Some might say, good products and services sell themselves. Unfortunately, that is not true. No matter how amazing a company’s offers are, it is always sales specialists that bring these offers to the masses and close the deals. Therefore, every business that intends to succeed on the market needs a efficient sales department. Creating one isn’t an easy task, but it gets simple if you start with research learning some helpful tips.
Building a Sales Team From Scratch
The process of building a efficient sales department may vary slightly depending on the niche a business operates in and team size. A universal tried-and-true formula doesn’t exist. However, the basic principles remain common regardless of the situation.
Step #1. Analysis & planning
Start with defining your goals and determining what type of sales team you need. It is important to understand what you expect to achieve before you start gathering a team. Setting clear goals and objectives lets you decide:
- what kind of team you need – in-house or field;
- how many people you will need to hire;
- what roles and responsibilities those people are to cover;
- what expertise they need to have.
Step #2. Guidelines & KPIs
Don’t forget to record everything you’ve planned during the first stage. Later, you will need to discuss all the plans and ambitions regarding your company’s growth with the newly formed team. So don’t keep all those ideas in your head but write them down for an upcoming strategic talk. Also, you can start deciding on the KPIs – key performance indicators. Think about what results will be indicators of the proper performance and milestones for bonuses.
Step #3. Hiring & Education
As a rule, initial hires account for the executives and managers. They will help to find other specialists that can be a good addition to the team. Make sure the candidates are coachable and motivated. Otherwise, even the most impressive experience won’t be able to compensate for the lack of interest in the job responsibilities. As for the education, you will need to at least explain the company’s processes. In most cases, sales coaching, in-house training, and other educational experiences help to shape the team specifically for the company.
Step #4. Tools & Technologies
Don’t try to save money on software tools. It is likely to affect performance and communication inside the team. CRM systems, project management tools, targeting and analytic platforms, filesharing services, chatting apps, and various automation tools are on the list of the basic software any sales team needs. Discuss the wants and wishes of your team and find a golden mean if their requests are too much for the company’s budget. Meanwhile, avoid making decisions based only on the price of a tool.
Step #5. Communication & Motivation
A good sales team won’t need micromanagement. However, they will expect ongoing communication and transparency. It is essential to share the updates and insights that may be helpful for shaping the sales strategies. Besides, every specialist wants to see that their efforts are worth the result. Share as much information as possible, and don’t forget to praise your sales team when they do great. Another thing that will help to keep employees motivated is an opportunity to develop and grow professionally. Unless you can guarantee that, be ready to see ambitious professionals leaving for more prospective jobs.
To perform well and keep up with the competitors, your company needs a solid sales strategy. If you aren’t good at developing those, delegate this share of the responsibilities and find the people who are. A qualified sales department will be the reliable backup during both economic boom and stagnation. It will take some time to gather a professional team, but don’t rush to close the task as soon as possible. Always focus on the quality of experience and the value a person will bring. Only with a clear vision of the future goals and achievements one can find the pros who can help to translate the ideas into reality.