Stay focused on the Prize in Q2: 5 habits of successful sales teams
Wouldn’t it be nice if success was simple?
There is no one-size-fits-all for success in work or life. But, there are great ways to help bring success to you and your team, like forming habits. Imagine if your sales team got into certain habits like using LinkedIn as a social selling tool to facilitate reaching their weekly and monthly quota. According to GetResponse, top sellers use LinkedIn on average of six hours a week, sending the most emails between 8am and 3pm. Let members of your sales team find what works for them, but in the meantime, here are five habit guidelines that could lead to success.
1. Have a mission
The more thorough and detailed your plan, the faster and easier it will be for you to actually carry it out and get the results you want. It’s especially important when leading into Q2 as you may have new client goals you’re working towards. According to the The Marketing Donut, 80% of sales require about 4 follow-up calls after the initial meeting. But, did you know that most sales people give up after the first call? If you have a specific sales number or target planned out, you can then start focusing on top-line growth by mapping out the necessary steps it will take to get there.
2. Stay organized and opportunity focused.
Have your plan ready in your back pocket, but don’t forget to focus on the here and now. Successful sales teams have a long-term plan as well as a short-term plan. Look at the opportunities that lie ahead and plan accordingly. Planning ahead doesn’t only include looking at budgets, charts, and strategies; it also includes having the right people on board. It is like baking a pie. You know exactly where you want to get to, but do you have all of the ingredients ready to get there?
3. React quickly and adapt
When one thing doesn’t go as planned, or if there is a miscommunication and something goes wrong, don’t start flipping desks and slamming fists. Sit down, take a deep breath and find a solution. As a leader, you set the tone in a bad situation. If you’re calm and rational about a mishap your staff will follow suite. If steam is coming out your ears as you’re running around in a panic, your team will do the same.
To illustrate our point – as many companies are experiencing major changes in their industries, Hallmark has proven that there is still opportunity for growth. Just because a company has been around for 100 years, doesn’t mean that it’s out-of-date. Hallmark is a huge company that has been around for over a century and continues to stay on top. Years ago they revolutionized the greeting card industry when they saw an opportunity online to sell e-cards. Don’t be afraid of the changing times, it’s easier to adapt than you may think.
4. Keep communicating
Your team is the backbone to your business. Don’t be the leader that stands up top ruling over your team. Be the leader that helps pull the team forward together. The people around you need to know what is going on. Schedule a weekly meeting (only about 5-10 minutes) to fill everyone in on any current updates, problems or obstacles. One of the most important motivators and factors leading to job satisfaction is when employees are kept in the know.
5. Keep the team happy and motivated
Unhappy employees don’t make great motivators or spokespeople for your business. Be a strong leader for your sales team and lead by example. How do you want your employees feel? Make them feel that way with the constant reminders. A report from last month in The Sales Experts found that approximately 91% of satisfied customers say they’d give referrals. The happier your sales team is, the more likely customers will fall into this 91%.
Leading into Q2 can be a stressful time as clients turnover, new quarterly goals are set and the thrill of the New Year has worn off. Hopefully, these 5 habits can help you transition smoothly into the next quarter. What other habits do you think should be utilized for a highly successful sales team?