How Motivated is Your Sales Team?
March 25, 2015
Is your organization driving the right sales behavior? How motivated is your team to go above and beyond what is expected to meet revenue goals?
It is not uncommon for companies to take a “one size fits all” approach when it comes to driving sales behavior. For decades we keep hearing from plan designers, the most effective plans have no more than 3-5 metrics, they need to be simple and I believe while these are very true statements, many organizations might misinterpret it to mean keep all plans the same. Additionally, given past system challenges, this drove that type of behavior because business lines were bootstrapped by their dependence on IT and did not have the variety of technology solutions at their disposal. Quite frankly, this approach is extremely limiting in terms of sales engagement, because no two people are alike.
An interesting article on Harvard Business Review provides a little more insight into this. Best in class sales teams come from companies that:
- Hold their teams accountable to meet, as well as go above what is expected. They are actively seeking out potential opportunities and will not let anything stand in their way.
- Are not afraid to let go of individuals that do not fit well, culturally. This point coincides with being able to understand and building out the perfect employee profile.
- Have a structured sales process. A really interesting statistic from the article points out that out of the companies surveyed, 50% consider themselves to highly functional as a result of having a very structured sales process.
If you are in sales, you might be throwing your hands up at the idea of a structured sales process because you are thinking, that structure means more administrative tasks. However, it doesn’t mean that at all. A structured sales process means that there is a foundation around what type of sales person is needed to meet the potential customer profile and needs for the type of sale. It means having the right enablement tools available to the sales team in a manner that is not random but value added and timely to execute on your sales plan. The same way any good sporting team or artist is able to excel with a vision for the future and a structured process to achieve success.
Even though these points above help define what best in class entails, is your sales team really functioning at a high level? If no, could it be because of one of the following reasons?
- Lack of clarity what is expected, including, but not limited to territory, quota management, and reward schemes.
- Poor transparency and collaboration between departments.
- Your work environment – just because some people are able to thrive, does not mean everyone will.
How are organizations able to build that “perfect”, highly functional sales team that drives results and sets the whole company up for success?
According to Clarity is Key to Sales Enablement Success by Forrester Research, there are a few key items that help organizations make that transition from being “okay” to “outstanding”:
- Clearly Identified Objectives – Being able to easily identify how to get from point A to point B in the most effective and efficient way and really honing in on and understanding “why do they care?”
- Driving Results that can be Mimic Overtime – Staying focused and understanding the ins and outs of what is expected, as well as understanding how sales reps are able to reach their goals and carry those behaviors throughout the entire sales cycle.
- Eliminating Noise and Risks – Hiring the right people, as well as having the right tools and processes in place can help enable your organization to move up the mountain and reach success.
Successful sales teams are built by having complete transparency on what you organization needs, culturally. This goes back to finding and hiring the right talent for your organization and building a team that is based on strengths. Why build out a strength-based organization? Well for starters, according to one Gallup Report, being able to focus ones strengths encourages employees to stay positive - work will get done, ultimately having a positive impact on a company’s bottom line. It is also important to note that one’s weaknesses and/or lack of desire to do a certain task is someone else’s interest or passion. As a result, tasks can be delegated accordingly, and results are achievable. From this, you are able to build a team that only encourages collaboration and development because each individual person is focusing on what they are good at, meaning they will need someone else’s help to take it to the next level. Success is: a highly motivated, diverse, and results driven sales team.
Contact us and learn how we can help your organization drive right sales behaviors from both an organizational and technology standpoint. Interested in learning more about becoming a strength-based organization? We are offering a workshop with your sales and/or leadership team to review how to assess and build out that perfect sales organization. We can tell you first hand how building out a strength-based organization mixed with technology integrations has allowed us to move up the maturity curve and find and define what success means to us. Request a consultation today!