{"id":81887,"date":"2020-10-05T09:30:02","date_gmt":"2020-10-05T06:30:02","guid":{"rendered":"https:\/\/en.buradabiliyorum.com\/5-easy-ways-you-can-push-your-sales-team-to-do-better\/"},"modified":"2020-10-05T09:30:02","modified_gmt":"2020-10-05T06:30:02","slug":"5-easy-ways-you-can-push-your-sales-team-to-do-better","status":"publish","type":"post","link":"https:\/\/buradabiliyorum.com\/en\/5-easy-ways-you-can-push-your-sales-team-to-do-better\/","title":{"rendered":"#5 easy ways you can push your sales team to do better"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_85 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<label for=\"ez-toc-cssicon-toggle-item-6a3ab610c03e2\" class=\"ez-toc-cssicon-toggle-label\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #dd3333;color:#dd3333\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #dd3333;color:#dd3333\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/label><input type=\"checkbox\"  id=\"ez-toc-cssicon-toggle-item-6a3ab610c03e2\" checked aria-label=\"Toggle\" \/><nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/buradabiliyorum.com\/en\/5-easy-ways-you-can-push-your-sales-team-to-do-better\/#Hire_coachable_sales_reps\" >Hire coachable sales reps<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/buradabiliyorum.com\/en\/5-easy-ways-you-can-push-your-sales-team-to-do-better\/#Set_goals_that_are_high_but_attainable\" >Set goals that are high but attainable<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/buradabiliyorum.com\/en\/5-easy-ways-you-can-push-your-sales-team-to-do-better\/#Automate_the_right_kind_of_tasks\" >Automate the right kind of tasks\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/buradabiliyorum.com\/en\/5-easy-ways-you-can-push-your-sales-team-to-do-better\/#Recognize_your_teams_differences\" >Recognize your team\u2019s differences\u00a0<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/buradabiliyorum.com\/en\/5-easy-ways-you-can-push-your-sales-team-to-do-better\/#Have_your_sales_and_marketing_team_in_tight_cooperation\" >Have your sales and marketing team in tight cooperation\u00a0<\/a><\/li><\/ul><\/nav><\/div>\n<p>&#8220;<strong>#5 easy ways you can push your sales team to do better<\/strong>&#8221;<br \/>\n<img decoding=\"async\" src=\"https:\/\/cdn0.tnwcdn.com\/wp-content\/blogs.dir\/1\/files\/2020\/10\/sales-team-gq-796x417.png\" \/><\/p>\n<div>\n                                <i><span style=\"font-weight: 400;\">This <a rel=\"nofollow noopener noreferrer\" target=\"_blank\" href=\"https:\/\/builtin.com\/people-management\/five-management-strategies-drive-sales\">article<\/a> was originally published by <\/span><\/i><a rel=\"nofollow noopener noreferrer\" target=\"_blank\" href=\"https:\/\/builtin.com\/expert-contributors\"><i><span style=\"font-weight: 400;\">Built In<\/span><\/i><\/a><i><span style=\"font-weight: 400;\">.<\/span><\/i><\/p>\n<p dir=\"ltr\"><span>If there is one department that is traditionally pushed to its very limits, it\u2019s sales. No matter how well a company may be doing, you can always close more deals and get better numbers. One of the best ways to get more sales and better performance from your sales team is to find better ways to manage it. Here\u2019s how you can do just that.<\/span><\/p>\n<h2 dir=\"ltr\"><span class=\"ez-toc-section\" id=\"Hire_coachable_sales_reps\"><\/span>Hire coachable sales reps<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p dir=\"ltr\"><span>When you hire for sales roles, choosing the right person can be incredibly challenging. Naturally, you\u2019ll gravitate toward\u00a0hiring candidates with the best demonstrated past results, but those folks are not always the best hires. Although you want to hire great performers, hiring people who are coachable and willing to learn and adapt is even more important. Otherwise, you may be stuck with reps who will only do things in their own way.<\/span><\/p>\n<p dir=\"ltr\"><span>According to\u00a0<a rel=\"nofollow noopener noreferrer\" target=\"_blank\" href=\"https:\/\/www.recruiter.com\/i\/6-ways-to-identify-your-most-coachable-candidates-and-employees\/\">Recruitment.com<\/a>, there are six tell-tale signs that a job candidate is coachable:<\/span><\/p>\n<ul>\n<li>\n<span>Desire to become better at what they do<\/span>.<\/li>\n<li>\n<span>Faith in themselves and the product or service being sold<\/span>.<\/li>\n<li>\n<span>Commitment to doing the best job possible<\/span>.<\/li>\n<li><span>Self-awareness, including understanding their strengths and weaknesses and identifying areas for improvement.