How To Build A Successful Sales Team According to Joseph Vessecchia

8 May 2019 Kion Kashefi

Having a successful sales team can translate to great success in your business. However, creating and building such a team can be overwhelming at first glance. You will need to ensure that you have quality products and services first to boost your sales team’s confidence when showcasing your brand. You will need to build and scale your team at just the right time to ensure you can keep up with deliverables and aren’t falling behind on revenue. The right time includes when your product is already getting positive feedback in the market, when the demand on your own time is too high to handle it alone, and when you are sure you can afford to meet the salespersons’ costs. Now that you are ready to build your own sales team, here are some of the tips that you can follow and build your desired team. 

1. Determine Your Goals in Building A Sales Team

If you do not have a well-defined plan for your sales team, you might find yourself hiring in an unaligned fashion and end up failing with your efforts. Therefore, first determine the type of team that you need and what each team will be doing for your business. You could be looking for field people, inside salespersons or both and unless you decide on this from the beginning, you might end up compromising your decisions. Also, understanding which size companies you’re selling into (i.e., SMB, Midsize, Enterprise) is also key. Software salesman Joseph Vessecchia says that when you are sure of the deliverables you want from your team, it will be easy to prepare the resources, processes, and support they will need to deliver their work efficiently.

2. Hire The Right People 

Once you set your goals for your sales team, use the right hiring process to ensure you get the right people to work with. They say the biggest asset in the success of a business is its employees, so make sure your staff is working for you, not against you. If you are confident about your hiring process, go right ahead and follow it step by step. However, you can also rely on a reliable recruitment agency. To make sure you get the best of the best from such an agency, provide them with information about your business, and it will be easy to match your needs with the proper staff. Once you have the right people, you will be good to start assigning different tasks according to their skills and capabilities.

3. Train Your Team Thoroughly and Motivate Them to Do Better 

If you want perfection at work, train your sales team not only after they join your company but throughout their tenure. This will keep them updated and equipped with the new trends in the industry and in turn help your business remain relevant despite the changing times. Also, plan to motivate them in different ways to make sure they feel appreciated and wanted in their jobs. For instance, you can introduce bonuses when one hits a certain target, have games especially during your training and reward those who do well in a certain task. This will encourage them to attend training programs without fail. Finally, practice fair compensation for your team before someone else promises a better deal and poaches your best talent. 

4. Provide the Necessary Resources

You cannot expect your team to perform well if you cannot provide them with adequate resources for their work. If it’s the field salespeople, provide them with either transport money or company cars to be able to move around conveniently. When they need promotional items for their sales campaigns, do not start complaining about the costs involved without knowing the reason why they are required. Be willing to compensate for call charges used by your sales team or provide them with company phones to use when contacting clients. If you tend to limit this, they will reach out less to save their money—I’ve seen this happen. You need to make your team as comfortable as you can to make their job easy, and you will certainly reap the rewards.


5. Encourage Creativity and Be A Good Communicator 

Different people view things differently and sometimes your perspective is not the best or only perspective. It is good that you listen to your sales team’s ideas before assuming that you know everything about your business and the market. After all, these people spend more time with customers than you do sometimes, and they tend to get exposed to a lot of new people and new ideas. According to Joseph Vessecchia, encouraging creativity is another way of motivating employees because they will feel valued every time their opinion is considered. Having good communication skills is very important in business and also in personal relationships. Communicate your goals clearly and be a good listener. People will trust you more when they can converse with you freely and feel like you truly care. There are many tactics you can implement when trying to build a strong and successful sales team. However, take your time and follow these simple steps as guidance once you are ready for it.

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