A team, by definition, is the sum of all its parts. In the world of B2B sales solutions, the composition of sales teams is a significant indicator of how successful a sales program will be. Each individual within a sales team exhibits their own strengths and weaknesses – the sum of which determines the success of the whole team. As a B2B sales solutions provider with a robust metrics-based training and coaching program, we understand that coaching to individuals strengths within a sales team can work to drive sales for the entire team.
Determine Specific Quantitative and Qualitative Strengths and Weaknesses
This is a two-fold process, as a sales rep’s strengths and weaknesses need to be measured both quantitatively and qualitatively. Dials, talk-time, and conversion rates are all quantitative indicators of a sales rep’s understanding of the B2B sales process, and can be used to easily pinpoint an individual’s strengths and weaknesses. Whereas, to take stock of the qualitative strengths and weaknesses exhibited by a sales rep, a questions-based approach allows you to dig deeper beyond performance metrics and hear first-hand from the rep what they view as strengths and weaknesses.
Sharing Knowledge on Strengths and Weaknesses can be a Sales Advantage
Hone in on the specific strengths and weaknesses of each individual on a sales team and use them as a sales advantage that boosts the entire team. For example, if there is a particularly strong closer on the team, that individual should be placed in the vicinity of, or even paired with, an individual that’s experiencing difficulty in closing deals – thus facilitating a sharing of knowledge as well as generating closed revenue.
Creating a Teaching Philosophy that Helps Sales People Help Other Sales People
When you encourage sales reps to help other reps with sales concepts they may be struggling with, it takes their innate ability to do something well – like close a deal – and puts a teaching philosophy behind it. This offers the added bonus of solidifying concepts among sales reps that they may have been familiar with but after having to pass on the knowledge, they themselves understand the “why” behind certain practices.
Instill the Peer-Teaching Culture from the Start
To facilitate a teaching culture among sales teams, start from the very beginning. At the onset of a sales rep’s engagement, incentivize them to grow not just their profits by following best practices, but also to help fellow team members to boost the overall revenue generation of the sales team as a whole. The more ingrained the peer-teaching culture is within a sales team, the more they are prepared to address their strengths and weaknesses within the team automatically.
To drive sales for the entire sales team, identify where individual’s strengths and weaknesses lie. Once you figure that out, you are able to harness the strengths of certain individuals to lower the impact of other team members’ weaknesses by creating a learning and teaching environment. Then, an entire sales program can drive to increased revenue by narrowing down the qualities that makes an individual B2B sales rep successful. An individual’s strengths, and even weaknesses, can be harnessed to facilitate both learning and team work to ultimately propel an entire sales team to closed revenue.
To learn more about how the right sales team can drive revenue for your business, contact us now.