<\/span><\/li>\n<li>\n<span>Willingness to learn, both from formal sources such as courses and books, as well as from feedback by managers, colleagues, and customers<\/span>.<\/li>\n<li><span>Openness to hearing feedback from their managers and customers.<\/span><\/li>\n<\/ul>\n<p><span>In essence, a coachable sales rep is one who recognizes their strengths but is still open to learning and adopting new ways to improve their performance.<\/span><\/p>\n<p dir=\"ltr\"><span>To this end, watch out for these two major things. First, pay attention to their feedback when you\u2019re presenting a novel idea. Ideally, you want someone who\u2019s curious and finds new ideas to be exciting opportunities to do their job more effectively instead of discarding them right off the bat.<\/span><\/p>\n<p dir=\"ltr\"><span>Second, watch for behavioral changes after suggesting a new way to get work done. Watch their face to see whether they\u2019re trying to stifle a grimace or willingly accepting your instructions. Also, focus on their\u00a0<a rel=\"nofollow noopener noreferrer\" target=\"_blank\" href=\"https:\/\/www.forbes.com\/sites\/carolkinseygoman\/2018\/08\/26\/5-ways-body-language-impacts-leadership-results\/#32ab6443536a\">body language<\/a>: posture, gestures, eye contact and other physical behaviors. They should <a href=\"https:\/\/buradabiliyorum.com\/en\/category\/download-scripts-themes-apps\/\" data-internallinksmanager029f6b8e52c=\"9\" title=\"Download Scripts &amp; Themes &amp; Apps\" target=\"_blank\" rel=\"noopener\">app<\/a>ear calm and ready to act instead of visibly resisting your advice. By paying careful attention to these behaviors, you can ensure you\u2019re getting sales reps who will roll with the punches as your organization grows and changes.<\/span><\/p>\n<h2 dir=\"ltr\"><span class=\"ez-toc-section\" id=\"Set_goals_that_are_high_but_attainable\"><\/span>Set goals that are high but attainable<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p dir=\"ltr\"><span>The best way to push your sales team further is to set the right kind of goals. For example, if they usually do 50 sales per month, set your monthly goal to 65. That way, you\u2019re setting a goal that is higher than their current performance, but, at the same time, manageable under the right conditions.<\/span><\/p>\n<p dir=\"ltr\"><span>You\u2019ve probably heard that\u00a0<a rel=\"nofollow noopener noreferrer\" target=\"_blank\" href=\"https:\/\/mailshake.com\/blog\/sales-goals\/\">sales goals<\/a>\u00a0should be SMART, which is an acronym meaning Specific, Measurable, Achievable, Relevant, and Time-bound.\u00a0I want to focus on the\u00a0<em>A<\/em>\u00a0in that acronym because setting attainable goals can often prove to be a challenge. How do you know what an attainable goal looks like?<\/span><\/p>\n<p dir=\"ltr\"><span>First, determine your past performance. Even if you\u2019ve been in business for just a year, that\u2019s 12 months that you can base your predictions on. See how much your team has been selling, how well you\u2019re retaining your current\u00a0customers, and think about what you can reliably predict for the future. If you experienced stable growth, you can usually make good predictions for the future.<\/span><\/p>\n<p dir=\"ltr\"><span>If you look at your historic data and you see 5 percent annual growth in sales, it would be unreasonable\u00a0to expect\u00a020 percent growth in the present year. Keep in mind here that\u00a0you shouldn\u2019t focus as much on annual targets. As the recent coronavirus pandemic has shown, wild fluctuations can occur within one year, so stick to monthly goals instead. These allow for more flexibility on your part.<\/span><\/p>\n<p dir=\"ltr\"><span>Second, assess your current sales team. If a small number of your reps are missing their current targets, the problem likely lies with the reps. If most of your sales team is missing their goals, however, the problem is unrealistic goals. If your sales team is consistently struggling to meet your current goals across the board, you\u2019re probably expecting an unreasonable return. If so, there is no point in setting them even higher because the team will continue to miss them.