNMENT STRATEGIES
- Providing Opportunities For Growth & Development
- Provide Purpose – Learn How a Purpose Driven Culture Improves Motivation
Creating an incentive program that allows everyone to have the opportunity to achieve goals, feel like an important part of the team, and be encouraged to continue to improve. It is critical to recognize personal goals and milestones and not just end results. Failure is a stepping stone to success and effort is measured by how much you sacrifice to achieve your goals. The Sales Coaching Institute focuses on goals, not deadlines.
Related Article: Leadership 101: How To Motivate Employees With Style & Grace
Motivation & The Sales Process
Improving motivation on an intrinsic and extrinsic level and developing a structured sales process will increase sales and profits in any business.
We create sales processes that are structured and used consistently through the organization creates a cohesive and uniformly operating sales team, a key motivator for sales staff retention and performance. Core competency is developed throughout the sales team, motivating individuals as they see their ability to close sales improve.
We provide proactive mentoring and coaching as needed. It allows for the individual recognition of employees who are exceeding past performance in a way that also provides internal motivation.
The Sales Coaching Institute personalizes our motivational programs for each sales team and individual. By having a sales process in place and setting those personal goals based on unique motivators your company will see an increase in profits.
We continue to refine and enhance both the corporate motivation programs as well as the sales process to support the sales team and build a positive corporate culture. This is an ongoing process and one that will assist in top sales employee retention, greater ability to promote from within the sales team to sales management roles and a workplace with a more collaborative and team-based approach to measuring success and meeting and exceeding goals and sales expectations.
Overview of The Sales Process
- Prospecting and territory management
- Opening the sales call
- Listening and questioning
- Presenting solutions
- Overcoming objections and closing
- Cultivating the relationship