Building a High Performing Inside Sales Team: A Step-by-Step Guide to Stronger Brand Awareness, Increased Pipeline and Higher Sales
We speak with small and midsize businesses everyday. Two themes typically come out of these conversations. Small business and startups typically don't have the resources or knowledge to build great sales programs from scratch. Midsize companies may have the resources, but they aren't always aware of all the tools and structures available to establish the highest performing sales team.
Every one of these discussions typically leads to one of the following statements...
Building a high performing sales team is challenging. There are a lot of moving parts and it certainly requires skill and experience. And, every industry and business unit is a little different than the next.
But, there are a few fundamentals every company should have.
Step 1: Leadership and Strategy
Professor, pioneer of consultative selling and author of "SPIN Selling" Neil Rackham says that entrepreneurs are terrible salespeople for their own products or services (see video).
Why? He says that while entrepreneurs are enthusiastic and love what they do, selling isn't about who the seller is or even what the product does. It's about the customer and what their needs are.
We've talked with hundreds of entrepreneurs and small business leaders who are directly responsible for driving company revenue and we've found that many aren't equipped with the tools necessary to effectively drive revenue.
What do you think?
by Tom Mavrovic
Business Development, Hustler, Continuous Learner
Have you ever considered getting into sales? You’re good at meeting new people, have a knack for building relationships, and love a good challenge? Sure. Sales is the perfect fit. You already know everything that it involves, you’re good at it. Why not?
Well, I’ve thought that too. I knew everything, and I especially knew how to ask a question…..or so I thought.
I did everything right. It’s a numbers game. You call enough people, talk to enough decision makers, you’re bound to make a sale. They’re in the market for the service/product you provide, what else do they need? QUESTIONS. Well, yeah, but questions are easy. I ask somebody something every day!
Questions are a key role in sales, if not the most important part. But how hard can asking questions be? “I do that every day”, you might think to yourself. Well, it’s easy. Since of course you know everything.
I did. And it worked great….at first. I got the decision maker on the phone, asked a few easy/normal questions, got answers, but then what? Yeah, I was closing sales and getting some business, but I wanted more!
Questions are great, but are you asking the right questions? Are you asking questions to grow serious clients? And, are you reaching your full potential? There’s only one way to find out. Read, study, repeat; followed by, try, fail, and try again! Yes, certain questions may be asked on almost every call, but the key is to discover new ones that your prospect hasn’t been asked yet.
You need to make the prospect think. And this my friends, is one of the hardest, and most commonly missed steps.
Then things changed. I read a great book called “The Little Red Book of Selling” by Jeffrey Gitomer and it was almost like seeing daylight for the first time.
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