<\/span><\/p>\n<p dir=\"ltr\"><span>If you\u2019re struggling with missed sales goals, you have a couple of options. You may consider replacing some of the sales team after evaluating their performance. If everyone is at the top of their <a href=\"https:\/\/buradabiliyorum.com\/en\/category\/game\/\" data-internallinksmanager029f6b8e52c=\"7\" title=\"Game\" target=\"_blank\" rel=\"noopener\">game<\/a>, though, you might hire new people to meet sales targets, provided that your cashflow allows it. Your overall objective here is to make sure that you\u2019re setting reasonable but ambitious goals for your team and putting them in a position to succeed. You don\u2019t want to reward a rep who consistently misses reasonable goals, but you also don\u2019t want to overwork your team, leading to burnout and high turnover.<\/span><\/p>\n<p dir=\"ltr\"><span>Another crucial aspect of setting goals is gauging current demand. Evaluate whether the market has a need for your product before setting any goals. For example, due to the coronavirus pandemic, there is an increased demand for remote working tools and e-commerce products. Always factor in current market trends to make sure you\u2019re setting good sales targets.<\/span><\/p>\n<h2 dir=\"ltr\"><span class=\"ez-toc-section\" id=\"Automate_the_right_kind_of_tasks\"><\/span><span>Automate the right kind of tasks\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p dir=\"ltr\"><span>In today\u2019s world of sales, automation really is a wonderful thing. Almost every sales task can be automated, from\u00a0<a rel=\"nofollow noopener noreferrer\" target=\"_blank\" href=\"https:\/\/wiza.co\/blog\/30-cold-email-tips-to-increase-responses-roi\/\">cold outreach<\/a>\u00a0to getting your contracts signed. The problem is, some aspects of sales really need a human touch, and it\u2019s up to you to find out where an app or other digital tool can\u2019t do the job of an experienced sales professional.<\/span><\/p>\n<p dir=\"ltr\"><span>To figure out what parts of your process to automate, the first thing you should do is ask your reps to figure out what takes up\u00a0the most of their time. One effective way to do this\u00a0is to simply have your team measure how much time each part of their job takes\u00a0to see which tasks are draining it the most. For example, you may find that you\u2019re losing a lot of time by entering data, which means that you need a new and better CRM. So, what you choose to automate will depend completely on your individual business and sales processes.<\/span><\/p>\n<p dir=\"ltr\"><span>The second step is actually tracking the\u00a0time, which may seem complex at first, though it\u2019s actually pretty straightforward. Using a time tracking app, your sales team should log the time they spend on different tasks for a certain time period, say, for example, one month. After that month is up, you\u2019ll see trends in terms of tasks that take up too much of the team\u2019s time but bring little to no return on investment. These should be either automated or delegated.<\/span><\/p>\n<p dir=\"ltr\"><span>You should follow some <a href=\"https:\/\/buradabiliyorum.com\/en\/category\/general\/\" data-internallinksmanager029f6b8e52c=\"3\" title=\"General\" target=\"_blank\" rel=\"noopener\">general<\/a> rules on\u00a0<a rel=\"nofollow noopener noreferrer\" target=\"_blank\" href=\"https:\/\/www.pipedrive.com\/en\/blog\/automate-sales-tasks\">what not to automate<\/a>, however. For example, sales calls, demos, and customer support issues should all be handled by a real human. A sales or customer support professional should handle everything that involves interaction with your customers rather than a bot or a script.<\/span><\/p>\n<h2 dir=\"ltr\"><span class=\"ez-toc-section\" id=\"Recognize_your_teams_differences\"><\/span><span>Recognize your team\u2019s differences\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p dir=\"ltr\"><span>Although every sales professional has the ultimate goal of selling the company\u2019s product, not all of them do it in the same way. Due to differences in their character, learning styles, and coaching preferences, they\u2019ll find a host of different ways to do the same job. Recognize these differences instead of forcing all of your sales team into the same mold.<\/span><\/p>\n<p dir=\"ltr\"><span>For example, one of your sales team members might be able to do amazing things through email, whereas another one is a great closer on the phone. Moreover, some will perform great under pressure with tight deadlines and high sales goals, but\u00a0others may need room to breathe to do their best work. Although you should have the same goals across your team, make sure that you account for individual differences when assessing their performance.<\/span><\/p>\n<p dir=\"ltr\"><span>Although you may have a certain way of doing things, it\u2019s far better to give your reps freedom in choosing the way they get their results. They will feel appreciated and your sales numbers will look great, making it a win-win situation.