Some sales departments look like Darwin’s theory in action, where everyone is focused on a personal result instead of teamwork. Perhaps an individual employee’s quest for career development is playing into the hands of companies, but only to those that set short-term goals. Let’s find out how to create a successful sales team.
Reasons to Create a Sales Team
Building a strong sales team is a prerequisite for companies with longer sales cycles. After all, the company’s profit cannot depend on one person`s achievements, because only a team is able to deal with complex sales.
When to Start Building a Sales Team
When a decision has been made, you should plan your steps to building a sales team. It is important to plan business from the very beginning, including a long-term forecast for 5-10 years. Making a business plan, base it on your needs and desires, and not possibilities.
The minimum is what will suit you for the beginning. The maximum is what seems to be an almost unattainable dream in the near future. Usually, the norm is somewhere in the middle between the minimum and maximum. Estimate how many and what goods/services you need to sell per month. When you build a sales team from scratch, think about how many sales reps you need to fulfill these plans, and how much each sales manager can really sell.
Ways to Create Your Sales Team
For some reason, many people think that a high performing sales team is a creative team, so it needs the absolute opposite of structuring, and anarchy is the best environment for sales. Another extreme is when there is a super-seller whose task is to lead a sales team, and the whole structure ends there. Let’s find out about types of sales teams.
Determine the type of team you need
- The centralized sales team model. In this model, one person (or a small “root” team) is the head of most sales efforts and is not responsible for identifying target customers and leads.
- The decentralized model. Here, each sales rep is responsible for generating the entire cycle: from finding new leads to signing a contract. Thanks to CRMs, the sales reps’ task is greatly simplified.
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