Two habits that drive success for sales teams
Your salespeople are driven by many different goals. There are extrinsic motivators, such as bonuses, commissions, and awards, as well as intrinsic motivators, like a competitive spirit and the drive to succeed.
Whether or not someone is successful in sales depends on the types of habits they practice every day. Without good habits, even a naturally talented salesperson will fail to live up to their full potential. As a sales manager, there are two key habits that impact your team’s success. Ensuring these are part of your team’s daily and weekly routine is a recipe for success.
Scheduling calls two weeks in advance
Encouraging your sales team to plan their calls two weeks in advance not only ensures they are better prepared, but allows them to spend more time on actual sales activity instead of frantically managing their schedules day-to-day.
Well-planned schedules help your team track their clients, and their likelihood of closing. This helps you forecast revenue, keep tabs on your team’s performance, and manage your financial targets.
Planning for each call
Once your team is in the habit of mapping out their schedules well in advance, they will be able to spend time planning each of their sales calls. Before picking up the phone, salespeople should have an idea of where the prospect is in their buying process, and what needs to be done to move them to the next step in your funnel. Most importantly, they should have a goal for each call.
Because each client has different needs, taking time to plan sales calls in advance allows the sales team to be able to understand how they will add unique value to the prospect or client. This also creates an opportunity to identify any areas that require further research or new thinking to maximize the call time.
Do you know why your salespeople struggle to hit their numbers?
We believe that sales team performance depends on having the right people, in the right positions, with the right training. This guide will help you determine if you have the right people on your team, and how you can help them improve.
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