<\/span><\/p>\n<h2 dir=\"ltr\"><span class=\"ez-toc-section\" id=\"Have_your_sales_and_marketing_team_in_tight_cooperation\"><\/span><span>Have your sales and marketing team in tight cooperation\u00a0<\/span><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p dir=\"ltr\"><span>If your sales team is missing their KPIs, one of the major reasons could be that they are completely unaligned with the marketing team. Make sure that the two departments often have meetings together so that they are informed about each other\u2019s activities.<\/span><\/p>\n<p dir=\"ltr\"><span>Although having frequent all-team meetings with both sales and marketing can be impractical, make sure to have at least one monthly meeting where both teams are present. Another neat way to bring them together is to create a joint email address where sales and marketing teams can get the same materials. You should\u00a0also make sure that the two teams attend events together. Not only is this a great team-building opportunity, but the two departments can learn from each other as well.<\/span><\/p>\n<p dir=\"ltr\"><span>Another useful way of connecting the two teams is to instruct the marketing department to create assets that the sales team can use to close the sale sooner and more efficiently. Think top-, middle-, and bottom-funnel content: blogs, videos, webinars, e-books, lead magnets, and so on. In the process of creating these assets, both teams will learn from each other and everyone will benefit.<\/span><\/p>\n<p dir=\"ltr\"><span>As you can see, improving your sales team\u2019s performance does not require any major investments in time or money. All it takes is a good look at your team, analyzing their strengths and weaknesses and supporting them as they do their best work.<\/span><\/p>\n<p class=\"c-post-pubDate\">\n                                    Published October 5, 2020 \u2014 06:30 UTC\n                                <\/p>\n<\/p><\/div>\n<p><script data-src=\"https:\/\/connect.facebook.net\/en_US\/sdk.js#xfbml=1&amp;appId=378011798897423&amp;version=v2.6\" id=\"socialSrcFacebook\" type=\"text\/template\"><\/script><\/p>\n<blockquote>\n<p style=\"text-align: center;\">For forums sites go to <span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/forum.buradabiliyorum.com\/\" target=\"_blank\" rel=\"noopener noreferrer\">Forum.BuradaBiliyorum.Com<\/a><\/span><\/strong><\/p>\n<\/blockquote>\n<blockquote>\n<p style=\"text-align: center;\"><strong>If you want to read more like this article, you can visit our <span style=\"color: #ff9900;\"><a style=\"color: #ff9900;\" href=\"https:\/\/en.buradabiliyorum.com\/technology\/\" target=\"_blank\" rel=\"noopener noreferrer\">Technology category.<\/a><\/span><\/strong><\/p>\n<\/blockquote>\n<p><span style=\"color: black;\"><a style=\"color: #ff9900;\" href=\"https:\/\/thenextweb.com\/growth-quarters\/2020\/10\/05\/5-easy-ways-you-can-push-your-sales-team-to-do-better-syndication\/\" target=\"_blank\" rel=\"noopener noreferrer\">Source<\/a><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;#5 easy ways you can push your sales team to do better&#8221; This article was originally published by Built In. If there is one department that is traditionally pushed to its very limits, it\u2019s sales. No matter how well a company may be doing, you can always close more deals and get better numbers. One&#8230;<\/p>\n","protected":false},"author":1,"featured_media":81888,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"fifu_image_url":"https:\/\/img-cdn.tnwcdn.com\/image\/growth-quarters?filter_last=1&fit=1280,640&url=https:\/\/cdn0.tnwcdn.com\/wp-content\/blogs.dir\/1\/files\/2020\/10\/sales-team-gq.png&signature=2eae75ad41c5e1afedc3c9d68027cd02","fifu_image_alt":"","footnotes":""},"categories":[18],"tags":[],"class_list":["post-81887","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-technology"],"_links":{"self":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts\/81887","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/comments?post=81887"}],"version-history":[{"count":0,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/posts\/81887\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/media\/81888"}],"wp:attachment":[{"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/media?parent=81887"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/categories?post=81887"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/buradabiliyorum.com\/en\/wp-json\/wp\/v2\/tags?post=81887"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}