This article was written by the partner of LUZ Breno Patrick, a specialist in customer relationships.
Another month's end has come, and yet those R $ 30 thousand are missing so that the goal is beaten. The staff is worried, each salesperson begins to call the contacts of his client wallet in order to try to close something, but there are no more options.
The team is in a state of tension. Concerned, some even think that it will not be possible to beat the goal of the month. In this scenario, John appears, the company's sales champion. He has just been able to close a proposal, ensuring the outcome of the month.
Ufa!! Everyone sighs and happily celebrates for the beaten goal. However, the concern with the following month is not erased, since, the team will go through the same scenario, and John will have to "Save the goal" again. After all, the title of champion of sales is his and we can trust his potential.
Does this story seem familiar to you?
Unfortunately, situations like this present problems for the manager who wants a successful team. While it may not be bad to have a salesperson who stands out in selling, there is a danger in turning him into an isolated sales champion. A team must be a champion as a whole, and not just have a single salesperson that all depend on it to beat the finish line.
See also: All about Complex Sales
What's the matter of having a sales champion?
The problem of relying on a single seller can range from emotional even financial problems. The company that owns an isolated sales champion runs serious risks of friction in its team, since, the attention may be greater for him, causing a possible feeling of inequality among the other colleagues.
Another factor is the financial part. The champion seller may disconnect from the company, or even go through personal problems, failing to sell well. In that case, how will the team behave? Will you let the billings go down and sales fall? Possibly yes, since the lack of engagement, collective strategies and discouragement, has prevented good results.
The strength of a team is precisely the union of all to a result of excellence. This should be worked on constantly. One of the villains that harms the performance of a team is discouragement, which in turn occurs for lack of results. It is up to the manager to manage ways of animating and inspiring everyone to achieve good results.
Practical Tips for a Champion Sales Team
Invest in trainings for your team
We know that the constant evolution of the market requires updating professionals in any area and, in sales, it is no different. The role of training is to help develop in salespeople more and more the security and ability to act in the most diverse sales situations. With all well-trained staff, the results are guaranteed.
Work the sales methodology with everyone
Selling is an art, but also a method. No sale happens without studying the situation. Therefore, it is important that the company has a culture that is capable of practicing its own sales processes with the help of a methodological study.
I will give the example of 7 sales steps, which is an already known method, but that helps a lot to clarify how a sales process works.
- Product Knowledge: It is extremely important to know the product or service that you intend to sell, as well as features, techniques and functionalities.
- Customer Knowledge and Prospecting: Be well informed about the profile of your target audience, in order to understand the new consumption trends, consumer behavior. Thus, you follow the changes in the market and observe the market potentials.
- Approach: It is indispensable to the action of the salesperson in the sales process, a product is not sold alone, and here enters the empathy and the seriousness of the seller. If you're cool with the client, he'll listen to you more safely and give you more openness.
- Identification of needs: Ask questions to your client, it is important that you be strategic, do not overuse or close questions, the more information you get, the better your arguments will be to persuade you. Another factor here is to know the real need of the customer.
- Presentation: This can vary from company to company, but in short when we talk about the presentation, we are referring to tests, demo versions, among other options. Let the customer know your product, which it can try and get all the doubts. They will rise to objections, and that is very good! Objections are doubts that customers have to understand your product. If he creates objections, it is a sign that has caught his eye and he is willing to listen to his proposal.
- Negotiation: It's time to reach the agreement, every vendor here uses his cards up his sleeve to help with the negotiation. So, understand how much you can lower your price, how much time you can give your customer, etc.
- End of sale: It is one of the biggest challenges of many sellers, understanding the perfect time to close the sale. It is important for the seller to have balance, not to mention more or less, but rather what is necessary! Pass security, do not cause mistrust and be sincere in details. Do not forget the after-sale!
It seems simple to 7 steps, but when studied and practiced by a company, one realizes an organization of the sales team in the sales process.
Hold weekly follow-up meetings
This habit is very important because, in addition to improving communication, it promotes exchanges of knowledge among the team. The meeting should not be merely a conversation, but a means of exchanging information. Make successful observations in negotiations, show the attitudes that led a seller to close a proposal.
In case of difficulty for a seller, share ideas and show how another way might be better to close the offer. Gradually the team is gaining maturity and everyone will win.
Have collective goals and bonuses
It is important to note that individual goals and commissions are not bad. However, there is great benefit in collective goals and bonuses. The advantages of these are team engagement to solve problems of others, approaching salespeople to exchange ideas, and, most importantly, collective awareness of the responsibility to overcome challenges.