You don’t need a big sales team to make a lot of money. Small sales teams can perform incredibly well if you get the right balance of skills, motivation, and resources. But how can you go about that? How can you inspire your sales team to go above and beyond?
Below, we have seven tips to get you started on boosting the performance of your small sales team.
1. Run a skills assessment
Begin by establishing where your sales team is strong and where it could stand to improve. A sales skills assessment will enable you to do that and provide structure for your future training, recruiting, or redistribution plans.
While this is possible in-house, it is easier to bring in an outsider to run your skills assessment. Not only do they have the experience to detect a skills gap, but they also have minimal bias. Their reading of John Doe’s sales skills isn’t going to be influenced by his amazing resume or his recent break-up; it’s a cut-and-dried look at John’s core selling skills: where he excels, and where he’s falling behind.
2. Train to the skills gap
Following a skills assessment, you need to address training. Training isn’t a one-size-fits-all solution. You might need to help your salespeople with their confidence, their negotiations, or even their product knowledge. Thankfully, there are so many resources out there that you are guaranteed to find a provider who can help you.
Training small sales teams is actually much easier than training large teams. You can send individuals to workshops or bring someone to you to provide a tailored program.
Remember, most training providers will agree that the success of any training program lies in the ongoing reinforcement, whether by sales leaders or by further training. If you’re short on resources — either financial or in terms of in-house expertise — consider the potential benefits offered by microlearning. This is a great way to reinforce learning without taking up too much time or budget.
3. Get your toolkit together
Even small sales teams need a sales toolkit. Having the tools to help you sell is definitely a boon for any small sales team — as long as the tools work well together. The difference between an integrated technology stack and one that requires you to continually re-input data and come in and out of tools that require different logins or even different devices is huge.
4. Review your sales collateral
Customers have questions; they want answers. They’ve already done a lot of research before they come into contact with a salesperson. Your small sales team needs to be able to add value to the buying process in order to win customer trust. This can be done through content.
Source - Read More at: salesandmarketing.com