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Thursday, January 31, 2013

Developing a Winning Sales Team

Managers or team leaders who want to develop a winning sales team will realize that it takes a combination of strategies to do so.

The first step in developing a winning sales team involves selecting the right people. At the interview stage, people with an aptitude for sales should be chosen. Look for a positive spirit, a competitive attitude as well as technical skills.

Motivate your team properly. Sales persons are not all driven by the same thing. However all sales people are driven by something. In order to bring out the best in each member of the team, and drive each member of the sales team to achieve their highest level of performance, the leader of the sales team must have an idea of what serves to motivate each member of the team.

Team leaders often go wrong by using the wrong form of motivation in an attempt to get winning performance from each salesperson on the team. Choosing the wrong method of motivation can produce the opposite result.

The Accidental Sales Manager: How to Take Charge and Lead Your Sales Team to Record Profits

Money is a good source of motivation for many salespeople. Of course, it’s not the only source of motivation. An incorrectly designed pay package can serve to discourage salespersons. For example, a salesperson that is paid solely on a commission basis often does not perform as well as a salesperson who receives a base salary and an additional commission.

Praise and recognition can help you to develop a wining praise team. The criteria for giving awards or recognition to members of your sales team should be clearly established. The process of selecting winners from among the sales team should be transparent.

The criteria used for selecting team members for special recognition should be those that obviously help the team to perform better. This helps motivate team members to improve in areas that will improve the overall performance of the team. Making contact with potential clients, reaching a certain level in commissions earned, and various other measurable areas, can be used.

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